Senior Deal Manager, Grafana Labs

• 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
• 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

Desirable

• 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
• 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