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Pipeline Strategy Manager (Remote, US)

United States (Remote)

The Role:
As the Pipeline Strategy Manager at Grafana Labs, you will serve as the trusted advisor on pipeline generation, overseeing and orchestrating various channels and programs to meet and exceed pipeline and revenue goals. This is a brand-new role designed for someone with experience building similar programs from scratch, who thrives in a high-growth environment with a strong bias for action. This role will blend data analysis, playbook development, operational excellence, cross-functional orchestration, and enablement. 

This is an opportunity to build and shape a key function in a growing, innovative company. You will have direct exposure to and the ability to partner with senior leaders from across the GTM organization. We are looking for a self-starter to join our team who has demonstrated success dealing with ambiguous global-scale initiatives, with multi-layered stakeholder management and significant cross-functional team engagement.

What You'll Do and Your Impact:

  • Develop and implement a unified, data-driven pipeline program, aligning SDR, AE, Marketing, and Partner teams to meet pipeline targets.
  • Establish and monitor KPIs to measure the success of GTM tools and processes, iterating to drive continuous improvement.
  • Identify pipeline gaps and design targeted, scalable programs to address business and partner needs.
  • Collaborate with Sales Enablement and cross-functional teams to implement new tools and processes, ensuring minimal disruption to sellers.
  • Prioritize high-impact campaigns and programs, cutting through the noise to focus on initiatives that yield the highest ROI.
  • Deliver actionable pipeline insights to SDR and Sales Leaders, providing visibility and enabling data-informed decision-making.
  • Create and manage playbooks for inbound/outbound sales plays, ensuring alignment with sales strategies.
  • Partner with Product Marketing and Demand Generation to craft and refine SDR/AE messaging, leveraging performance metrics to optimize effectiveness.

What skills/experience we’re looking for:

  • 2+ years of experience in developing, managing, and scaling pipeline programs in collaboration with sales, marketing, and partner organizations.
  • Ability to lead and align diverse, cross-functional teams, ensuring collaboration and shared goals.
  • Experience using data and analytics to assess pipeline health, identify gaps, and inform program development.
  • Strong ability to balance long-term strategic planning with immediate tactical execution, prioritizing high-impact initiatives.
  • Excellent communication skills, capable of distilling complex ideas into simple, actionable plans for various audiences.
  • Demonstrated ability to manage multiple projects simultaneously, meet deadlines, and drive measurable results.
  • Experience working closely with sales and marketing teams, with a strong understanding of their unique workflows.
  • Self-starter with initiative, able to work autonomously and execute with minimal supervision.

In the US, the OTE compensation range for this role is USD 136,000 - USD 163,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.

*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.

 

 
About Grafana Labs: 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).
 
Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.
 
Equal Opportunity Employer: At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways.
 
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.
 
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