Director, Global Sales Strategy & Operations

About the Role

Lead the strategic direction and operational excellence for Grafana Labs' global sales organization, partnering directly with executive leadership to accelerate go-to-market expansion in a fast-paced, remote-first environment.

Responsibilities

• Act as a trusted advisor to Sales leaders, identifying opportunities for organizational improvement and aligning efforts around global objectives.
• Establish and manage the rhythm of the business, including forecasting, pipeline generation, performance reviews, and strategic planning.
• Create, codify, and enforce sales policies designed to drive scale, consistency, and fairness across the sales function.
• Establish key performance measurements and reporting structures to analyze business performance, set operational targets, and drive execution across Go-To-Market Operations.
• Evaluate strategic opportunities and transformational initiatives, such as new market entry, segmentation definition, sales process refinement, and enablement needs.
• Lead, develop, and mentor a team of global sales operations professionals.

Requirements

• 7+ years of progressive experience in strategy and operations, management consulting, or enterprise technology sales strategy.
• Demonstrated track record of strategic thinking and analysis, including identifying future opportunities, envisioning models, and charting paths to capture value while mitigating risks.
• Proven experience within a Sales or Go-To-Market organization, including familiarity with common sales methodologies (e.g., MEDDPICC/MEDDIC) and modeling (e.g., rep productivity, capacity, and quota modeling).
• Excellent communication skills, capable of clearly explaining complex data and analysis to executive audiences, focusing on implications and recommended actions.
• High comfort level operating in ambiguous, unstructured environments, prioritizing effectively without constant external motivation.
• Must be based in the UK.

Nice-to-Haves

• Previous experience working within an open-source focused company.
• Familiarity with sales productivity tools such as Outreach, Clari, or People.ai.
• Experience with SQL or similar database querying languages.
• Familiarity with Salesforce CPQ, Zuora, or other Configure-Price-Quote (CPQ) / Quote-to-Cash (Q2C) systems.

Role Impact

This role is critical in building the foundational operational structures necessary to support Grafana Labs' rapid global scaling, ensuring the sales organization operates efficiently and effectively to meet ambitious growth targets.