Sales Development Director (Americas)

Join Grafana Labs as the Sales Development Director for the Americas. In this role, you will lead operations from day one, drive global AI transformation, build the future bench of talent, and own the operational numbers. You will have the opportunity to work remotely, enjoy a generous benefits package, and contribute to the growth of a leading open-source observability platform.

• Lead the operations of the Sales Development team in the Americas, coaching managers and maintaining forecast predictability.
• Drive global AI transformation by building an AI-native workflow layer for account research, persona research, and personalized outbound.
• Build a system that develops people, not just pipeline, by running structured development cycles and creating clear progression paths for SDRs.
• 8+ years in SDR or pipeline generation, including 3+ years managing managers in a B2B SaaS environment
• A builder's instinct: you create systems, not workarounds
• Proven track record of standardizing playbooks across distributed teams and lifting output without growing headcount. You use efficiency as a lever before headcount
• Strong operational rigor: you track the right metrics, run tight forecast cadences, and surface problems early
• Demonstrated, hands-on experience deploying AI tooling into SDR workflows. Not sponsoring the initiative. Building it. You know which tools work, which ones do not, and why
• Credible stakeholder presence with VP and C-suite-level GTM leadership. You speak pipeline, not activity
• Background in developer tools, observability, open source, or AI/ML. Grafana's buyer profile is technical
• Experience with product-led or usage-based GTM motions: PQLs, free-to-paid conversion, expansion pipeline
• Experience operating in a matrixed global function reporting into a global head and partnering laterally across regions