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Grafana LabsMajors Account Executive - Key Customers | Bay Area | Remote
This full-time, remote Majors Account Executive role focuses on Key Customers in the West region, with a Bay Area location shown in the job title. The…
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About This Role
This full-time, remote Majors Account Executive role focuses on Key Customers in the West region, with a Bay Area location shown in the job title. The account executive prospects for and grows existing business, identifies and closes opportunities with current customers, manages forecasts and tracks customer data. The job uses a consultative sales approach: the account executive learns what each customer needs before presenting products, helps articulate their value, supports…
Job Description
This full-time, remote Majors Account Executive role focuses on Key Customers in the West region, with a Bay Area location shown in the job title. The account executive prospects for and grows existing business, identifies and closes opportunities with current customers, manages forecasts and tracks customer data.
The job uses a consultative sales approach: the account executive learns what each customer needs before presenting products, helps articulate their value, supports the customer through the trial phase, and hands a strong relationship to the Customer Success team. The role targets three to five top existing accounts, looking for ways to extend Grafana usage across several functions and business lines.
Daily work runs from first conversations and product demos through trial work, proposals, deal talks and ongoing account care. The account executive builds executive-level relationships, creates strategic plans for the account set, manages quotes, order processing and customer requests, and keeps the pipeline current in Salesforce.
Grafana Labs, the company behind Grafana Cloud, is a fully remote organization with team members across more than 40 countries. The ideal candidate has more than eight years in infrastructure technology sales, a record of hitting goals consistently in a competitive setting, and experience in fast-moving technology companies. The posting lists an OTE range of 360,000 to 380,000 for the USA, and Restricted Stock Units are included with all roles.
Responsibilities
- Find expansion opportunities across three to five top existing accounts
- Build and maintain executive-level relationships with current customers
- Create and carry out strategic plans for the assigned account set
- Manage the full sales process, from prospecting through negotiation and account management
- Balance outbound prospecting with inbound leads
- Explain what Grafana Cloud and Grafana Enterprise deliver
- Handle quotes, order processing and routine customer requests, keeping Salesforce records accurate
Requirements
- 8+ years in infrastructure technology sales
- A track record of hitting goals consistently, such as ranking in the top 10% of performers
- Energy, tenacity and an entrepreneurial approach as a team player
- Background in fast-moving technology companies
- Strong communication in person, online and in writing
- Ability to form strong relationships face to face and remotely
Qualifications
- Familiarity with open-source technology
- Hands-on work in Salesforce
- Working knowledge of MEDDPICC or similar qualification frameworks
Core Skills
Benefits
- Restricted Stock Units included with all roles
- Career growth pathways
- Remote-first working arrangement
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this role based?
The role is listed as remote, with the Bay Area shown in the job title and the West region named in the posting.
What compensation is listed?
The posting gives an OTE range of 360,000 to 380,000 for the USA, with actual pay depending on level, experience and skillset. Restricted Stock Units are included.
What experience is required?
Candidates need 8 or more years of infrastructure technology sales experience and a history of meeting goals in a competitive environment.
What is the employment type?
The position is full-time.
How do I apply?
The posting does not describe the application process.
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