Strategic Account Executive - Netherlands - Financial Services & Insurance

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com [http://grafana.com] and follow us on LinkedIn [https://www.linkedin.com/company/grafana-labs/] and X [https://twitter.com/grafana]. 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 AS A MANAGER OF SOLUTIONS ENGINEERING FOR THE NEMEA REGION AT GRAFANA LABS, YOU WILL BE RESPONSIBLE FOR ALL ASPECTS OF BUILDING AND MANAGING A TEAM OF HIGH PERFORMING SOLUTION ENGINEERS.  YOU WILL OWN THE REGIONAL BUILD-OUT WITH YOUR SALES LEADER COUNTERPARTS, ADOPTING EXISTING OSS SPECIFIC GTM STRATEGIES AND DEVELOPING NEW ONES AS NEEDED. YOU’LL WORK WITH YOUR CUSTOMER EXPERIENCE COUNTERPARTS TO ENSURE THAT YOUR CUSTOMERS ARE SUCCESSFUL AFTER THE SALE, IN THEIR ADOPTION AND ROLLOUT OF GRAFANA PRODUCTS THROUGH PROFESSIONAL SERVICES, SUPPORT, TRAINING AND CUSTOMER SUCCESS.  YOU’LL WORK WITH MARKETING TO DRIVE COMMUNITY AND ADOPTION PROGRAMS IN THE REGION DESIGNED TO BROADEN THE ADOPTION OF BOTH OSS AND COMMERCIAL/CLOUD VERSIONS OF OUR PRODUCTS.  YOU’LL ALSO WORK CLOSELY WITH PRODUCT MANAGEMENT AND ENGINEERING TO ENSURE THAT WE ARE CONSTANTLY DELIVERING VALUE TO OUR CUSTOMERS BY INFLUENCING THE ROADMAP, BASED ON YOUR CUSTOMERS AND TEAM FEEDBACK, AS WELL AS LEVERAGING YOUR OWN EXPERIENCE IN THE MONITORING AND OBSERVABILITY SPACE.  ALL OF THIS WILL BE REQUIRED FOR YOU TO HIT AND THEN EXCEED YOUR REGION'S FINANCIAL TARGETS AND ULTIMATELY, OUR COMPANY'S GOALS.  YOUR IMPACT WILL BE FELT GLOBALLY WHEN THE JOB IS DONE WELL.   What you'll be Doing: * Attract, recruit, ramp and mentor a team of great Presales SE’s from diverse backgrounds and experiences.   * Get the best out of your team with a servant based leadership approach.  Adopting a player/coach mentality will be critical here, ensuring that you balance your field responsibilities with the needs of your team.  Mentoring and career development will be critical to your team's success over the long term   * Direct the bulk of your day to day work based on guidance and goals from leadership, owning the planning, actions and outcomes of the region.   * Partner with the Benelux / NEMEA Sales leadership on customer programs, marketing initiatives and community/company events to drive adoption and expansion within our customer base. * Executive sponsorship of key accounts in the region will be key to your success.  Being a thought leader/partner to your customers and the company within EMEA. * Understanding your key customers’ strategies for adoption of Grafana technologies and developing programs and collateral to enable them to be successful.   * Ensure that your customers’ requirements are being met with our product through partnership with Product Management and Engineering, helping them prioritize their team's time with a data-driven approach to wins/losses/needs vs wants, etc.   * Own and report on the quarter over quarter cadence of your team while they help prospects evaluate our software with demonstrations, technical deep dives, trials and POVs.   * Find and drive enablement and sell with/through channel partners in the region.  Both at a local, geo and global level with both RSI’s and GSI’s.   What Makes you a Great Fit: * Some experience leading a team, 5-10 years in the high tech industry having held roles such as Developer, Architect, Sales Engineer/Architect, Manager, etc. * Proven success working in a fast-paced, high growth startup environment that is remote-first * Proven track record of mentoring, developing people and managing performance over time.  Has successfully mentored individual contributors. * Open Source selling or Cloud first/Product led sales go to market motion a big plus.   * Direct experience implementing and/or executing a formal sales methodology, eg COM, Value selling, qualification frameworks like MEDDPICC * Direct experience selling monitoring/data/visualisation products.   * Proven ability to own a book of business, direct your own and your team's work and initiatives to exceed your quarterly targets. * English fluency required, and a second European language is preferred * Located in the Netherlands  In the Netherlands, the OTE compensation range for this role is EUR 145,000 - EUR 172,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable), and other benefits listed on our careers page. [https://grafana.com/about/careers/#jobs] #LI-Remote *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: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation 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. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy [https://grafana.com/legal/applicant-and-candidate-privacy-policy/].

