<div class="content-intro"><p>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 <u><span><a href="http://grafana.com" target="_blank">grafana.com</a></span></u> and follow us on <u><span><a href="https://www.linkedin.com/company/grafana-labs/" target="_blank">LinkedIn</a></span></u> and <u><span><a href="https://twitter.com/grafana" target="_blank">X</a></span></u><u>.</u></p> <p>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.</p> <p>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.</p></div><h3><strong>The Opportunity</strong></h3> <p>Grafana Labs is looking for a Sales Operations Manager to support our GTM organization by managing advanced models, improving our data structure, and strengthening our operational processes. Reporting to the Sr Director of Field Operations, this role will focus on target setting, quota creation, and reporting for our consumption based product suite.</p> <p>The ideal candidate is highly analytical, excels at translating complex business realities into structured models, and thrives in a fast-paced, data-heavy environment.</p> <h3><strong>What you'll be doing:</strong></h3> <ul> <li>Improve and maintain core models of our account base as it relates to consumption growth across the GTM organization.</li> <li>Partner with the larger Revenue Operations and Compensation team to manage monthly compensation updates and drive improvements in existing processes.</li> <li>Conduct deep-dive analyses on our customer product engagement to drive decisions around our product investment, GTM segmentation, and territory planning decisions.</li> <li>Work within Google BigQuery (SQL) to extract large datasets for reporting. Influence data orchestration between BigQuery, Google Sheets, and compensation tools to streamline calculations and execution of compensation.</li> <li>Manage exceptions directly with Sales.</li> <li>Independently execute ad-hoc reporting requests, delivering actionable insights</li> </ul> <h3><strong>What Makes You a Great Fit:</strong></h3> <ul> <li>4+ years of experience in strategy and operations, consulting, business analytics, or compensation.</li> <li>Comfort working with large datasets and ambiguous problems, with the ability to distill key takeaways.</li> <li>Strong problem-solving skills – able to translate business challenges into structured models and insights.</li> <li>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.</li> <li>Ability to work independently and drive analysis with minimal guidance.</li> <li>Expert-level Excel or Google Sheets modeling skills, including advanced formulas, pivot tables, and data visualization.</li> <li>Proficiency in SQL and data orchestration between BigQuery and GTM tools</li> <li>Experience with Salesforce reporting, dashboards, validation rules, and flows.</li> <li>Experience with compensation tools like Xactly, Apttus, or CaptivateIQ</li> </ul> <h3><strong>Bonus Points For:</strong></h3> <ul> <li>Previous experience in open source </li> <li>Experience with data visualization tools like Tableau or Looker. Grafana visualization as a plus</li> </ul> <h3 class="zfr3Q CDt4Ke "><strong><span class="C9DxTc ">Compensation & Rewards:</span></strong></h3> <p class="zfr3Q CDt4Ke ">In the United States, the OTE (On-Target Earnings) compensation range for this role is $<span data-sheets-root="1">125,000</span> - $148<span data-sheets-root="1">,000</span> 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.</p> <p><span style="color: rgb(236, 240, 241);">#LI-Remote</span></p><div class="content-conclusion"><div> <p><em data-stringify-type="italic">*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 beginni