[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) # Majors Account Executive – Key Customers | Bay Area | Remote 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[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 360k–380k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished26 Oct 2026Apply before25 Nov 2026Listing views50Application actions3Application 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 is seeking a senior enterprise account executive to expand business within a small portfolio of major existing customers across the US West region. The role owns the end-to-end consultative sales cycle, including account planning, executive relationship development, discovery, demonstrations, proofs of concept, proposals, negotiations, forecasting, and account management. Candidates need at least eight years of infrastructure technology sales experience and a proven record of exceeding targets in competitive environments. Success requires strong knowledge of Grafana Cloud and Enterprise, disciplined Salesforce pipeline management, and the ability to communicate value to technical and executive stakeholders. The company operates remotely but specifies in-person onboarding 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 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-stakes major-account sales position with responsibility for growing strategic customers, meeting quarterly and annual targets, and navigating complex technical buying processes. The role requires deep enterprise sales judgment, executive influence, and self-directed territory execution. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$370,000US market range (per year)$300k–$400k0$440.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses OTE of 360,000–380,000 for US applicants. The posting does not explicitly state a pay cadence; yearly compensation is inferred from the senior US enterprise-sales context and the stated OTE magnitude. Estimated US market OTE for a major-account infrastructure software sales role is 300,000–400,000 per year. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Account management](https://jobicy.com/jobs?search_keywords=Account%20management.md)[Strategic account planning](https://jobicy.com/jobs?search_keywords=Strategic%20account%20planning.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Infrastructure technology sales](https://jobicy.com/jobs?search_keywords=Infrastructure%20technology%20sales.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.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 management](https://jobicy.com/jobs?search_keywords=Proof%20of%20concept%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[MEDD(P)ICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md) Sample interview questionsHow would you identify and prioritize expansion opportunities across a portfolio of three to five major existing accounts?I would start with account research covering business initiatives, product adoption, organizational changes, telemetry maturity, renewal timing, and whitespace by business unit. I would map executive and technical stakeholders, validate hypotheses through discovery, and prioritize opportunities by customer value, urgency, likelihood to close, and strategic fit. Describe how you lead a consultative sales process with a technical enterprise customer. I begin by establishing the customer's desired business and technical outcomes before discussing products. I use structured discovery to quantify pain, impact, decision criteria, and stakeholders, then coordinate tailored demonstrations or proof-of-concept plans that connect Grafana capabilities to measurable customer outcomes. How do you maintain forecast accuracy in Salesforce for complex enterprise opportunities? I keep opportunity stages tied to verifiable customer actions rather than internal optimism, document the buying process and close plan, and update next steps after every material interaction. I review risks, champion strength, technical validation, procurement status, and executive alignment regularly so the forecast reflects evidence. Tell us about a time you expanded a relationship with an existing strategic customer. In a prior role, I analyzed adoption patterns and found a business unit that was not using the platform despite similar operational needs. After aligning a technical sponsor and executive champion around a quantified reliability objective, I led a targeted evaluation and converted it into a multi-team expansion while strengthening the overall account relationship. How would you communicate the value of Grafana Cloud to both technical practitioners and executive leaders? For practitioners, I would focus on interoperability, unified observability, faster troubleshooting, and practical workflows across their existing stack. For executives, I would translate those capabilities into business impact such as improved service reliability, reduced incident costs, faster delivery, and better operational visibility. 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 Majors Account Executive, Key Customers who will be responsible for prospecting and growing existing business across the West 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: * 8+ 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 360,000-380,000. 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. #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/). 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