[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) # Enterprise Account Executive, Acquisition | Remote | Spain 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[Spain](https://jobicy.com/job-region/spain.md)SalaryEUR 170k–220k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished30 Oct 2026Apply before29 Nov 2026Listing views34Application actions1Application 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. This Enterprise Account Executive role owns acquisition of new enterprise customers across Iberia for Grafana Cloud and Grafana Enterprise. The position requires end-to-end consultative selling, including outbound prospecting, discovery, demonstrations, proofs of concept, proposal development, negotiation, forecasting, and customer handoff. Candidates need at least five years of infrastructure technology sales experience, strong technical-product fluency, and a record of exceeding goals in competitive environments. Success depends on disciplined Salesforce pipeline management, MEDD(P)ICC-oriented qualification, and fluent communication in both Spanish and English. The role is remote in Spain but includes mandatory in-person onboarding. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe role carries a demanding new-business quota and requires navigating complex enterprise sales cycles for technical observability products. It combines self-directed prospecting with technical value selling, multi-stakeholder negotiations, and rigorous forecast accountability. ## Salary analysis Estimated compensation compared with the broader EU market for similar roles. Estimated job median (per year)Highly competitive€195,000EU market range (per year)€140k–€220k0€242.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses an OTE range of EUR 170,000–220,000. No cadence is stated, so yearly compensation is inferred from the senior full-time enterprise sales role and the magnitude of the stated OTE range. Estimated Spain-market annual OTE for a comparable enterprise infrastructure software account executive is EUR 140,000–220,000; actual base/variable mix may differ. ## 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)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Technical product sales](https://jobicy.com/jobs?search_keywords=Technical%20product%20sales.md)[Product demonstrations](https://jobicy.com/jobs?search_keywords=Product%20demonstrations.md)[Proofs of concept](https://jobicy.com/jobs?search_keywords=Proofs%20of%20concept.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[MEDD(P)ICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Spanish](https://jobicy.com/jobs?search_keywords=Spanish.md)[English](https://jobicy.com/jobs?search_keywords=English.md) Sample interview questionsHow would you build a qualified pipeline of net-new enterprise opportunities in Iberia?I would define target accounts using firmographic, technical, and intent signals, map buying committees, and develop account-specific outreach tied to observability and reliability priorities. I would combine focused outbound sequences, partner activity, events, and inbound follow-up, then qualify opportunities against measurable business pain, technical fit, access to decision-makers, process, and timeline. Describe how you would run a discovery conversation with a technical prospect evaluating Grafana Cloud. I would begin with the prospect's operational goals and the cost of incidents, fragmented telemetry, or slow troubleshooting rather than leading with product features. I would ask about their current monitoring stack, data sources, teams involved, scale, security requirements, and desired outcomes, then connect the relevant Grafana capabilities to the problems they prioritize. How do you use MEDD(P)ICC to manage a complex enterprise sales opportunity? I use MEDD(P)ICC as a continuous qualification and deal-planning framework. I document metrics, economic buyer access, decision criteria and process, identified pain, a champion, competition, and procurement factors; where gaps remain, I create specific actions to validate them before committing a forecast category. Tell us about a time you overcame a competitive technical sales situation. In a competitive cycle, I would focus on clarifying the customer's highest-impact use cases and quantifying the consequences of maintaining the status quo. I would coordinate technical validation around those priorities, equip an internal champion with a differentiated business case, and maintain executive alignment so that evaluation criteria favor demonstrable outcomes rather than a feature checklist. How would you ensure a strong handoff from acquisition to the Growth team after closing a customer? I would prepare a structured handoff covering the customer's objectives, stakeholders, use cases, agreed success measures, technical environment, commercial commitments, risks, and expansion hypotheses. I would also hold a joint customer introduction with the Growth team and confirm ownership, next milestones, and communication expectations before stepping back. 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 Enterprise Account Executive, Acquisition based in Spain who will be responsible for prospecting and closing new business across Iberia. 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: * 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 * Fluent in English & Spanish. ### 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 Spain, the OTE compensation range for this role is EUR 170,000 – EUR 220,000. 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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