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 Senior Strategy & Planning Analyst reporting to our Manager of Strategy & Planning. You’ll maintain and enhance our core planning and capacity models in Pigment, build analytics that measure GTM productivity, and provide the data foundation for workforce planning decisions. You’ll interface with Data, Field Ops, and Finance teams to ensure our planning processes scale as the company grows. You’re analytically rigorous but pragmatic. You understand that models support decisions but don’t replace judgment. You value simple, durable solutions that scale without constant maintenance. You think critically about data—where it comes from, how it’s captured, and whether it actually answers the question. You write clearly and communicate findings in ways that drive action. You’re comfortable owning systems end-to-end: not just building them, but maintaining them, documenting them, and making them run on their own.
What you’ll be doing:
Planning & Capacity Modeling:
- Own and enhance our core planning and capacity models in Pigment
- Maintain workforce planning infrastructure: headcount models, territory capacity, role-based productivity assumptions
- Build scalable, self-service planning processes that reduce manual coordination
- Document model logic, assumptions, and data flows to enable cross-functional understanding
GTM Productivity & Analytics:
- Define and measure capacity across all GTM teams: Sales, SE, CX, SDR, and Partners
- Analyze rep productivity metrics: deal cycle time, win rates, pipeline generation, attainment trends
- Build standard reporting on GTM performance to support planning decisions and operational targets
- Identify trends in productivity and capacity utilization to inform hiring and territory planning
Cross-Functional Partnership:
- Partner with Data team to identify gaps in reporting infrastructure and build scalable solutions
- Work with Field Ops team to translate operational needs into planning models and metrics
- Interface with Finance on headcount planning, quota attainment, and capacity forecasting
- Support Manager of Strategy & Planning on strategic questions from GTM leadership: market segmentation, vertical performance, pricing scenarios, territory adjustments
Building for scale:
- Document data models, business logic, and metric definitions so stakeholders can answer their own questions
- Translate analysis into clear, decision-oriented narratives for leadership—explain what’s happening, why it matters, and what to do about it
What Makes You a Great Fit:
- 3+ years in strategy & operations, consulting, GTM analytics, workforce planning, or similar analytical role
- Strong SQL skills—you’re comfortable writing queries, understanding data lineage, and debugging data quality issues
- Demonstrated modeling skills: workforce planning, capacity analysis, segmentation, scenario modeling
- Experience with planning or FP&A tools (Pigment, Anaplan, Adaptive, or similar)
- Clear communication skills—you can explain complex analysis in simple terms and tailor depth to your audience
- Familiarity with Sales or GTM organizations, including common metrics (rep productivity, pipeline coverage, capacity, quota attainment)
- Comfort with ambiguity—you identify the right questions, structure unstructured problems, and drive work autonomously
Bonus Points For:
- Experience with Grafana, Tableau, Looker, or similar BI tools
- Familiarity with Salesforce and GTM productivity tools (Outreach, Clari, People.ai)
- Exposure to sales methodologies (MEDDIC/MEDDPICC) and GTM planning processes
- Previous experience in open source or developer-focused SaaS companies
Compensation & Rewards:
In the United States, the OTE (On-Target Earnings) compensation range for this role is [Add Local Compensation up to the $92,000 - $115,000. 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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