Major Account Executive, Acquisition (Remote, Boston)

The Major Account Executive at Grafana Labs will be tasked with meeting and exceeding quarterly and annual sales goals, prospecting new customers, managing the entire sales process, and cultivating sales through various channels. You’ll become an expert in using Salesforce to manage your pipeline and will be instrumental in communicating the value of both Grafana Cloud and Grafana Enterprise.

To be considered for the Major Account Executive position at Grafana Labs, candidates should have over 5 years of experience in Infrastructure Technology Sales, a proven history of achieving sales goals, and a background in high-velocity technology companies. Familiarity with open-source technology and experience using Salesforce are highly valued.

Grafana Labs advocates for a consultative sales approach. As a Major Account Executive, you will be expected to understand and empathize with your customers' needs before introducing our products. This involves building relationships through active listening and presenting tailored solutions that align with the client’s goals.

The on-target earnings (OTE) for a Major Account Executive at Grafana Labs is $300,000, but actual compensation may vary based on a candidate's experience, level, and skills assessed during the interview process. Benefits such as equity options and performance bonuses may also be offered.

As a Major Account Executive at Grafana Labs, you will benefit from a strong support system, including access to trial resources for customers, a dedicated Customer Success team to help manage relationships post-sale, and ongoing training in the intricacies of our graphic products.

Grafana Labs aims to enhance users’ observability strategies effectively. The Major Account Executive's role is crucial in expanding our client base, educating potential customers about our innovative solutions, and ultimately helping businesses leverage our tools for better performance.

Yes, the Major Account Executive position at Grafana Labs is fully remote, allowing you the flexibility to work from anywhere while collaborating with your team and customers via various digital communications.

When answering this question, focus on specific strategies you've employed to identify and engage potential clients. Discuss how you utilize tools like LinkedIn and industry research to unearth leads and initiate contact, showcasing your consultative approach and adaptability.

Detail your methodology for managing your sales pipeline, including how you assess the potential value of leads and track progress through stages in Salesforce. Highlight the importance of time management and maintaining organization to optimize sales efforts.

Share a specific example, detailing the stakes and the challenges faced. Emphasize your negotiation techniques, such as understanding the client’s concerns, finding mutually beneficial solutions, and maintaining professionalism throughout.

Discuss the importance of first understanding the client’s needs before introducing Grafana’s solutions. Highlight how you’d tailor your presentation to address their specific challenges and demonstrate the unique value of Grafana Cloud and Enterprise.

Mention tools like Salesforce for pipeline management and other technologies for communication and tracking customer interactions, and explain how these tools streamline your process to improve efficiency and effectiveness in closing deals.

Talk about the importance of regular communication, follow-ups, and check-ins post-sale. Discuss how you ensure that clients feel valued and supported after the initial engagement and how this fosters trust and loyalty.

Research and articulate your understanding of Grafana’s mission, the specifics of Grafana Cloud and Enterprise, and how they differ from competitors in the market. This demonstrates your genuine interest and knowledge about the company.

Provide insights on your coping strategies when faced with rejection. Emphasize resilience, learning from feedback, and maintaining a positive attitude, illustrating your commitment to growth despite setbacks.

Share personal and professional motivations—be it competition, personal achievement, or the desire to help clients succeed. Discussing how this translates into consistent performance will resonate with interviewers.

Highlight your experience in remote collaboration, emphasizing communication tools, regular updates, and sharing best practices. Discuss how you help foster a team culture despite physical separation, enhancing overall performance.