Sales Operations Manager | United States | Remote

Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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.

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.

The Opportunity:

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.

The ideal candidate is highly analytical, excels at translating complex business realities into structured models, and thrives in a fast-paced, data-heavy environment.

What You’ll Be Doing:

• 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.

What Makes You a Great Fit:

• 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.

Bonus Points For:

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

Compensation & Rewards:

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.

Why You’ll Thrive at Grafana Labs:

• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.