About this role.
Grafana Labs seeks a Sweden-based remote Commercial Account Executive to acquire new customers across the Nordic market. The role owns the full new-business cycle, including outbound prospecting, discovery, demos, proofs of concept, proposals, negotiation, forecasting, and Salesforce pipeline management. Candidates need at least two years of infrastructure technology sales experience, a record of high performance, and fluency in English plus Swedish, Danish, Norwegian, or Finnish. This is a consultative, high-velocity SaaS sales role focused on communicating the value of Grafana Cloud and Grafana Enterprise to technical buyers.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader SEK market for similar roles.
Core skills
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Sample interview questions
I would segment target accounts by cloud maturity, observability complexity, and likely open-source Grafana usage, then prioritize personas across engineering, platform, SRE, and technology leadership. I would combine relevant account research, multithreaded outreach, partner signals, and disciplined Salesforce tracking to create a repeatable pipeline motion.
I begin by understanding the customer's environment, current monitoring workflow, incident-response challenges, telemetry costs, and desired business outcomes. I validate the impact of those issues, identify stakeholders and decision criteria, and only then map relevant platform capabilities to the priorities they have articulated.
I would agree on a documented mutual action plan covering technical success criteria, business outcomes, stakeholders, timeline, and next steps before the trial begins. During the POC, I would coordinate internal technical resources, maintain executive alignment, measure progress against agreed criteria, and convert demonstrated value into a clear commercial path.
I inspect opportunities against objective exit criteria, including confirmed pain, decision process, economic buyer access, technical validation, competition, and dated next steps. I update Salesforce promptly, distinguish committed deals from upside, and communicate risks early rather than relying on optimism.
I would first explore what is working and where operating the current stack creates friction, such as scalability, governance, reliability, support, cost visibility, or cross-team adoption. If a meaningful gap exists, I would connect the commercial platform's value to that specific problem; if not, I would maintain a helpful relationship and revisit when priorities change.
Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, 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 a Commercial Account Executive, Acquisition based in Sweden who will be responsible for prospecting and closing new business across the Nordics. You will identify, nurture and close opportunities with new customers, manage forecasts and track customer data. We’re strong proponents of a consultative sales approach – learn about the customer’s needs first before talking 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 Growth team. Ideally, you come from a technical background and have sold technical products before.
What You’ll Be Doing
- Meet and exceed individual quarterly and annual sales goals
- Outbound prospecting into net-new customers
- Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations)
- 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:
- 2+ 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
- Fluent in English & Swedish or Danish or Norwegian or Finnish.
Bonus Points For:
- Familiarity with open source technology is a significant advantage
- Experience using Salesforce
- Experience using Command of the Message and MEDD(P)ICC is ideal
Compensation & Rewards
In Sweden, the OTE compensation range for this role is SEK 1,400,000 – SEK 1,800,000. 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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