Grafana Labs, the company behind Grafana, is seeking a Growth Account Director to drive revenue growth within our existing customer base. This role involves developing deep customer relationships, understanding their needs, and positioning Grafana Labs solutions to help them achieve their business goals. You will be responsible for managing and expanding a portfolio of high-value accounts, ensuring customer satisfaction, and identifying opportunities for upselling and cross-selling. If you are a strategic thinker with a proven track record in enterprise software sales and a passion for helping customers succeed, we encourage you to apply.
What you’ll do:
- Develop and execute strategic account plans to achieve and exceed revenue targets for a portfolio of existing customers.
- Cultivate and maintain strong, long-lasting relationships with key stakeholders and decision-makers within assigned accounts.
- Deeply understand customer business objectives, technical requirements, and challenges to effectively position Grafana Labs solutions.
- Identify and drive upsell and cross-sell opportunities within existing accounts by demonstrating the value of additional Grafana Labs products and services.
- Collaborate closely with Solution Engineers, Professional Services, and Customer Success teams to ensure successful customer onboarding, adoption, and satisfaction.
- Accurately forecast sales opportunities and maintain a robust pipeline in Salesforce.
- Negotiate and close complex enterprise-level deals, ensuring favorable terms for both the customer and Grafana Labs.
- Stay current with industry trends, competitive landscape, and Grafana Labs product developments to effectively articulate our unique value proposition.
- Act as a trusted advisor to customers, providing insights and guidance on observability best practices.
- Contribute to the continuous improvement of Grafana Labs’ sales processes and strategies.
What you’ll bring:
- 8+ years of experience in enterprise software sales, with a strong focus on selling to existing customer accounts (Account Management, Growth Sales, Upsell Specialist).
- Proven track record of consistently exceeding sales quotas in a highly competitive market.
- Demonstrable experience selling complex SaaS solutions, preferably in the observability, monitoring, or analytics space.
- Exceptional communication, presentation, and negotiation skills, with the ability to build rapport and influence at all levels of an organization.
- Strong business acumen and understanding of enterprise IT environments and cloud-native technologies.
- Ability to work independently, manage multiple priorities, and thrive in a fast-paced, dynamic environment.
- Proficiency with CRM software (e.g., Salesforce) for pipeline management and forecasting.
- A passion for open source and community-driven projects is a plus.
- Bachelor’s degree in a relevant field or equivalent practical experience.
