Overview
Grafana Labs is a remote‑first, open‑source powerhouse. More than 20M users of Grafana, the open‑source visualization tool, use it worldwide, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere, from a NASA launch to Wimbledon and the Tour de France. Grafana Labs also helps over 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 Grafana Enterprise Stack, featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).
Opportunity
Grafana’s GTM organization is looking for a Director of Global Sales Strategy & Operations. Reporting to the Head of Field Operations, you will support the Global Sales organization to accelerate our go‑to‑market expansion efforts. You will partner directly with the London‑based Global VP of Sales and their direct reports and operate in an unstructured, fast‑paced environment as you help build the foundations for future growth.
Responsibilities
* Act as a trusted advisor to Sales leaders, identifying opportunities for improvement and aligning the organization around global goals.
* Set the rhythm of the business around forecasting, pipe generation, performance reviews, and planning with business partners.
* Create, codify, and enforce sales policies that drive scale, consistency, and fairness.
* Establish measurements and reports to analyze business performance, set operational targets, and drive programs across the larger Go‑To‑Market Operations team.
* Work with Sales leaders to evaluate strategic opportunities and/or transformational initiatives: new market evaluation, segmentation definition, sales process refinement, enablement needs, etc.
* Lead, develop, and mentor a global sales operations team driving toward a collective goal.
Qualifications
* 7+ years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar role.
* Demonstrated track record of strategic thinking and analysis – seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks.
* Experience in a Sales or GTM organization and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models (rep productivity, rep capacity, and quota modeling).
* Experience with sales productivity tools (Outreach, Clari, People.ai).
* Excellent communication skills with executive audiences – explain “what it is,” “why it matters,” and “what should we do” in terms of data and analysis.
* High comfort with ambiguity – you identify the right priorities and put in the hard work without external motivation.
* You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.
* You are an entrepreneurial and industrious leader that thrives collaborating with teammates that challenge you to grow every day.
* You carefully balance the ability to put a hard technical problem under a microscope without losing sight of the bigger picture required to effectively communicate with stakeholders.
* You prioritize those things that are important and urgent (instead of just doing more).
* Based in the UK.
Bonus Points
* Previous experience in open source.
* Experience with Grafana, Tableau or other analysis/BI tools.
* Experience with SQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN).
* Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.
Compensation & Rewards
In the United Kingdom, the OTE (On‑Target Earnings) for this role ranges from GBP 114,354 to GBP 137,225. Compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All roles include Restricted Stock Units (RSUs) to give every team member ownership in Grafana Labs’ success.
Benefits
* 100% Remote, Global Culture – Remote‑only company with talent worldwide.
* Scaling Organization – high‑growth, ever‑evolving environment.
* Transparent Communication – 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.
* Empowered Teams – high trust, low ego culture valuing 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 – smart, supportive folks who care deeply.
* In‑Person onboarding – thrive from day 1 with fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
* Balance is Key – 30 days annual leave, 3 days reserved for Grafana Shutdown Days to disconnect (compliant with local legislation).
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 characteristics that make us different and unique. Equality and diversity build a strong organization and we’re working hard to make that the foundation of our organization as we grow.
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