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.