Majors Account Executive (Key Customers)

• Grafana Labs is looking for a Majors Account Executive, Key Customers who will be responsible for prospecting and growing existing business across the West region. You will identify, nurture and close opportunities with existing customers. You will manage forecasts and track customer data. We’re strong proponents of a consultative sales approach - learn about the customer’s needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase and hand off a strong relationship to our Customer Success team
• Identify new opportunities to expand Grafana usage within 3-5 top existing accounts across multiple functions and business lines
• Develop and maintain strong relationships at Executive level in current customers
• Create and execute strategic plans for defined account set
• Meet and exceed individual quarterly and annual sales goals
• Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management)
• Cultivate sales through outbound prospecting and inbound leads
• Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise
• Become an expert in managing your sales pipeline in Salesforce
• Manage quote creation, order processing, and day-to-day customer requests

Benefits

• Vacation: Balance is key. Our team enjoys 30 days of paid vacation each year on top of national holidays, parental leave, and sick leave. We also take a breather on a number of Grafana Shutdown Days each year
• Healthcare: We’re proud to provide health coverage or stipends for our colleagues in the US, UK, Canada, the Netherlands, Sweden, Singapore, and India
• Retirement planning: There’s no time like the present to start saving for your future. We make employer contributions into the pension pots of our team members in the US, UK, Canada, the Netherlands, Sweden, and Germany
• Professional development: On top of a $1,500 annual learning and development stipend, Grafanistas have thousands of on-demand courses at their fingertips to help them grow professionally. Want to attend a conference or training? Go ahead. Just pass on what you learned
• Work location: Vast majority of our roles are fully remote, focused on hiring the best talent and allowing you to perform from the comfort of your home. If you fancy a change of scene, we’ll also reimburse you up to $175 a month for a personal co-working space
• Choice of tech: There’s no one-size-fits-all when it comes to the tech required to do your job. Choose the laptop and accessories you need when you join us, and we’ll refresh them every three years
• Mindfulness: When you join the team, you can sign up for a complimentary subscription to Headspace to take advantage of the benefits of mindfulness and meditation. Our wellbeing resource group also organize sessions run by fellow Grafanistas or external trainers
• Global Employee Assistance Program: We offer all team members a 100% confidential support service with 24/7 365 access to professionally qualified counsellors and specialists
• Paid parental leave: Grafana offers paid parental leave to all eligible new parents. This offers Grafanistas time to bond with and care for their children in the first year after birth or adoption

• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)
• Energetic, upbeat, entrepreneurial, tenacious team player
• You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity
• Excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
• Adaptable and with demonstrable experience in high-velocity technology companies
• 8+ years of experience in infrastructure technology sales
• Experience using Command of the Message and MEDD(P)ICC
• Experience using Salesforce
• Familiarity with open source technology