Major Account Executive, West Region | Grafana Labs
Overview
You own net-new acquisition for the West region, landing Grafana Cloud and Grafana Enterprise deals with major enterprises. You'll join a remote-first team of 20+ sellers, backed by Salesforce and a consultative sales methodology. This role stands out for its top-of-market OTE, RSUs, and the chance to shape the observability market with an open-source leader.
What You'll Do9
- 1Identify and engage net-new accounts through outbound prospecting, including cold outreach, events, and social selling, to build a Salesforce pipeline.
- 2Run the full sales cycle from discovery to close, using Command of the Message and MEDD(P)ICC to qualify and drive deals.
- 3Deliver tailored product demonstrations of Grafana Cloud and Grafana Enterprise, showcasing metrics, logs, and traces with Grafana Mimir, Loki, and Tempo.
- 4Manage proofs of concept, guiding technical evaluations and aligning success criteria to secure technical wins.
- 5Build and maintain accurate forecasts in Salesforce, tracking stages, risks, and next steps for weekly leadership reviews.
- 6Collaborate with Solutions Engineering and Customer Success to ensure smooth handoffs and long-term customer health.
- 7Lead contract negotiations, pricing, and legal discussions to close business while maintaining margin.
- 8Continuously refine your product knowledge of open-source technologies and the competitive landscape to articulate value.
- 9Exceed quarterly and annual booking targets, aiming for top 10% performance in the sales org.
Requirements8
- 15+ years in infrastructure technology sales, specifically cloud, observability, or developer tools.
- 2Proven track record of exceeding quotas in a competitive environment, consistently landing in the top 10% of your team.
- 3Deep understanding of SaaS, cloud-native, and open-source technologies, with the ability to speak to Grafana architecture.
- 4Exceptional communication and presentation skills, both in person and virtually, with a consultative, customer-first mindset.
- 5Hands-on experience with Salesforce for pipeline management, forecasting, and reporting.
- 6Familiarity with Command of the Message and MEDD(P)ICC sales methodologies is strongly preferred.
- 7Adaptable and resilient, thriving in high-velocity, evolving startup environments.
- 8Ability to travel occasionally for customer meetings or team events, as needed.
Salary Insight
$300 - $330k per year
Location
Required Skills
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