Grafana Labs
Federal Enterprise Account Executive, Civilian (Remote, DC, VA, MD)
Job Summary
The Enterprise Account Executive at Grafana is responsible for driving sales within the Federal Civilian segment by managing complex sales cycles and engaging with public sector clients. The role involves closing new accounts, expanding existing ones, and presenting the value of Grafana Cloud and Enterprise solutions to C-level executives. Success depends on understanding customer needs, using a solution-based approach, and exceeding sales targets. Familiarity with open source technology and specific sales methodologies is considered advantageous.
Required Skills
Benefits
Job Description
As an Enterprise Account Executive at Grafana, you will be responsible for driving sales of our solutions within this dedicated set of accounts within the Federal Civilian segment. As an experienced Account Executive, you know how to sell innovation and change through customer vision expansion and can drive deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to Public Sector clients. Always looking for new opportunities, you will be expected to net new accounts and expand current footprints. Along with having a direct impact on the growth of Public Sector at Grafana, we also offer accelerators above 100% quota attainment.
The impact you will have:
- Manage complex sales-cycles and present to C-level executives.
- Close net new logos and expand existing accounts.
- Identify and close quick, small wins while managing longer, complex sales cycles.
- Exceed activity, pipeline, and revenue targets.
- Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
- Use a solution-based approach to selling and creating value for customers.
- Be able to understand, promote, and convey the value of both Grafana Cloud and Grafana Enterprise
- Ensure 100% satisfaction among all customers.
- Prioritize opportunities and apply appropriate resources.
- Build a plan for success internally at Grafana and externally with your accounts.
- Familiarity selling open source technology is a plus
- Experience using Command of the Message and MEDD(P)ICC
In the United States, the OTE compensation range for this role is $260,000 - $290,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.
*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.
About Grafana Labs: 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).
Grafana Labs
Grafana is the open source analytics & monitoring solution for every database.
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