Grafana Labs

Head of Global Sales Development

Grafana Labs

Remote job description

We are actively looking for a Head of Global Sales Development focused on improving efficiency, reliability and scaling our global SDR organization. We aren't looking to build a boiler room for cold calling, or an email blasting machine to "spray and pray". We want people that can build processes and programs centered on respectful, relevant and valued engagement with our community. In this role, you will be responsible for uniquely connecting with our community to help them be successful, building trust and understanding their journey in order to better connect commercial value propositions and in turn ultimately driving to our pipeline and revenue objectives.


  • Ensure opportunities are sourced in accordance with company targets, and that we drive to our quantity and quality goals.
  • Ensure we efficiently and effectively qualify inbound demand, get amazing at discovery to build strong pipeline generation outcomes
  • Partnering with digital and regional marketing resources to leverage campaigns and internal intelligence in order to better connect with our users and create compelling value statements, leading to pipeline generation..
  • Plan, forecast, and understand ramp adjusted capacity to ensure the team is grown effectively, in tandem with the needs of our sales organization and the supply of inbound demand from marketing.
  • Plan, forecast, the warmbound (ask us about this) SDR team is inline with the needs of our sales organization.
  • Recruit, train, and develop a global team of SDRs, and SDR managers.
  • Effectively manage paths for career advancement within the SDR functions as well as to closing sales roles.
  • Effectively manage paths for career advancement within the SDR management team.
  • Partner with regional Sales Leadership to develop campaigns that align to their regional goals based on a territory plan.
  • Partner with sales and marketing operations to ensure SDR efficiency and productivity.
  • Manage SDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization.
  • Drive performance management of the SDR organization to help individuals move up and or out.
  • Work closely with marketing, sales, and people ops to ensure SDR onboarding program and ongoing training is up-to-date on our current product offering.
  • Collaborate with Sales Compensation teams, Finance, Legal and People Ops to create the correct incentive structures, programs and compensation plans
  • Work with demand generation teams to ensure that the right inquiries are flowing to the SDR organization
  • Stay true to the Grafana Labs values and promises we make to our community - respectful, helpful communications and building trusted relationships.


  • Proven track record of delivering sales pipeline at large enterprise accounts managing outbound prospecting teams.
  • Responsible for creating and iterating the business development process, methodology, campaigns, hiring profiles, training and enablement.
  • Experience leading and developing an outbound business development team at scale (>40 team members).
  • Power user of and SDR SaaS tools.
  • Ability to drive cross functional alignment and coordination across sales and marketing teams.
  • Ability to attract, retain, and motivate exceptional SDRs.
  • Have a general understanding of open source software, the developer/DevOps market, and the infrastructure technology space.
  • Prior experience in taking companies to an IPO and beyond
  • At least 5 years of experience of operating at a Director+ level.

About Grafana Labs: There are more than 950,000 active installations of Grafana 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 companies including Bloomberg, JPMorgan Chase, and eBay manage their observability strategies with full-stack offerings that can be run fully managed with Grafana Cloud, or self-managed with Grafana Enterprise Stack. The Grafana stack has grown to include four other open source projects, Grafana Loki (for logs), Grafana Tempo (for traces), Grafana Mimir (for metrics), and Grafana OnCall (for on-call management).

Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.

A note about covid-19: All Grafanistas who wish to attend in-person events or travel for Grafana Labs must be fully-vaccinated.

Equal Opportunity Employer: At Grafana Labs we're building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees.

We will recruit, train, compensate and promote regardless of race, religion, colour, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organisation and we're working hard to make sure that's the foundation of our organisation as we grow.

For information about how your personal data is used once you've applied to a job, check out our privacy policy.

Company name: Grafana Labs
Remote job title: Head of Global Sales Development
Job tags: IPO, SDR, Sales Development

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