USD per year
Job Description - Senior Deal Manager | UK | Remote
Company Overview
Grafana Labs is a remote-first, open-source company with over 20 million users globally. It supports more than 3,000 companies with observability strategies using the Grafana LGTM Stack, available via Grafana Cloud or Grafana Enterprise Stack.
The Opportunity
The Senior Deal Manager will work within the Commercialisation & Pricing team, partnering closely with Go-to-Market (GTM) and Finance teams. The role involves shaping value and pricing positioning, structuring and negotiating complex deals, supporting end-to-end deal execution (quote creation, custom terms, deal bookings, pricing governance), and leading pricing and deal analytics. The role reports to the Head of Commercialisation & Pricing.
Key Responsibilities
- Partner with Sales and GTM teams on 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 end-to-end deal execution including quote approvals, non-standard commercial terms, and deal review cycles in collaboration with Finance, Legal, Product & Engineering.
- Develop and maintain best practices and governance for deal structuring, discounting, and special commercial terms.
- Drive systems and process improvements across the deal lifecycle including CPQ enhancements and deal booking/approval policies.
Qualifications & Experience
- 5+ years in deal strategy, deal desk, or pricing roles within enterprise B2B SaaS.
- Expertise in deal structuring/negotiation, bookings policies, revenue recognition for subscription models (cloud and on-prem).
- Strong analytical skills including profitability analysis, pricing strategy, data-driven decision making.
- Excellent verbal/written communication skills to articulate complex commercial concepts.
- Experience partnering with Sales, Finance, Legal teams in a deal desk or commercial-selling function.
- Collaborative approach with ability to influence outcomes across stakeholders.
Bonus Points For
- Experience pricing/structuring deals across multi-product portfolios, regions, currencies, customer segments in global SaaS.
- Proven ability to influence without authority aligning Sales, Finance, Legal, Product stakeholders in a high-growth environment.
Compensation & Rewards
- UK OTE compensation range: £100,000 - £121,000 plus Restricted Stock Units (RSUs).
- Compensation varies by level/experience; RSUs provide ownership stake.
Additional Information
- Remote-first global culture.
- Emphasis on transparency, innovation-driven environment.
- Career growth opportunities.
- Inclusive equal opportunity employer.
Grafana Labs is dedicated to uniting data from disparate systems across geographies, platforms, and servers to empower users to analyze, take action, and make smart decisions. The company values open sharing, respect and empowerment, open source software (OSS) DNA, commitment keeping, seeking diverse perspectives, iterative progress over perfection, and mutual support. Grafana Labs builds open source observability software tools and offers AI-powered observability products such as Grafana Cloud. The company emphasizes a remote-first work culture with a distributed team across 40+ countries.
View Company Profile