Key Facts

Remote From:

United States

Category: SDR - (Inside) Sales Development Representative

Full time

Senior (5-10 years)

English

Hard Skills

Pipeline Planning Sales Pipelines Executive Coaching Account Analysis Persona Development Dynamic List Personalized Service Forecasting Management Talent Development Workforce Optimization +5 more

Other Skills

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People Management
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Leadership
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Coaching
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Communication
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Systems Thinking
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Analytical Thinking
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Problem Solving
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Distributed Team Management

Roles & Responsibilities

8+ years in SDR or pipeline generation, including 3+ years managing managers in a B2B SaaS environment
Hands-on experience deploying AI tooling into SDR workflows, with knowledge of tools and outcomes
Proven track record standardizing playbooks across distributed teams and lifting output without increasing headcount
Strong operational rigor with metrics tracking, forecast cadence, and ability to communicate with VP/C-suite GTM leadership

Requirements:

Lead the AMER SDR function, own operations from day one, coach managers, maintain forecast predictability, and ensure high SDR-to-AE handover quality
Drive global AI transformation by shaping and deploying AI-native SDR workflows across regions in collaboration with regional peers
Build the development system for SDRs to progress to AE roles, creating clear progression paths and partnering with AE leadership
Own operational metrics including pipeline analytics, conversion rates, forecast cadence, and activity-to-outcome ratios; present insights to regional VPs and global GTM leadership

Job description

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's SDR function just closed Q1 at 106% globally. We are looking for our next Americas Director to continue this acceleration.

We are raising the bar for the SDR function. The incoming Director will manage five frontline SDR managers and 35+ SDRs across AMER, partnering closely with Sales leadership to build a regional motion with operational discipline and AI-enabled workflows at its core.

We are looking for people who have already implemented AI into the SDR workflow. If you have already deployed it, measured it, standardized it, and moved on to the next problem, keep reading.

What You’ll Be Doing:

Lead AMER. Own the operations from day one. Coach your managers, maintain forecast predictability, and keep SDR-to-AE handover quality high while establishing your footing with senior sales leadership.

Drive global AI transformation. The Grafana SDR function is building an AI-native workflow layer: account research, persona research, list building, and personalized outbound, systematized from the output of our best SDRs. Be a practitioner voice in that build, shaping the workflows, deploying them globally, and holding the standard across EMEA and APAC alongside regional peers.

Build the future bench. Build the system that develops people, not just pipeline. Run structured development cycles through your managers, create clear progression paths, and measure success by how many SDRs earn their way into AE roles. Partner with AE leadership to make that transition real, and use it as a talent brand, because the best SDR candidates choose orgs where the next step is visible.

Own the operational numbers. Pipeline analytics, conversion math, forecast cadence, activity-to-outcome ratios. Know what is under the hood, present it cleanly to regional VPs and global GTM leadership, and own the narrative when the numbers move in either direction.

What Makes You a Great Fit:

8+ years in SDR or pipeline generation, including 3+ years managing managers in a B2B SaaS environment
Demonstrated, hands-on experience deploying AI tooling into SDR workflows. Not sponsoring the initiative. Building it. You know which tools work, which ones do not, and why
Proven track record of standardizing playbooks across distributed teams and lifting output without growing headcount. You use efficiency as a lever before headcount
Strong operational rigor: you track the right metrics, run tight forecast cadences, and surface problems early
Credible stakeholder presence with VP and C-suite-level GTM leadership. You speak pipeline, not activity
A builder's instinct: you create systems, not workarounds

Bonus Points For:

Background in developer tools, observability, open source, or AI/ML. Grafana's buyer profile is technical
Experience with product-led or usage-based GTM motions: PQLs, free-to-paid conversion, expansion pipeline
Experience operating in a matrixed global function reporting into a global head and partnering laterally across regions

In the US, the OTE compensation range for this role is $195,750 - $225,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page.

*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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