Director, Sales Development Americas

Grafana Labs is seeking a Director of Sales Development Americas to lead the AMER SDR organization from a fully remote location. You will oversee five frontline SDR managers and 35+ SDRs, drive AI-enabled workflows, and partner with global GTM leadership to scale the SDR function from lead generation through to AE handoffs. The role offers a yearly salary range of USD 195,750 to 225,000.

Responsibilities

• Direct the Americas SDR function from day one, coaching five frontline managers, ensuring forecast reliability, and preserving high-quality SDR-to-AE handoffs while engaging with senior sales leadership.
• Lead the global AI transformation by building an AI-native workflow layer for account research, persona research, list building, and personalized outbound; deploy and standardize these workflows across regions including EMEA and APAC in collaboration with regional peers.
• Build the future bench by implementing structured development cycles, defining clear progression paths, and measuring success by SDRs advancing into AE roles; partner with AE leadership to make transitions tangible and support a talent brand that attracts top SDR candidates.
• Own the operational numbers, including pipeline analytics, conversion math, forecast cadences, and activity-to-outcome ratios; translate data into a clear narrative for regional VPs and global GTM leadership.

Requirements

• 8+ years in SDR or pipeline generation, including 3+ years managing managers in a B2B SaaS environment.
• Hands-on experience deploying AI tooling into SDR workflows; you have built the approach, know which tools work, which do not, and why.
• Proven track record standardizing playbooks across distributed teams and lifting output without increasing headcount; efficiency is the lever.
• Strong operational rigor with metric discipline, tight forecast cadences, and early problem detection.
• Credible stakeholder presence with VP and C-suite GTM leadership; you speak in terms of pipeline and outcomes rather than activity.
• Builder mindset: you create systems, not workarounds.

Technologies

• AI tooling

Benefits

• Equity
• Bonus, where applicable
• Other benefits described on Grafana Labs' careers page

Why You’ll Thrive at Grafana Labs

• 100% remote, global culture that unites a diverse team around shared goals.
• Opportunity to scale impact in a fast-growing, dynamic environment.
• Transparent decision-making and regular company-wide updates.
• Culture that emphasizes innovation with autonomy and support to ship meaningful work and try new approaches.
• Open source roots and community-driven values that shape how we work.
• Empowered teams with a high-trust, low-ego environment prioritizing outcomes over appearances.
• Clear career growth pathways and development opportunities.
• Approachable leadership with involved, visible executives.
• A team of collaborative, dedicated professionals who care about what they do.
• In-person onboarding to immerse new Grafana teammates from day one.
• Balance is key, with a global leave policy of 30 days per year and three days reserved for Grafana Shutdown Days, with local legislation respected where applicable.

Bonus Points For

• Experience in developer tools, observability, open source, or AI/ML, aligned with Grafana's technical buyer base.
• Experience with product-led or usage-based GTM motions such as PQLs, free-to-paid conversions, and expansion pipelines.
• Experience operating in a matrixed global function reporting to a global head and collaborating laterally across regions.