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 Lab’s Order to Cash team is hiring for a Collections Manager to optimise the end-to-end collections process. The role will have significant business impact driving timely cash receipts, minimizing bad debt, and supporting strong customer relationships. This role partners closely with Sales, Finance, and Legal while owning the full accounts receivable aging and leading collections strategy. This position is ideal for a systems-minded operator who works smarter to free up time and focus on the work that matters most, has a passion for automation, and is eager to scale collections processes in a growing SaaS environment. This is an individual contributor (IC) role reporting directly to the Sr. Manager, Financial Operations. What You’ll Be Doing

• Own the end-to-end collections process for the entire AR aging, driving timely resolution of past-due balances through proactive outreach and negotiation
• Manage collections through a case management system, owning assigned tickets, queues, and collections escalations end to end
• Evolve and enhance collections strategies aligned with company policies, customer segmentation, and risk profiles
• Analyze AR aging, payment trends, consumption patterns, and dispute data to identify risk, prioritize actions, and improve cash flow
• Resolve billing disputes by coordinating with Billing, Sales, and other internal teams
• Lead and resolve complex collections escalations, applying sound judgment and risk mitigation principles
• Own the downgrade and bad debt write-off process, ensuring proper review, documentation, and approvals
• Spearhead continuous improvement initiatives be leveraging AI specifically in process documentation, automation, and tooling enhancements to scale the business
• Build systems and workflows that reduce manual effort and enable efficient, repeatable collections operations
• Provide insights and recommendations to leadership on AR health, customer risk, and process efficiency
• Support month-end and quarter-end close activities related to accounts receivable
• Own Collections Cash forecasting and working closely with Finance & Strategy team to align company cash targets
• Collaboration and mentorship with junior team members across Order to Cash. Reduced past-due AR and improved DSO
• Scalable, well-documented, and automated collections practices

What Makes You a Great Fit

• 5+ years of experience in B2B collections, accounts receivable, or Order-to-Cash roles
• Strong understanding of AR processes, billing systems, and dispute management
• Experience supporting SaaS businesses, including consumption or usage-based pricing models
• Experience managing collections for cloud marketplaces (AWS, GCP, Azure) strongly preferred
• Proven ability to manage complex customer relationships and sensitive financial conversations
• Analytical, risk-aware mindset with experience using data to prioritize work and influence outcomes
• Strong systems mindset with a passion for automation and scalable process design
• Comfortable working cross-functionally in a fast-paced, scaling environment
• Excellent written and verbal communication skills
• Experience with ERP and AR systems (e.g., NetSuite) preferred
• Experience enhancing ticketing systems (Zendesk preferred)
• Experience with Salesforce

What You’ll Bring To The Role

• Advanced collections and negotiation skills
• Strong judgment and decision-making skills
• Ability to influence
• Company- a