Sales Strategy Manager

Summary

Join Grafana Labs as a Sales Operations Manager and support the GTM organization by managing advanced models, improving data structures, and strengthening operational processes. Reporting to the Sr Director of Field Operations, you will focus on target setting, quota creation, and reporting for the consumption-based product suite. The ideal candidate is highly analytical, excels at translating complex business realities into structured models, and thrives in a fast-paced, data-heavy environment. You will improve and maintain core models of the account base, partner with the Revenue Operations and Compensation team, conduct deep-dive analyses on customer product engagement, and work with Google BigQuery. You will also manage exceptions with Sales, execute ad-hoc reporting requests, and deliver actionable insights. This is a remote-first position with a competitive compensation package.

Requirements

• 4+ years of experience in strategy and operations, consulting, business analytics, or compensation
• Comfort working with large datasets and ambiguous problems, with the ability to distill key takeaways
• Strong problem-solving skills – able to translate business challenges into structured models and insights
• 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
• Ability to work independently and drive analysis with minimal guidance
• Expert-level Excel or Google Sheets modeling skills, including advanced formulas, pivot tables, and data visualization
• Proficiency in SQL and data orchestration between BigQuery and GTM tools
• Experience with Salesforce reporting, dashboards, validation rules, and flows

Responsibilities

• Improve and maintain core models of our account base as it relates to consumption growth across the GTM organization
• Partner with the larger Revenue Operations and Compensation team to manage monthly compensation updates and drive improvements in existing processes
• Conduct deep-dive analyses on our customer product engagement to drive decisions around our product investment, GTM segmentation, and territory planning decisions
• 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
• Manage exceptions directly with Sales
• Independently execute ad-hoc reporting requests, delivering actionable insights

Preferred Qualifications

• Experience with compensation tools like Xactly, Apttus, or CaptivateIQ
• Experience with data visualization tools like Tableau or Looker. Grafana visualization as a plus

Benefits

• In the United States, the OTE (On-Target Earnings) compensation range for this role is $120,000 - $144,000
• 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
• 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
• Remote-First, Global Culture – Work from anywhere with collaboration at the heart of everything we do
• 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