Manager, Sales Development | United States | Remote

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X . We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. The Opportunity: We are looking for a results driven leader to manage and grow our US Sales Development team and help us expand our business in the region. Reporting to the Director of NORAM Sales Development, you will be an important contributor to our regional leadership team, driving recruiting, pipeline generation strategy, and proactive coaching and development for our SDRs. The Sales Development Manager holds ultimate responsibility for the team's pipeline success and team culture. As such, this leader should be experienced in partnering effectively with cross-functional leaders across the GTM organization, from Sales and Marketing to Operations and Enablement. We need someone who is confident and decisive but also humble, empathetic and open-minded. While there is a massive opportunity for Grafana Labs in the NORAM region, there are also problems to solve and building to be done. We need someone who enjoys a fast-paced environment but who prioritizes intentionality and quality, and who sees these challenges as opportunities. What You’ll Be Doing: • This is a 1st line management role, where you’ll develop and mentor a team of SDRs, including responsibility for performance management, recruitment, and training • Help execute on the strategy to ensure the success of our open source users and pipeline generation. • Work cross-functionally with Sales, Marketing, Operations, Enablement, and Recruiting • Take an analytical and data-driven approach to your business with strong instincts, decisiveness to influence change and drive improved productivity. • Drive an inclusive, collaborative environment, where there is constant learning and growth. What Makes You a Great Fit: • 3 years of first-line management and/or experience in sales, sales development, operations, or enablement. • Consistent track record of leading teams to exceed targets within a fast-paced and technical client acquisition driven business. • Ability to operate in an entrepreneurial, remote environment • Growth mindset, leading by example & proactively bringing solutions to challenges you identify, backed by data. • Experience with Salesforce, prospecting tools, MEDDPICC, value based selling (Force Management). • 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 practit