[All remote jobs](https://jobicy.com/jobs.md)[![Grafana Labs logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/11/42a3c42246467ec231dd876e92b63452.jpeg)](https://jobicy.com/company/grafana-labs.md)[Grafana Labs](https://jobicy.com/company/grafana-labs.md) # Senior Enterprise Account Executive, Acquisition | Tokyo, Japan Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/grafana-labs.md)ShareRemote from[Japan](https://jobicy.com/job-region/japan.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished22 Oct 2026Apply before21 Nov 2026Listing views36Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Grafana Labs seeks a senior enterprise account executive to win net-new infrastructure-technology customers across Japan. The role owns the full acquisition cycle, from outbound prospecting and discovery through demonstrations, proof of concept, proposals, negotiation, and customer-success handoff. Success depends on consistently exceeding quarterly and annual targets while maintaining accurate Salesforce pipeline forecasts and customer data. Candidates need at least five years of infrastructure technology sales experience, consultative selling ability, excellent Japanese-market communication skills, and ideally familiarity with open-source technology and MEDD(P)ICC. The company is remote-first, with an in-person onboarding requirement for new hires. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-pressure senior new-business role requiring complex enterprise sales execution, credible technical value messaging, and sustained quota attainment in a competitive market. The seller independently manages a broad, multi-stage deal cycle while coordinating with technical and customer-success stakeholders. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$140,000US market range (per year)$110k–$180k0$198.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Grafana Labs does not disclose an employer salary range. The yearly compensation figures are AI estimates in USD for a senior enterprise infrastructure-software acquisition seller in Japan and may vary materially by base-versus-commission mix, quota, experience, and local compensation practices. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[New business acquisition](https://jobicy.com/jobs?search_keywords=New%20business%20acquisition.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Product demonstrations](https://jobicy.com/jobs?search_keywords=Product%20demonstrations.md)[Proof of concept](https://jobicy.com/jobs?search_keywords=Proof%20of%20concept.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Infrastructure technology sales](https://jobicy.com/jobs?search_keywords=Infrastructure%20technology%20sales.md)[Open source technology](https://jobicy.com/jobs?search_keywords=Open%20source%20technology.md)[MEDD(P)ICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Customer relationship management](https://jobicy.com/jobs?search_keywords=Customer%20relationship%20management.md) Sample interview questionsHow would you build a net-new enterprise pipeline for Grafana Cloud in Japan?I would segment target accounts by observability maturity, cloud adoption, and likely operational complexity, then map technical and economic stakeholders. I would use targeted outbound messaging tied to reliability, incident response, telemetry cost, and existing open-source usage, while maintaining clear activity, conversion, and pipeline-coverage targets in Salesforce. Describe how you run a consultative discovery conversation with a technical buyer. I begin with the customer’s operational objectives and recent challenges rather than product features. I ask about their architecture, incident workflow, telemetry volumes, current tools, decision process, and success metrics, then validate the business impact before aligning relevant Grafana capabilities and a mutually agreed next step. How do you manage a complex opportunity involving a proof of concept? I establish a written success plan that defines stakeholders, the technical use case, measurable acceptance criteria, timeline, responsibilities, and commercial path. I hold regular checkpoints, address blockers quickly with the right internal specialists, and ensure the POC proves a business-relevant outcome rather than becoming an open-ended technical evaluation. What is your approach to forecast accuracy? I qualify opportunities using evidence such as customer pain, decision criteria, champion strength, competition, procurement steps, and a confirmed close plan. I update Salesforce promptly, distinguish committed opportunities from upside, and challenge my own assumptions in forecast reviews so leadership receives a realistic view of risk and timing. How would you apply MEDD(P)ICC to an enterprise observability sale? I would identify measurable operational and financial pain, confirm the economic buyer, map decision criteria and process, and develop a credible champion. I would also understand procurement and legal requirements, document competition, and use these findings to create an account plan that advances both technical validation and the commercial decision. Opportunity details ## About this role. 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](http://grafana.com) and follow us on [LinkedIn](https://www.linkedin.com/company/grafana-labs/) and [X](https://twitter.com/grafana). 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 Senior Enterprise Account Executive, Acquisition who will be responsible for prospecting and closing new business across Japan. You will identify, nurture and close opportunities with new 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: * 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: * 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 * Familiarity with open source technology is a significant advantage * 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 * Located in: Tokyo, Japan ### Bonus Points For: * Familiarity with open source technology is a significant advantage * Experience using Command of the Message and MEDD(P)ICC is ideal. Compensation & Rewards: 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. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our [privacy policy](https://grafana.com/legal/applicant-and-candidate-privacy-policy/). Show more [Apply now >](https://jobicy.com/jobs/156377-senior-enterprise-account-executive-acquisition-tokyo-japan.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![ExtraHop logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/4800f505-221.jpg) ExtraHop Oct 22 New ### [Sales Engineer | Thailand](https://jobicy.com/jobs/156371-sales-engineer-thailand.md) At ExtraHop, we’re on a mission to protect and empower the connected enterprise. We reveal what is happening in the very infrastructure that sustains businesses, lives, and communities, and ensure… * ![StackAdapt logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/bf5f2bb689c6f35f6cab5459f3eff869.jpg) StackAdapt Oct 22 New ### [VP of Sales, APAC](https://jobicy.com/jobs/156372-vp-of-sales-apac.md) StackAdapt is the leading technology company that empowers marketers to reach, engage, and convert audiences with precision. With 465 billion automated optimizations per second, the AI-powered StackAdapt Marketing Platform seamlessly… * ![Zip logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/72d0c872-221.png) Zip Oct 22 New ### [Senior Solution Engineer (Pre-Sales)](https://jobicy.com/jobs/156361-senior-solution-engineer-pre-sales.md) About Zip Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of… * ![Zip logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/72d0c872-221.png) Zip Oct 22 New ### [Commercial Account Executive](https://jobicy.com/jobs/156366-commercial-account-executive-6.md) About Zip Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of… * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Oct 22 New ### [Commercial Account Executive](https://jobicy.com/jobs/156353-commercial-account-executive-5.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50… * ![Ada logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/666ef11e-221.png) Ada Oct 22 New ### [Presales Consultant](https://jobicy.com/jobs/156328-presales-consultant.md) About Us Ada is an AI customer service company whose mission is to make customer service extraordinary for everyone. We’re driven to raise a new standard of quality customer service… * ![Karbon logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/13eaf3d2-221.png) Karbon Oct 22 New ### [Account Executive – Mid Market](https://jobicy.com/jobs/156325-account-executive-mid-market-5.md) About Karbon Karbon is the global leader in AI-powered practice management software for accounting firms. We provide an award-winning cloud platform that helps tens of thousands of accounting professionals work… * ![ecosio logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/eec17a98-221.png) ecosio Oct 22 New ### [Solutions Engineer – EDI/e-invoicing (f/m/d)](https://jobicy.com/jobs/156312-solutions-engineer-edi-e-invoicing-f-m-d.md) Company Description ecosio is a fast-growing, innovative service company and a leading provider of B2B integration, specialising in electronic data interchange (EDI), Web EDI and e-invoicing. ecosio is part of… * ![Veeam Software logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/f7716b71-221.jpg) Veeam Software Oct 22 New ### [Senior Sales Engineer – Data & AI Security](https://jobicy.com/jobs/156317-senior-sales-engineer-data-ai-security.md) Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI… * ![Cordance logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/e9fec3ef-221.png) Cordance Oct 22 New ### [VP, Expansion](https://jobicy.com/jobs/156293-vp-expansion.md) Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with… [Browse all jobs](https://jobicy.com/jobs.md)