Director of Strategy and Planning
Company: Grafana Labs
Location: Washington
Posted on: January 8, 2026
|
|
|
Job Description:
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’s
GTM organization is looking for a Director of Strategy & Planning.
Reporting to our VP of Revenue Operations, you will work with a
cross-functional team of stakeholders to define growth strategies,
provide insights to business performance, and set the standard for
data- driven decision making in GTM. To be successful, you will be
able to operate in an unstructured, fast paced environment as you
help build the foundations for our future growth. What You’ll Be
Doing: • Establish standard reports and tools to analyze business
performance, help set operational targets, and drive planning
processes with the Go-To-Market Operations team • Evaluate changes
to our GTM organization: roles, targets, capacity planning • Work
with Global and Regional Sales and Services leaders to evaluate
strategic opportunities and/or transformational initiatives; New
market evaluation, M&A integration, vertical planning, pricing,
etc. • Become an expert in how our GTM data is captured, how it
ties to underlying business processes, and how it impacts key
metrics and reports. • Identify operational gaps in our reporting
capabilities and/or inefficiencies in the planning process. Work
with Analytics and Business Systems teams to build scalable
solutions. • Help create the connective tissue across our internal
stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM
leadership What Makes You a Great Fit: • 7 years of experience in
strategy and operations, consulting, enterprise technology
sales/strategy, or a similar role • Demonstrated track record of
strategic thinking and analysisseeing over the horizon to identify
opportunities, envision models, and strategic paths to capture
opportunities, as well as spot emerging risks • Strong modeling and
analytical skills – comfort with complex segmentation analysis and
workforce planning • 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 • Experience in a Sales
or GTM organization, and familiarity with common sales
methodologies (MEDDPICC or MEDDIC) and models ( rep productivity,
rep capacity, campaign influence, and quota modeling) • High
comfort with ambiguity. You identify the right priorities and put
in the hard work without need for external motivation • You think
critically and creatively, continually reorienting to obstacles to
define a better way to achieve our goals. Bonus Points For: •
Previous experience in open source • Experience with Grafana,
Tableau or other analysis/BI tools. • Familiarity with Salesforce
CPQ, Zuora, or other CPQ / Q2C / subscription management tools. •
Familiarity with marketing automation (Marketo) or sales
productivity tools (Outreach, Clari, People.ai). • Familiarity with
SQL or similar database querying language (you won’t be deep in
SQL, but helps to have heard of a LEFT JOIN). Compensation &
Rewards: In the United States, the OTE (On-Target Earnings)
compensation range for this role is $200,000 - $245,000. 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: • 100%
Remote, Global Culture - As a remote-only company, we bring
together talent from around the world, united by a culture of
collaboration and shared purpose. • Scaling Organization – Tackle
meaningful work in a high-growth, ever-evolving environment. •
Transparent Communication – Expect open decision-making and regular
company-wide updates. • Innovation-Driven – Autonomy and support to
ship great work and try new things. • Open Source Roots – Built on
community-driven values that shape how we work. • Empowered Teams –
High trust, low ego culture that values outcomes over optics. •
Career Growth Pathways – Defined opportunities to grow and develop
your career. • Approachable Leadership – Transparent execs who are
involved, visible, and human. • Passionate People – Join a team of
smart, supportive folks who care deeply about what they do. •
In-Person onboarding - We want you to thrive from day 1 with your
fellow new ‘Grafanistas’ to learn all about what we do and how we
do it. • Balance is Key - We operate a global annual leave policy
of 30 days per annum. 3 days of your annual leave entitlement are
reserved for Grafana Shutdown Days to allow the team to really
disconnect. *We will comply with local legislation where
applicable.
Keywords: Grafana Labs, Potomac , Director of Strategy and Planning, IT / Software / Systems , Washington, Maryland