ABOUT ELEVENLABS ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: * ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. * ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. * ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. HOW WE WORK * High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. * Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. * AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. * Excellence everywhere: Everything we do should match the quality of our AI models. * Global team: We prioritize your talent, not your location. WHAT WE OFFER * Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. * Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. * Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend. * Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. * Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. * Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. About the role We're looking for an experienced, driven Strategic Account Executive to drive ElevenLabs' growth across the Netherlands' largest enterprises, with a specific focus on Government, Healthcare & Utilities. Our ideal candidate has a well-established network and a proven track record of selling to C-level and senior decision-makers at major Dutch public sector bodies, healthcare organizations, and utilities providers — and is passionate about the transformative possibilities of AI voice technology. In this role you'll act as a strategic partner and trusted advisor, enabling clients to leverage our industry-leading models and ElevenAgents — our end-to-end platform for building and deploying AI voice agents — to reimagine their customer experience, internal workflows, and monetization strategies. In this role you will: 1. Build and manage a growing portfolio of strategic accounts across the Netherlands, with a primary focus on Government, Healthcare & Utilities, to help ElevenLabs meet its revenue goals. 2. Identify new business opportunities where ElevenLabs' conversational AI capabilities, including ElevenAgents, can drive customer engagement, contact center automation, and operational efficiency for government bodies, healthcare organizations, and utilities providers. 3. Lead consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI voice technology into measurable business value for senior executives and economic buyers. 4. Develop and maintain a deep understanding of the conversational AI landscape, including customer use cases, competitive solutions, and emerging trends, particularly as they apply to regulated Dutch government, healthcare, and utilities organizations. 5. Demonstrate expertise, or a strong willingness to learn, about conversational AI and how ElevenLabs' voice technology can unlock value across customer support, virtual agents, IVR modernization, and in-app assistants. 6. Develop and execute account strategies to expand ElevenLabs' presence within the Dutch government, healthcare, and utilities sectors, navigating complex procurement and organizational structures, including public tender processes. 7. Partner closely with Customer Success, FDEs and Solutions Engineering to ensure smooth onboarding, deployment, and expansion of accounts. 8. Serve as a trusted advisor to clients, educating C-suite and senior operations leaders on emerging trends in generative AI, voice interfaces, and conversational agents. Requirements 1. 7+ years of quota-carrying strategic sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms. 2. Proven success closing deals and managing long, complex sales cycles with multiple stakeholders across business, IT, legal, and procurement. 3. Well-connected in the Dutch government, healthcare, and utilities landscape, with an existing network of senior individuals and strong executive presence and ability to build relationships at the C-suite and board level. 4. Experience selling technical solutions to product and engineering leaders; ability to translate complex technology into business value. 5. Deep understanding of enterprise and public sector procurement and legal processes in the Netherlands, including tender and RFP processes, with the ability to accelerate deal velocity within complex organizational structures. 6. Comfort operating in an early-stage, high-growth environment, including building new playbooks and iterating quickly. 7. Passion for voice and audio AI and how it can unlock transformative value for customers. 8. A hybrid of customer and product-driven mentality that prioritizes client satisfaction and scale. 9. Native or full professional proficiency in Dutch; strong English for internal collaboration. Location This role is remote-first, so it can be executed from anywhere in the Netherlands with the ability to travel to client sites when required.