Senior Deal Manager | UK | Remote in London

Grafana Labs is a remote‐first, open‐source powerhouse with more than 20M users globally. We help over 3,000 companies manage their observability strategies with the Grafana LGTM Stack and Grafana Cloud.

We're scaling fast and staying true to our open‐source legacy, global collaborative culture, and passion for meaningful work. Our team thrives in an innovation‐driven environment where transparency, autonomy, and trust fuel everything we do.

The Opportunity: 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.

This is an individual contributor (IC) role reporting directly to the Head of Commercialisation & Pricing. The function encompasses Pricing Strategy, Competitive Strategy, and Deal Strategy, with a mandate to drive sustainable, long‐term revenue growth for Grafana Labs.

What You'll Be Doing:

• 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.

What Makes You a Great Fit:

• 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.

Bonus Points For:

• Experience pricing and structuring deals across multi‐product portfolios, regions, currencies, and customer segments in a global SaaS environment.
• Proven ability to influence without authority—successfully aligning Sales, Finance, Legal, and Product stakeholders, challenging assumptions, and improving commercial outcomes in a high‐growth organization.

Compensation & Rewards: In the UK, the OTE compensation range for this role is £100,000 - £121,000. 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.

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.

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.