Director, Sales Development Americas| United States| Remote

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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

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

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.

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