Director, Sales Development Americas | United States | Remote

The Opportunity

Grafana's SDR function just closed Q1 at 106% globally. We are looking for our next Americas Director to continue this acceleration.

We are raising the bar for the SDR function. The incoming Director will manage five frontline SDR managers and 35+ SDRs across AMER, partnering closely with Sales leadership to build a regional motion with operational discipline and AI-enabled workflows at its core.

We are looking for people who have already implemented AI into the SDR workflow. If you have already deployed it, measured it, standardized it, and moved on to the next problem, keep reading.

What You’ll Be Doing:

• Lead AMER. 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. The Grafana SDR function is building an AI-native workflow layer: account research, persona research, list building, and personalized outbound, systematized from the output of our best SDRs. 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 future bench. 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. Pipeline analytics, conversion math, forecast cadence, activity-to-outcome ratios. 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.

What Makes You a Great Fit:

• 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.