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 Commercialisation & Pricing team is seeking a Senior Deal Manager to partner closely with our Go-to-Market (GTM) and Finance teams. This role will play a critical part in shaping value and pricing positioning, structuring and negotiating complex deals, and supporting end-to-end deal execution—including quote creation, custom terms, deal bookings, and pricing governance. The Senior Deal Manager will also lead pricing and deal analytics to inform decision-making and policy development.
Beyond day-to-day deal support, this role will take ownership of strategic initiatives designed to help the Commercialisation & Pricing function scale and drive meaningful business impact across Grafana Labs.
This is an individual contributor (IC) role reporting directly to the Head of Commercialisation & Pricing. The Commercialisation & Pricing function encompasses Pricing Strategy, Competitive Strategy, and Deal Strategy, with a mandate to drive sustainable, long-term revenue growth for Grafana Labs.
**What You'll Be Doing **
- Partner with Sales and GTM teams to support customer-facing pricing discussions and value-based deal positioning
- Recommend deal pricing frameworks and discount strategies aligned with company pricing principles and revenue goals
- Own and support end-to-end deal execution, including quote approvals, non-standard commercial terms, and deal review cycles, in close partnership with Finance, Legal and Product & Engineering teams
- Develop and maintain best practices and governance for deal structuring, discounting and special commercial terms in collaboration with Finance, Legal, and GTM stakeholders
- Drive systems and process improvements across the deal lifecycle, including CPQ enhancements and deal booking and approval policies
What Makes you a Great Fit:
- 5+ years of experience in deal strategy, deal desk, or pricing roles within enterprise B2B SaaS
- Expertise in deal structuring and negotiation, bookings policies, and revenue recognition for subscription models across both cloud and on-prem offerings
- Strong analytical skills, including experience with profitability analysis, pricing strategy, and data-driven decision making
- Excellent verbal and written communication skills, with the ability to articulate complex commercial concepts clearly
- Experience partnering closely with Sales, Finance, and Legal teams in a deal desk or commercial-selling function
- Capable of communicating credibly and effectively with stakeholders at all levels of the organisation
- Collaborative, relationship-driven approach with a demonstrated ability to influence outcomes and drive results
Bonus Points For:
- Experience pricing and structuring deals across multi-product portfolios, regions, currencies, and customer segments in a global SaaS environment
- Proven ability to influence without authority—successfully aligning Sales, Finance, Legal, and Product stakeholders, challenging assumptions, and improving commercial outcomes in a high-growth organization
Compensation & Rewards
In the UK, the OTE compensation range for this role is £100,000 - £121,000. 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.
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*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.
Equal Opportunity Employer: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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