The posting
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
Grafana’s GTM organization is looking for a Director, Strategy & Planning. Reporting to our VP of Revenue Operations, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and set the standard for data- driven decision making in GTM. Success in this role requires deep experience with consumption-based SaaS. You'll understand how customer adoption and usage translate into revenue over time, and use that understanding to guide GTM capacity, productivity, and investment decisions across Sales, SE, CX, SDR, and Partners. This is a hands-on leadership role with ownership of the planning agenda and the models behind it.
What you'll be doing:
- Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team
- Lead annual and long-range GTM planning, aligning revenue targets with hiring plans, territory coverage, and productivity assumptions
- Develop revenue and capacity scenarios that account for usage variability, customer adoption, and expansion or contraction across cohorts, segments, and regions.
- Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives; New market evaluation, M&A integration, vertical planning, pricing, etc.
- Become an expert in how our GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports.
- Identify operational gaps in our reporting capabilities and/or inefficiencies in the planning process. Work with Analytics and Business Systems teams to build scalable solutions.
- Help create the connective tissue across our internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership
- Build scalable, self-service planning processes that improve consistency and reduce manual coordination across teams.
- Advise GTM leadership on market segmentation, vertical performance, pricing scenarios, and territory strategy, presenting clear recommendations and tradeoffs.
- Partner with Finance to align consumption-based revenue scenarios with workforce budgets and financial targets, reviewing performance and recommending adjustments as usage trends change.
- Set priorities for the planning function and lead cross-functional initiatives with Data and Field Ops to close gaps in reporting and planning infrastructure.
- Identify and implement AI-assisted approaches to consumption analysis, scenario development, and recurring reporting, partnering with data to validate results and improve planning efficiency.
What Makes You a Great Fit:
- 8+ years in GTM strategy and operations, sales planning, revenue operations, consulting, or a related analytical field, including experience leading a planning function or major cross-functional programs.
- Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks
- Strong modeling and analytical skills – comfort with complex segmentation analysis and workforce planning
- Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis
- Experience owning GTM planning through significant ARR and headcount growth at a SaaS company of comparable scale and complexity, including evolving capacity models, coverage strategies, and planning processes as the organization expands.
- Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models ( rep productivity, rep capacity, campaign influence, and quota modeling)
- High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation
- You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.
Bonus Points For:
- Previous experience in open source
- Experience with Grafana, Tableau or other analysis/BI tools.
- Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.
- Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai).
- Familiarity with SQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN).
- Experience applying generative AI, predictive analytics, or AI-enabled automation to improve GTM planning, forecasting, and reporting, with sound judgment in validating outputs and underlying assumptions.
Compensation & Rewards:
In the United States, the OTE (On-Target Earnings) compensation range for this role is $230,000 - $275,000 Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
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*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
- 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.
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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