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Grafana LabsDirector, Strategy & Planning | United States | Remote
Grafana Labs is currently seeking a Director, Strategy & Planning to join their Go-To-Market organization on a full-time, fully remote basis within the United States. Operating…
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About This Role
Grafana Labs is currently seeking a Director, Strategy & Planning to join their Go-To-Market organization on a full-time, fully remote basis within the United States. Operating as the creator of Grafana Cloud, the organization provides an observability platform relied upon by over 10,000 customers globally, including major enterprises like Salesforce, Microsoft, and Bloomberg. This hands-on leadership position reports directly to the Vice President of Revenue Operations. The individual will collaborate…
Job Description
Grafana Labs is currently seeking a Director, Strategy & Planning to join their Go-To-Market organization on a full-time, fully remote basis within the United States. Operating as the creator of Grafana Cloud, the organization provides an observability platform relied upon by over 10,000 customers globally, including major enterprises like Salesforce, Microsoft, and Bloomberg.
This hands-on leadership position reports directly to the Vice President of Revenue Operations. The individual will collaborate across cross-functional groups to define growth strategies, analyze business performance, and establish standards for data-driven decisions. Core responsibilities involve steering annual and long-range Go-To-Market planning, developing usage-based revenue scenarios, and aligning workforce budgets alongside finance partners. Ideal candidates possess a strong background in consumption-based software business models and executive-level communication skills.
The position offers an annual on-target earnings compensation range between $230,000 and $275,000, supplemented by Restricted Stock Units. Professionals who thrive in high-growth, globally distributed environments with a strong commitment to transparency, autonomy, and trust will find this an engaging opportunity to shape operational scale and strategy.
Responsibilities
- Design standard tools and reports to evaluate performance, set targets, and guide planning processes alongside the Go-To-Market Operations team
- Lead annual and long-term planning by synchronizing revenue objectives with territory coverage, productivity assumptions, and hiring plans
- Build revenue and capacity models that incorporate usage fluctuations, adoption rates, and customer expansion or contraction
- Evaluate transformational initiatives and strategic opportunities with sales and services leaders, covering market expansion, M&A integration, and vertical planning
- Partner with analytics teams to resolve reporting deficiencies and operational workflow gaps
- Cooperate with Finance to synchronize consumption-based revenue projections with workforce budgets and financial objectives
- Implement AI-assisted methods for recurring reporting, scenario creation, and consumption evaluation
Requirements
- Minimum of 8 years of professional experience in Go-To-Market strategy and operations, sales planning, revenue operations, consulting, or an equivalent analytical function
- Track record of leadership in a planning function or managing large cross-functional initiatives
- Expertise in consumption-based software business models, including understanding how customer usage translates into long-term revenue
- Demonstrated ability in executive communication to explain data, insights, and strategic recommendations
- Experience managing Go-To-Market planning through significant headcount and annual recurring revenue expansion at a comparable company
- Familiarity with sales methodologies such as MEDDPICC or MEDDIC, alongside quota and rep productivity models
Qualifications
- Background working with open-source organizations
- Familiarity with business intelligence tools such as Grafana or Tableau
- Knowledge of subscription management or CPQ platforms like Zuora or Salesforce CPQ
- Exposure to marketing automation platforms like Marketo or sales productivity applications like Clari, Outreach, and People.ai
- Understanding of database querying languages such as SQL
- Experience applying generative AI or predictive analytics to forecasting and reporting processes
Core Skills
Benefits
- Annual on-target earnings ranging from $230,000 to $275,000
- Restricted Stock Units providing ownership stake in company performance
- Global annual leave policy providing 30 days per year, which includes 3 designated company shutdown days
- In-person onboarding program upon joining
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the employment type and location for this role?
This is a full-time, 100% remote position based in the United States.
What is the salary and compensation structure?
The annual on-target earnings compensation range is $230,000 to $275,000, and the position includes Restricted Stock Units.
What level of experience is 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.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.