Manager, Sales Development

About this role

Lead and grow Grafana Labs’ US Sales Development team, with accountability for pipeline performance, recruiting, and team development. Partner with regional and cross-functional GTM leaders to improve pipeline generation and build AI-native sales development workflows.

About the company

Grafana Labs builds open-source and commercial observability tools for metrics, logs, and traces, centered on Grafana dashboards. It helps teams monitor infrastructure and applications and investigate incidents.

The team

US Sales Development, reporting to the Director of NORAM Sales Development.

What you'll do

• Manage, recruit, train, and coach a team of SDRs, including performance management.
• Execute pipeline-generation strategy and support the success of open-source users.
• Partner with Sales, Marketing, Operations, Enablement, and Recruiting.
• Use data and business judgment to improve productivity and drive change.
• Foster an inclusive, collaborative culture focused on learning and growth.
• Help shape AI-native account research, persona research, list-building, and personalized outbound workflows.

What we're looking for

• At least 3 years of first-line management and/or experience in sales, sales development, operations, or enablement.
• Track record of leading teams to exceed targets in a fast-paced, technical client-acquisition environment.
• Ability to work effectively in an entrepreneurial, remote environment.
• Growth mindset, proactive problem-solving, and data-backed decision-making.
• Experience with Salesforce, prospecting tools, MEDDPICC, and value-based selling such as Force Management.
• Located in the United States.

Nice to have

• Experience helping build AI-native sales development workflows.

Benefits

• Restricted Stock Units (RSUs).
• 30 days of annual leave per year, including 3 Grafana Shutdown Days.
• In-person onboarding.