Senior Deal Manager

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.

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.

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 Netherlands, the OTE compensation range for this role is EUR 106,000 - EUR 127,800. 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.