Grafana Labs - Director, Sales Development Americas | United States | Remote
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Requirements
• 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
Responsibilities
• 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. • Lead AMER. • 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. • Drive global AI transformation. • 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. • Build the future bench. • 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. • Own the operational numbers. • 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
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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