Grafana Labs - Remote Management Jobs
Requirements
• Experience pricing and structuring deals across multi-product portfolios, regions, currencies, and customer segments in a global SaaS environment • Proven ability to influence without authority—successfully aligning Sales, Finance, Legal, and Product stakeholders, challenging assumptions, and improving commercial outcomes in a high-growth organization
Responsibilities
• Partner with Sales and GTM teams to support customer-facing pricing discussions and value-based deal positioning • Recommend deal pricing frameworks and discount strategies aligned with company pricing principles and revenue goals • Own and support end-to-end deal execution, including quote approvals, non-standard commercial terms, and deal review cycles, in close partnership with Finance, Legal and Product & Engineering teams • Develop and maintain best practices and governance for deal structuring, discounting and special commercial terms in collaboration with Finance, Legal, and GTM stakeholders • Drive systems and process improvements across the deal lifecycle, including CPQ enhancements and deal booking and approval policies • What Makes you a Great Fit: • 5+ years of experience in deal strategy, deal desk, or pricing roles within enterprise B2B SaaS • Expertise in deal structuring and negotiation, bookings policies, and revenue recognition for subscription models across both cloud and on-prem offerings • Strong analytical skills, including experience with profitability analysis, pricing strategy, and data-driven decision making • Excellent verbal and written communication skills, with the ability to articulate complex commercial concepts clearly • Experience partnering closely with Sales, Finance, and Legal teams in a deal desk or commercial-selling function • Capable of communicating credibly and effectively with stakeholders at all levels of the organisation • Collaborative, relationship-driven approach with a demonstrated ability to influence outcomes and drive results
Benefits
• 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. • 100% Remote, Global Culture - • Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. • Scaling Organization • Transparent Communication – Expect open decision-making and regular company-wide updates. • Transparent Communication • Innovation-Driven – Autonomy and support to ship great work and try new things. • Innovation-Driven • Open Source Roots – Built on community-driven values that shape how we work. • Open Source Roots • Empowered Teams – High trust, low ego culture that values outcomes over optics. • Career Growth Pathways – Defined opportunities to grow and develop your career. • Career Growth Pathways • Approachable Leadership – Transparent execs who are involved, visible, and human. • Approachable Leadership • Passionate People – Join a team of smart, supportive folks who care deeply about what they do. • Passionate People • 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. • In-Person onboarding • 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. • Balance is Key
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