Remote opportunity at
Grafana LabsDirector, Strategy & Planning | United States | Remote
Grafana Labs is seeking a remote Director, Strategy & Planning based in the United States to join its go-to-market organization. Reporting directly to the Vice President…
Career Tools
About This Role
Grafana Labs is seeking a remote Director, Strategy & Planning based in the United States to join its go-to-market organization. Reporting directly to the Vice President of Revenue Operations, this hands-on leadership position involves shaping growth strategies, evaluating business performance, and guiding data-driven planning initiatives across sales, customer experience, and partner ecosystems. The employer builds fully managed observability software trusted by thousands of global organizations. Operating as a completely distributed…
Job Description
Grafana Labs is seeking a remote Director, Strategy & Planning based in the United States to join its go-to-market organization. Reporting directly to the Vice President of Revenue Operations, this hands-on leadership position involves shaping growth strategies, evaluating business performance, and guiding data-driven planning initiatives across sales, customer experience, and partner ecosystems.
The employer builds fully managed observability software trusted by thousands of global organizations. Operating as a completely distributed company with personnel spanning more than 40 countries, Grafana Labs emphasizes transparency, autonomy, and collaborative problem-solving. This role is ideal for an analytics professional who understands consumption-based software business models and wants to direct strategic planning through a period of rapid ARR and headcount growth.
Successful candidates will build reporting tools, construct complex revenue and capacity models, advise executives on market segmentation, and partner closely with finance and data teams. The position requires navigating ambiguity independently while leading cross-functional programs that bridge go-to-market operations, finance, and marketing.
Responsibilities
- Design and maintain standard reporting tools to assess business performance and establish operational targets with the Go-To-Market Operations team.
- Manage annual and long-range go-to-market planning by connecting revenue goals to workforce capacity, geographic coverage, and productivity metrics.
- Build revenue models and capacity scenarios that incorporate customer adoption, usage shifts, and expansion across various regional segments.
- Collaborate with sales and services leaders to analyze strategic initiatives, mergers and acquisitions integrations, vertical plans, and pricing structures.
- Partner with finance to connect consumption-driven revenue forecasts with workforce budgeting and financial objectives.
- Direct cross-functional projects with data and field operations teams to eliminate gaps in reporting infrastructure.
- Integrate artificial intelligence methods into consumption analysis, forecasting, and routine reporting.
Requirements
- At least 8 years of professional experience in go-to-market strategy, operations, sales planning, consulting, or an analytical discipline.
- Demonstrated background leading a planning function or driving major cross-functional programs.
- Strong proficiency in complex segmentation analysis, capacity modeling, and workforce planning.
- Familiarity with sales methodologies and models including MEDDPICC, MEDDIC, quota modeling, and rep productivity.
- Demonstrated capacity to operate independently in ambiguous environments and determine core priorities.
Qualifications
- Background in open-source software environments.
- Familiarity with Grafana, Tableau, or alternative business intelligence tools.
- Experience using Salesforce CPQ, Zuora, or other subscription and quote-to-cash systems.
- Knowledge of marketing automation platforms like Marketo or sales productivity tools such as Outreach, Clari, and People.ai.
- Understanding of database querying languages like SQL.
- Prior work applying generative AI or predictive analytics to forecasting and reporting.
Core Skills
Benefits
- On-Target Earnings range between $230,000 and $275,000 for United States personnel.
- Restricted Stock Units granting ownership stakes in the company.
- Global annual leave policy providing 30 days of vacation per year.
- Three designated Grafana Shutdown Days reserved for team disconnection.
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, this is a 100% remote role based in the United States.
What is the compensation range for this role?
In the United States, the On-Target Earnings range is $230,000 to $275,000, and the role includes Restricted Stock Units.
How many years of experience are required?
Candidates must have 8 or more years of experience in go-to-market strategy and operations, sales planning, revenue operations, consulting, or a related analytical field.
Who does this role report to?
The Director, Strategy & Planning reports directly to the Vice President of Revenue Operations.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.