- Company Name
- Grafana Labs
- Job Title
- Director, Global Sales Strategy & Operations | United Kingdom | Remote
- Job Description
-
**Job Title**
Director, Global Sales Strategy & Operations
**Role Summary**
Lead strategy and operational excellence for Grafana Labs’ global sales organization, partnering with senior GTM leaders to drive forecasting, pipeline acceleration, policy development and performance measurement across a rapidly scaling, open‑source software business.
**Expectations**
- Serve as a trusted advisor to sales leadership, translating data insights into actionable recommendations.
- Set rhythm for forecasting, pipeline review, performance evaluation, and operational planning.
- Design, codify and enforce sales policies that scale execution and ensure fairness.
- Build and manage metrics, dashboards and reports that inform business performance and target attainment.
- Drive strategic initiatives such as market expansion, segmentation, process refinement and enablement.
- Develop, coach and lead a global team of sales operations professionals.
- Communicate complex analysis to executive audiences, articulating value and next‑steps.
**Key Responsibilities**
- Oversee and optimize sales forecasting, pipeline health, quota modeling and performance review processes.
- Define and implement sales policies to support growth, consistency, and equity across regions.
- Create measurement frameworks and enable data‑driven insights for senior leaders.
- Partner with sales leaders to assess new markets, customer segmentation, and sales workflow improvements.
- Lead transformation projects and other strategic initiatives that shape Go‑to‑Market operations.
- Build, mentor and grow a high‑performing global sales operations team.
- Collaborate with cross‑functional teams (product, marketing, finance) to align GTM strategies.
- Maintain governance over sales productivity tools (e.g., Outreach, Clari, People.ai) and sales methodology standards (MEDDPICC/MEDDIC).
**Required Skills**
- 7+ years of senior strategy, operations or consulting experience in enterprise technology sales/marketing.
- Deep understanding of sales methodologies (MEDDPICC, MEDDIC) and operational models (quota, capacity, productivity).
- Proven analytical and strategic thinking: ability to forecast, model, and identify growth opportunities and risks.
- Strong communication skills, capable of presenting data‑driven insights to executives.
- Comfortable navigating ambiguity and prioritizing effectively in a fast‑paced environment.
- Leadership experience: mentoring and managing cross‑functional or global teams.
- Experience with sales enablement & productivity tools (Outreach, Clari, People.ai, etc.).
- Familiarity with Salesforce CPQ, Zuora or similar subscription management solutions is a plus.
- Understanding of BI tools (Tableau, Grafana) and basic SQL querying concepts is a bonus.
**Required Education & Certifications**
- Bachelor’s degree in Business, Finance, Marketing, Computer Science or a related field.
- Advanced certifications (e.g., PMP, Six Sigma, Sales Enablement Certifications) are not required but may enhance candidacy.