About this role.
Grafana Labs is hiring a Majors Account Director to drive expansion within 3-5 key existing customer accounts on the West Coast. This fully remote, US-based sales role requires 5+ years of infrastructure technology sales experience, a record of top-tier performance, and the ability to build executive-level relationships. You will manage the entire sales cycle from prospecting to closing, while leveraging a consultative approach and tools like Salesforce. The role offers a competitive OTE of $350,000-$380,000 plus RSUs, reflecting the high expectations for growth and execution.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Majors Account Director position at Grafana Labs. With over five years in infrastructure technology sales and a consistent top-10% performance record, I have honed my skills in consultative selling and enterprise account expansion. Your open-source culture and fully remote environment deeply resonate with my entrepreneurial drive and commitment to meaningful partnerships.
I look forward to bringing my expertise in strategic planning, forecasting, and executive relationship building to help grow your key accounts.
Sincerely, [Your Name]
Sample interview questions
I start by deeply understanding the customer's business objectives, pain points, and current usage of the platform. Then I map out the organizational structure to identify key stakeholders and potential champions across different functions. I create a tailored plan that aligns our solutions with their strategic initiatives, sets clear milestones, and defines value metrics. Finally, I collaborate with the customer success team to ensure adoption and expand usage over time.
I would first schedule a discovery session to understand their expectations and where they are falling short. By asking probing questions and monitoring their usage data, I can identify gaps in understanding or configuration. I would then provide targeted training, share best practices, and bring in technical resources to address any blockers. If needed, I would adjust the trial scope to focus on quick wins that demonstrate clear ROI.
I have used MEDDPICC extensively to qualify deals and mitigate risks. I focus on identifying the Champion, understanding the economic buyer's value drivers, and mapping the decision criteria. This framework helps me uncover the 'why now' and ensures I have a strong paper process. For example, I recently used MEDDPICC to diagnose a stalled deal and discovered we lacked a technical decision maker, which I quickly rectified.
I maintain a disciplined habit of updating Salesforce daily, ensuring all opportunities have current stages, dates, and notes. I use defined win probability percentages aligned with the sales methodology and regularly review my pipeline for gaps and risks. I also hold weekly previews with my manager to validate the forecast, and I am proactive in flagging upside or downsize risks.
In my previous role, I exceeded my annual quota by 120% by focusing on account expansion within my top accounts. I identified cross-sell opportunities for adjacent products and built strong relationships with line-of-business executives. I also collaborated with marketing to run targeted webinars that generated qualified leads. The key success factor was being proactive and treating each account as a strategic partnership rather than a transaction.
Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud’s actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.
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 Labs is looking for an Majors Account Director, who will be responsible for prospecting and growing existing business across the US region. You will identify, nurture and close opportunities with existing customers. You will manage forecasts and track customer data. We’re strong proponents of a consultative sales approach – learn about the customer’s needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase and hand off a strong relationship to our Customer Success team.
What You’ll Be Doing:
Identify new opportunities to expand Grafana usage within 3-5 top existing accounts across multiple functions and business lines.
Develop and maintain strong relationships at Executive level in current customers
Create and execute strategic plans for defined account set
Meet and exceed individual quarterly and annual sales goals
Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management)
Cultivate sales through outbound prospecting and inbound leads
Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise
Become an expert in managing your sales pipeline in Salesforce
Manage quote creation, order processing, and day-to-day customer requests
What Makes You a Great Fit:
5+ Years of Experience in Infrastructure Technology Sales
Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)
Energetic, upbeat, entrepreneurial, tenacious team player
Adaptable and with demonstrable experience in high velocity technology companies
- You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
Bonus Points For:
Experience using Salesforce
Familiarity with open source technology is a significant advantage
Experience using Command of the Message and MEDD(P)ICC is ideal
Compensation & Rewards:
In the USA, the OTE (On-Target Earnings) compensation range for this role is 350,000-380,000. 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% Remote, Global Culture – As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
- Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
- Transparent Communication – Expect open decision-making and regular company-wide updates.
- Innovation-Driven – Autonomy and support to ship great work and try new things.
- Open Source Roots – Built on community-driven values that shape how we work.
- Empowered Teams – High trust, low ego culture that values outcomes over optics.
- Career Growth Pathways – Defined opportunities to grow and develop your career.
- Approachable Leadership – Transparent execs who are involved, visible, and human.
- Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
- In-Person onboarding – We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
- Balance is Key – We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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