Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re 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

Grafana's SDR function just closed Q1 at 106% globally. We are looking for our next Americas Director to continue this acceleration.

We are raising the bar for the SDR function. The incoming Director will manage five frontline SDR managers and 35+ SDRs across AMER, partnering closely with Sales leadership to build a regional motion with operational discipline and AI-enabled workflows at its core.

We are looking for people who have already implemented AI into the SDR workflow. If you have already deployed it, measured it, standardized it, and moved on to the next problem, keep reading.

What You’ll Be Doing:

Lead AMER. Own the operations from day one. Coach your managers, maintain forecast predictability, and keep SDR-to-AE handover quality high while establishing your footing with senior sales leadership.

Drive global AI transformation. 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 practitioner voice in that build, shaping the workflows, deploying them globally, and holding the standard across EMEA and APAC alongside regional peers.

Build the future bench. Build the system that develops people, not just pipeline. Run structured development cycles through your managers, create clear progression paths, and measure success by how many SDRs earn their way into AE roles. Partner with AE leadership to make that transition real, and use it as a talent brand, because the best SDR candidates choose orgs where the next step is visible.

Own the operational numbers. Pipeline analytics, conversion math, forecast cadence, activity-to-outcome ratios. Know what is under the hood, present it cleanly to regional VPs and global GTM leadership, and own the narrative when the numbers move in either direction.

What Makes You a Great Fit:

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

Bonus Points For:

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

In the US, the OTE compensation range for this role is $195,750 - $225,0

Director, Sales Development Americas | United States | Remote at Grafana Labs