Overview

Grafana Labs is the company behind Grafana, a popular open source tool for visualizing and analyzing metrics with its instantly recognizable dashboards.  With both its open source technology and enterprise products, Grafana Labs allows organizations to understand their metrics no matter where they are stored, and create, explore, and share dashboards to foster a data-driven culture.  Founded in 2014, Grafana Labs has grown rapidly ever since. We are believers in the power of global, distributed teams: Talent is not limited by borders, and great workplaces are made up of exceptional colleagues. We have aggressive growth plans and are an ambitious, hardworking, and friendly team.
We’re looking to hire an experienced Director, Federal Sales to build, develop, and execute on our Federal sales strategy. This is a new motion for our company and the right candidate has experience building and developing a Federal Sales practice from an early stage. You’ll be the primary resource for all things government at Grafana Labs – providing long-term strategic planning for accounts, managing senior relationships, and providing industry knowledge.
Sales at Grafana takes a consultative approach – learning about customer needs and guiding government representatives to the solution that meets their strategic goals. Your expertise will be critical in helping articulate the value of our products and solutions. The ideal candidate has sales leadership experience in the Federal sector and has taken a company from little to no Federal sales to a more robust program.
We’re looking for someone who has sold visualization, application performance management, or cloud-based tooling before (bonus points if it’s with open source software). A solid understanding of Federal culture, lingo, operations, budget, and procurement processes is a must. They’ll also have experience using creating contract vehicles and finding resellers to close deals.
This is a critical hire for the company and you’ll be reporting to the Vice President of Global Sales. We are looking for someone who wants to leverage their experience to build a whole new sales group for Grafana. Living in the DC Metro area is a must given the customer/prospect base for this role.

Requirements

    • Minimum 5 years of successful Director-level sales experience
    • Government software sales required (preferred experience selling into the Intelligence Community and/or Defense Agencies)
    • Understands Federal culture, operations, and budget
    • Understands Federal procurement processes
    • Understands Federal acronyms and terminology
    • Has experience using contract vehicles and resellers
    • Experience providing thought leadership to major public sector clients
    • Background in technical applications, familiarity with OSS a big plus
    • Experience managing and navigating complex sales cycles that can last 12 months+-6 months
    • Excellent communication (written, oral) and presentation skills (in-person, virtual)Comfort working closely and building relationships with C-Level executives
    • Consistent track record in shaping strategic seven figure deals
    • MEDDPICC expertise
    • Experience working with ROI and cost modeling to educate and assist potential buyers
    • Excellent organizational, prioritization and time management skills
    • Unwavering dedication to integrity and professionalism

Responsibilities

    • Build our Federal sales strategy and program from the ground up
    • Develop and accurately forecast a pipeline to help over-achieve revenue targets
    • Provide expertise for all offerings, products, and services applicable to the government space
    • Meet with government representatives and executives in agencies to establish and foster executive sponsorship in the Grafana relationship
    • Develop long-term, strategic relationships with key contacts.
    • Build trusting relationships with customers
    • Identify and qualify opportunities within the Federal space
    • Respond to Request For Proposals (RFPs). Work with deal desk team to negotiate contracts and manage them to completion
    • Strategically partner with Marketing, Solution Engineers, R&D, Customer Support and other functional teams to further develop our customer relationships
    • Present to various audiences at executive meetings, customer demos, QBRs, HBRs, and conferences
    • Utilize sales force automation, funnel management, and prospecting tools to develop business

Benefits

    • Health Care Plan (Medical, Dental & Vision)
    • Retirement Plan (401k, IRA) with a 4% employer contribution match
    • 30 days vacation in addition to Public Holidays
    • Stipend for work-station build
    • Remote first working culture
Equal Opportunity Employer– At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees.
We will recruit, train, compensate and promote regardless of race, religion, colour, 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 organisation and we’re working hard to make sure that’s the foundation of our organisation as we grow.