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Director, Sales Development Americas | United States | Remote

2 weeks ago
United States
Full-time
Executive
Head of Sales
Sales and Business Development
Google Tag Manager Salesforce
Apply Now
Grafana

Grafana

Grafana is the open observability platform providing analytics, monitoring, and visualization solutions with a focus on user control and cost efficiency.

IT Services
1K-5K
Founded 2014
$535M raised
View All Jobs 114

Description

  • Lead the AMER SDR organization by coaching frontline managers and overseeing 35+ SDRs across the region.
  • Maintain forecast predictability and high-quality SDR-to-AE handoffs.
  • Partner with Sales leadership to build a disciplined regional motion and strengthen operational execution.
  • Drive the global adoption of AI-native SDR workflows for account research, persona research, list building, and personalized outbound.
  • Act as a practitioner and subject-matter voice in designing, deploying, and standardizing AI-enabled workflows across regions.
  • Build structured development programs and progression paths for SDRs through their managers.
  • Partner with AE leadership to create visible and effective SDR-to-AE career transitions.
  • Own pipeline analytics, conversion metrics, forecast cadence, and activity-to-outcome ratios.
  • Present performance results clearly to regional VPs and global GTM leadership and explain changes in the numbers.
  • Standardize playbooks and operating practices across distributed teams while improving output efficiently.

Requirements

  • 8+ years of experience in SDR or pipeline generation.
  • 3+ years of experience managing managers in a B2B SaaS environment.
  • Hands-on experience deploying AI tooling into SDR workflows.
  • Proven ability to standardize playbooks across distributed teams and improve output without adding headcount.
  • Strong operational rigor with experience tracking the right metrics and running tight forecast cadences.
  • Credible stakeholder presence with VP- and C-suite-level GTM leadership.
  • Builder mentality with experience creating scalable systems rather than workarounds.
  • Background in developer tools, observability, open source, or AI/ML is preferred.
  • Experience with product-led or usage-based GTM motions, including PQLs, free-to-paid conversion, or expansion pipeline, is preferred.
  • Experience operating in a matrixed global function is preferred.

Benefits

  • US OTE compensation range of $195,750 to $225,000.
  • Equity.
  • Bonus eligibility, if applicable.
  • 100% remote work in a global culture.
  • Global annual leave policy of 30 days per year.
  • 3 days of annual leave reserved for Grafana Shutdown Days.
  • In-person onboarding for new hires.
  • Career growth pathways and development opportunities.

Interested in this position?

Apply directly on the company website

Apply Now

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