Grafana Labs is a remote-first, open-source powerhouse. There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

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

Grafana's GTM organization is looking for a Senior Strategy & Planning Analyst reporting to our Manager of Strategy & Planning. You'll maintain and enhance our core planning and capacity models in Pigment, build analytics that measure GTM productivity, and provide the data foundation for workforce planning decisions. You'll interface with Data, Field Ops, and Finance teams to ensure our planning processes scale as the company grows.

You're analytically rigorous but pragmatic. You understand that models support decisions but don't replace judgment. You value simple, durable solutions that scale without constant maintenance. You think critically about data—where it comes from, how it's captured, and whether it actually answers the question. You write clearly and communicate findings in ways that drive action. You're comfortable owning systems end-to-end: not just building them, but maintaining them, documenting them, and making them run on their own.

What you'll be doing:

Planning & Capacity Modeling:

Own and enhance our core planning and capacity models in Pigment
Maintain workforce planning infrastructure: headcount models, territory capacity, role-based productivity assumptions
Build scalable, self-service planning processes that reduce manual coordination
Document model logic, assumptions, and data flows to enable cross-functional understanding

GTM Productivity & Analytics:

Define and measure capacity across all GTM teams: Sales, SE, CX, SDR, and Partners
Analyze rep productivity metrics: deal cycle time, win rates, pipeline generation, attainment trends
Build standard reporting on GTM performance to support planning decisions and operational targets
Identify trends in productivity and capacity utilization to inform hiring and territory planning

Cross-Functional Partnership:

Partner with Data team to identify gaps in reporting infrastructure and build scalable solutions
Work with Field Ops team to translate operational needs into planning models and metrics
Interface with Finance on headcount planning, quota attainment, and capacity forecasting
Support Manager of Strategy & Planning on strategic questions from GTM leadership: market segmentation, vertical performance, pricing scenarios, territory adjustments

Building for scale:

Document data models, business logic, and metric definitions so stakeholders can answer their own questions
Translate analysis into clear, decision-oriented narratives for leadership—explain what's happening, why it matters, and what to do about it

What Makes You a Great Fit:

3+ years in strategy & operations, consulting, GTM analytics, workforce planning, or similar analytical role
Strong SQL skills—you're comfortable writing queries, understanding data lineage, and debugging data quality issues
Demonstrated modeling skills: workforce planning, capacity analysis, segmentation, scenario modeling
Experience with planning or FP&A tools (Pigment, Anaplan, Adaptive, or similar)
Clear communication skills—you can explain complex analysis in simple terms and tailor depth to your audience
Familiarity with Sales or GTM organizations, including common metrics (rep productivity, pipeline coverage, capacity, quota attainment)
Comfort with ambiguity—you identify the right questions, structure unstructured problems, and drive work autonomously
Located in the United States, UK, Ireland, Netherlands or Spain

Bonus Points For:

Experience with Grafana, Tableau, Looker, or similar BI tools
Familiarity with Salesforce and GTM productivity tools (Outreach, Clari, People.ai)
Exposure to sales methodologies (MEDDIC/MEDDPICC) and GTM planning processes
Previous experience in open source or developer-focused SaaS companies

Senior Strategy & Planning Analyst

EMEA

Remote

Senior

Grafana Labs