Job Specifications
Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
The Opportunity
Grafana’s GTM organization is looking for a Director of Global Sales Strategy & Operations. Reporting to our Head of Field Operations, you will support the Global Sales organization to accelerate our go-to-market expansion efforts. You will partner directly with our London-based Global VP of Sales and their direct reports. To be successful, you will be able to operate in an unstructured, fast paced environment as you help build the foundations for our future growth.
What You’ll Be Doing
Act as a trusted advisor to our Sales leaders, identifying opportunities for improvement and aligning the organization around global goals.
Set the rhythm of the business around forecasting, pipe generation, performance reviews, and planning with your business partners
Create, codify and enforce sales policies that drive scale, consistency and fairness
Establish measurements and reports to analyze business performance, set operational targets, and drive the programs across the larger Go-To-Market Operations team
Work with Sales leaders to evaluate strategic opportunities and/or transformational initiatives: New market evaluation, segmentation definition, sales process refinement, enablement needs, etc.
Lead, development, and mentor a team of global sales operations professionals driving towards a collective goal
What Makes You a Great Fit
7+ years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar role
Demonstrated track record of strategic thinking and analysis – seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models (rep productivity, rep capacity, and quota modeling)
Experience with sales productivity tools (Outreach, Clari, People.ai).
Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.
You are an entrepreneurial and industrious leader that thrives collaborating with teammates that challenge you to grow every day.
You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders.
You prioritize those things that are important and urgent (instead of just doing more).
Based in the UK
Bonus Points For
Previous experience in open source
Experience with Grafana, Tableau or other analysis/BI tools.
Experience with SQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN).
Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.
Compensation & Rewards
In the United Kingdom, the OTE (On-Target Earnings) compensation range for this role is GBP 114,354 - GBP 137,225. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive At Grafana Labs
100% Remo
About the Company
Grafana Labs provides an open and composable observability stack built around Grafana, the leading open source technology for dashboards and visualization. There are 5,000+ Grafana Labs customers, including Bloomberg, Citigroup, Dell Technologies, Salesforce, and TomTom, and 25M+ Grafana users around the world. Grafana Labs helps companies achieve their observability goals with the LGTM Stack, which features scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo) as well as extensive enterprise data...
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