Director, Sales Development Americas | United States | Remote

Grafana Labs is the company behind the open observability cloud, founded on principles of open source and collaboration. They are seeking a Director of Sales Development for the Americas to lead a team of SDR managers and drive AI transformation in their workflows, while maintaining operational discipline and developing talent within the organization.

Responsibilities:

• Own the operations from day one
• Coach your managers, maintain forecast predictability, and keep SDR-to-AE handover quality high while establishing your footing with senior sales leadership
• Drive global AI transformation
• Be a practitioner voice in that build, shaping the workflows, deploying them globally, and holding the standard across EMEA and APAC alongside regional peers
• Build the system that develops people, not just pipeline
• Run structured development cycles through your managers, create clear progression paths, and measure success by how many SDRs earn their way into AE roles
• Partner with AE leadership to make that transition real, and use it as a talent brand, because the best SDR candidates choose orgs where the next step is visible
• Own the operational numbers
• Know what is under the hood, present it cleanly to regional VPs and global GTM leadership, and own the narrative when the numbers move in either direction

Requirements:

• 8+ years in SDR or pipeline generation, including 3+ years managing managers in a B2B SaaS environment
• 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
• 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
• Credible stakeholder presence with VP and C-suite-level GTM leadership. You speak pipeline, not activity
• A builder's instinct: you create systems, not workarounds
• 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