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Commercial Account Executive, Acquisition

2 weeks ago

Melbourne, Victoria, Australia Grafana Labs Full time $240,000 - $265,000 per year

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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 who will be responsible for prospecting and growing existing business across the ANZ 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

  • Identifying and closing new opportunities within current customer accounts
  • Meeting and exceeding quarterly and annual sales targets
  • Managing the full sales cycle including prospecting, meetings, demos, POCs, proposals, negotiations, and post-sale handover
  • Generating sales through outbound prospecting and responding to inbound leads
  • Articulating the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders
  • Managing pipeline activity and sales performance using Salesforce
  • Handling quotes, order processing, and general customer requests

What Makes You a Great Fit

  • Could be located in Sydney OR Melbourne, Australia
  • 5+ years' experience in infrastructure technology sales
  • Proven track record of top-tier performance (top 10%) in competitive environments
  • Tenacious, entrepreneurial, and collaborative mindset
  • Experience in high-velocity tech companies
  • Excellent communication skills across all channels (in-person, virtual, written)
  • Salesforce fluency
  • Comfortable working remotely with global teams
  • Strong relationship-builder who thrives in a fast-paced, consultative environment

Bonus Points For

  • Familiarity with open-source technology
  • Experience with Command of the Message and MEDD(P)ICC methodologies
  • A technical background or experience selling technical products

Compensation & Rewards
In Australia, the OTE (On-Target Earnings) compensation range for this role is AUD 240,000 - AUD 265,000. 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:
We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we're working hard to make sure that's the foundation of our organization 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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