The Role

As the Manager/Director of PLG Sales Programs, you will partner closely with our Growth, SDR and Enterprise sales teams to build a best-in-class product-led sales motion ("sales assist"). This person will be part of a growing team that is hyper-focused on our self-service go-to-market, which spans the user journey: acquisition, activation, retention and monetization. Reporting to our VP of Self-Service & Growth, your mission is to - first and foremost - deliver a great customer experience for self-serve customers and maximize our share of wallet among commercial customers.

Responsibilities Include:

Pilot and scale our sales-assist program from an incubated small team into a foundational part of our go-to-market.
Act as a liaison / consultant with our existing enterprise sales org on running a PLG motion with existing self-serve opportunities. This includes product education, how to leverage product usage data to inform messaging, etc.
Own and iterate on the rules of engagement for sales and self-service. Work closely with RevOps and MarketingOps to operationalize and scale the motion.
Be a strong cross-functional partner with Enterprise, Commercial and SDR leaders

We're excited about you because you have:

High performing Sales or Customer Success leader / senior IC for a high velocity PLG devtool.
First-hand experience selling a consumption-based or self-serve product and can clearly articulate the differences between this motion and a traditional enterprise-sales motion.
Prior experience in an enablement-focused role
Demonstrable experience in tackling problems and executing in a high growth business.
High level of intellectual curiosity

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.

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Summary
Company name: Grafana Labs
Remote job title: Director, GTM Programs
Job tags: Enterprise Sales, Enablement, Marketing Strategy