Jobs at Grafana Labs

Manage and grow a regional team of presales Solutions Engineers while serving as a player-coach. Responsibilities include recruiting, mentoring, executive sponsorship, customer discovery, demonstrations, workshops, technical validations, account planning, pipeline development, and quarterly target ownership. The role partners with Sales, Marketing, Customer Experience, Product Management, and Engineering to drive Grafana adoption, influence the product roadmap, support customer success, and exceed regional financial goals.

Design and lead development of scalable, reliable backend services and distributed systems for Grafana Enterprise using Go. Architect APIs and service contracts, improve platform scalability, security, multi-tenancy, and observability, and collaborate with product, UX, frontend teams, and enterprise customers. Own systems through production operations, participate in on-call rotations, contribute to open source, and hire and mentor engineers while driving technical and engineering-process improvements.

Build and own Grafana’s experimentation platform across a TypeScript and React frontend and Go backend. Develop experiment configuration, metrics, instrumentation, statistical analysis, feature-flag integrations, observability connections, and AI-assisted workflows. Partner with data scientists, engineers, analysts, and product stakeholders to evolve the internal tool into a customer-facing product. Responsibilities include production operations, on-call support, technical mentorship, architecture documentation, and improving scalability, reliability, and developer adoption.

Lead development of Grafana's mobile session replay capabilities, starting with Android and expanding to iOS and cross-platform SDKs. Own on-device capture, privacy controls, performance optimization, media encoding, SDK integration, testing, compatibility, and upload pipelines. Collaborate across mobile, frontend, and observability teams, engage customers, shape product decisions, and mentor engineers while delivering a reliable, privacy-conscious mobile SDK.

Prospect within existing SMB customers, identify expansion opportunities, and manage the full consultative sales cycle from discovery through negotiation and account management. Meet quarterly and annual sales targets, conduct demos and proofs of concept, manage Salesforce pipeline forecasts, process quotes and orders, and handle customer requests. The role requires software sales experience, strong communication, technical interest in observability, and familiarity with sales tools and methodologies.

Own technical customer engagements for Grafana Cloud, partnering with Sales to qualify and close opportunities. Deliver product demonstrations, technical presentations, evaluations, and enablement while communicating Grafana’s value proposition. Provide customer feedback to Product Management and Engineering, contribute to documentation and educational content, and solve complex technical challenges in a remote, international startup environment.

Leads Grafana Labs’ Americas Observability Architects practice, setting strategy and managing customer-facing teams that drive onboarding, adoption, retention, and expansion. The role oversees customer programs, executive sponsorships, reporting, escalations, enablement, product feedback, recruitment, coaching, and performance management. It requires technical observability expertise, familiarity with Grafana or competing platforms, leadership experience, and the ability to collaborate effectively in a remote, cloud-first environment.

Own the vision and roadmap for Grafana Labs’ Application Observability product. Lead customer discovery, analyze usage data, prioritize tracing and profiling capabilities, and collaborate with engineering, design, PMM, and GTM teams. Drive product adoption and revenue through product strategy, pricing, packaging, licensing, tiering, and customer-facing enablement. Help integrate observability signals, AI-first workflows, and the broader Grafana Cloud experience.

Own full-cycle global recruiting for Grafana Labs, including sourcing passive candidates, managing Greenhouse processes, coordinating interviews, guiding candidates, generating offers, and transitioning hires to People Operations. The recruiter will partner with senior leaders, maintain hiring documentation, manage headcount and compensation alignment, provide proactive stakeholder updates, and ensure recruiting projects meet deadlines and process requirements.

Own full-cycle global recruiting for sales roles, including sourcing passive candidates, managing Greenhouse workflows, coordinating interviews, maintaining hiring documentation, aligning compensation and equity, and guiding candidates through offers and transitions. Partner with sales leaders and hiring managers, manage multiple priorities, provide proactive updates, and ensure recruiting projects meet deadlines and process requirements.

Responsible for expanding Grafana usage among existing customers across the Northeast. Duties include prospecting, conducting sales meetings and product demonstrations, managing proofs of concept, proposals, negotiations, account management, pipeline forecasting, quote creation, order processing, and customer requests. The role requires achieving sales targets, communicating product value, managing Salesforce data, and applying consultative sales methods.

Build and improve Grafana’s plugin ecosystem, including Marketplace features, plugin discovery, installation, delivery, review, developer tooling, and portal experiences. Develop across Grafana’s frontend, Go services, and grafana.com; improve reliability and operations in Grafana Cloud; collaborate with plugin developers, partners, product managers, and internal teams to shape the roadmap.

Prospect and close new enterprise business across the NYC Metro region. Responsibilities include outbound prospecting, managing the full sales cycle, conducting demos and proofs of concept, negotiating proposals, meeting sales targets, maintaining Salesforce pipeline forecasts, processing quotes and orders, and handing off successful customer relationships to the Growth team.

Design, build, and operate production multi-agent AI systems and automation for Marketing Operations. Integrate LLMs with business data (BigQuery, CRMs, Slack), build MCP servers, APIs, and scalable serverless/containerized services, implement observability and governance, and partner with GTM teams to deliver measurable automation and self-service workflows.

Manage revenue accounting under ASC 606 for subscription, usage-based, and committed-spend arrangements. Review complex contracts, prepare technical accounting analyses, oversee month-end close, reconciliations, journal entries, and reporting schedules. Enhance NetSuite ARM and revenue automation, maintain SOX controls, support audits, and collaborate with Sales, Legal, Deal Desk, Billing, and Finance. Analyze revenue data using SQL, Python, BigQuery, or advanced Excel while improving scalable quote-to-cash processes.

Develop and execute partner go-to-market strategy across the Western region. Manage regional systems integrators and value-added reseller relationships, identify and accelerate partner opportunities, build partner capabilities, establish executive relationships, develop co-selling motions, and drive pipeline and revenue growth. Collaborate with Sales, Marketing, Operations, leadership, and technical teams to align messaging, coordinate programs, and expand Grafana Labs’ channel presence.

Manage and grow Grafana Labs’ US Sales Development team, owning SDR pipeline performance, recruiting, training, coaching, and team culture. Partner cross-functionally with Sales, Marketing, Operations, Enablement, and Recruiting to execute pipeline-generation strategy. Use data-driven analysis to improve productivity, develop AI-native prospecting workflows, exceed targets, and foster an inclusive remote environment.

Prospect and close new enterprise business across the Central USA region. The role manages the full sales cycle, including outbound prospecting, discovery, demos, proofs of concept, proposals, negotiations, forecasting, pipeline management, quoting, and order processing. The Account Executive will communicate the value of Grafana products, support customers through trials, achieve sales targets, and hand off successful relationships to the Growth team.

Own technical customer engagements for Grafana Labs, partnering with Sales to qualify and close opportunities. Deliver product demonstrations, technical presentations, hands-on enablement, evaluations, and customer education. Provide product feedback, communicate competitive insights, and create documentation, blog posts, videos, and knowledge-base content. The role requires strong technical pre-sales experience, communication, judgment, collaboration, and the ability to work independently with international teams in a remote environment.

Own technical customer engagements for Grafana Labs, partnering with Sales to qualify and close opportunities. Deliver product demonstrations, technical presentations, evaluations, and enablement while communicating customer feedback to Product and Engineering. Create documentation, blogs, videos, and knowledge-base materials. The role requires strong pre-sales expertise, technical communication, customer problem-solving, collaboration, and the ability to work autonomously with global remote teams.