Manager, Sales Development | United States | Remote

Grafana Labs

3d•$138,000 - $159,200•Remote

About The Position

Grafana Labs is seeking a results-driven leader to manage and grow its US Sales Development team and expand the business in the region. Reporting to the Director of NORAM Sales Development, the manager will contribute to regional leadership by driving recruiting, pipeline-generation strategy, and proactive coaching and development for SDRs. The role has ultimate responsibility for team pipeline success and culture, and requires effective partnership with Sales, Marketing, Operations, Enablement, and other go-to-market functions. This is a first-line management position focused on developing and mentoring SDRs, managing performance, recruiting, and training. The manager will help execute strategies that support open-source users and pipeline generation, use data and analysis to improve productivity, and foster an inclusive, collaborative environment centered on continuous learning and growth. The role also contributes practitioner input to Grafana’s AI-native SDR workflow layer, helping shape account and persona research, list building, and personalized outbound workflows and uphold standards alongside regional peers across EMEA and APAC.

Requirements

At least 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 in a fast-paced, technical, client-acquisition-driven business.
Ability to operate in an entrepreneurial, remote environment.
Growth mindset, leading by example and proactively bringing data-backed solutions to identified challenges.
Experience with Salesforce, prospecting tools, MEDDPICC, and value-based selling (Force Management).
Located in the United States.

Responsibilities

Manage, develop, and mentor a team of SDRs, including performance management, recruitment, and training.
Drive the team's pipeline success and culture.
Help execute strategy supporting open-source users and pipeline generation.
Partner cross-functionally with Sales, Marketing, Operations, Enablement, and Recruiting.
Use analytical and data-driven approaches to influence change and improve productivity.
Build an inclusive and collaborative team environment that promotes learning and growth.
Contribute practitioner input to the AI-native SDR workflow layer, shaping account research, persona research, list building, and personalized outbound workflows.
Help uphold SDR workflow standards across EMEA and APAC in collaboration with regional peers.