Senior Enterprise Account Executive, Acquisition

Grafana Labs is the company behind the open observability cloud. More than 35 million users and 7,000+ customers rely on it — including Anthropic, Bloomberg, NVIDIA, Microsoft and Salesforce. The company is **100% remote with 1,600+ team members across 40+ countries**, backed by Lightspeed, Sequoia, GIC, Coatue, J.P. Morgan, CapitalG and Lead Edge.

**The opportunity**

This is a senior enterprise sales role prospecting and closing **net-new business across Japan**, working remotely from Tokyo. You would identify, nurture and close opportunities with new customers, manage forecasts and track customer data.

Grafana is a strong proponent of consultative selling — understanding the customer's needs before talking about products. You would articulate the value of Grafana Cloud and Grafana Enterprise, support customers through the trial phase, then hand a strong relationship to Customer Success.

**What you would be doing**

- Meeting and exceeding individual quarterly and annual sales goals
- Outbound prospecting into net-new customers
- Managing all aspects of the sales process — prospecting, sales meetings, product demos, proofs of concept, proposals and negotiations
- Cultivating sales through outbound prospecting and inbound leads
- Conveying the value of both Grafana Cloud and Grafana Enterprise
- Becoming expert at managing your pipeline in Salesforce
- Handling quote creation, order processing and day-to-day customer requests

**What makes you a great fit**

- 5+ years in infrastructure technology sales
- A consistent record of goal achievement in highly competitive environments — top 10% performer
- Energetic, upbeat, entrepreneurial and tenacious
- Adaptable, with demonstrable experience at high-velocity technology companies
- Excellent communication in person, online and in writing, and able to form strong working relationships virtually
- **Located in Tokyo, Japan**

**Bonus points**

- Familiarity with open-source technology, described as a significant advantage
- Command of the Message and MEDD(P)ICC methodologies

**Compensation and benefits**

- No salary range is published for Japan. Grafana notes compensation ranges are country-specific and your recruiter discusses the local range at the start of the process
- **Restricted Stock Units in every role** — Grafana states all roles include RSUs, giving every team member ownership
- **30 days annual leave globally**, three of which are reserved as company Shutdown Days so the whole team disconnects at once
- In-person onboarding with fellow new joiners

**Eligibility — worth reading before applying**

The application asks two direct questions: whether you are currently located in Tokyo, and **whether you now or in future require visa sponsorship to continue working in Japan**.

That second question suggests existing work rights are expected rather than sponsorship offered. If you are already in Japan with the right to work, this is an unusually good option — a fully remote senior sales role at a 100% remote company, covering the Japan territory, with equity included.

This is a remote role *within* Japan, not a relocation route. Anyone looking for sponsored relocation to Japan should look at employers who state sponsorship explicitly.

**One more note**

Grafana discloses that it may use AI tools to help match CVs against job postings, with the recruitment team continuing to review inbound CVs manually.

A cover letter is required rather than optional, and the application asks for structured employment history alongside your CV.