Manager, Solutions Engineering | AMER - Grafana Labs

The Opportunity

As a Manager of Solutions Engineering for Majors at Grafana Labs, you will lead a high-performing team of Solution Engineers. You will own the regional build-out, adopt existing OSS GTM strategies, and develop new ones to drive adoption. You will collaborate with Customer Experience, Marketing, Product Management, and Engineering to ensure customer success and influence the product roadmap while hitting regional financial targets.

What You’ll Be Doing

• Team Leadership: Attract, recruit, ramp, and mentor a diverse team of Presales SEs using a coaching, player/coach mindset.
• Strategic Execution: Lead from the front by providing executive sponsorship for key accounts and acting as a thought leader.
• Cross-Functional Partnership: Partner with Sales leadership on top-of-funnel programs, marketing initiatives, and community events.
• Customer Success: Develop programs to enable customers to successfully adopt Grafana technologies.
• Product Influence: Ensure customer requirements are met by providing feedback to Product Management and Engineering.
• Operational Excellence: Own and report on team performance, including discovery, demonstrations, workshops, and technical validation (POVs/Mutual Account Plans).
• Pipeline Growth: Partner with sales leadership to build pipeline for new logo targets.

What Makes You a Great Fit

• Located in the US.
• 5+ years in the high-tech industry (Developer, Sales Engineer/Architect, Manager, etc.).
• Proven experience mentoring, developing people, and managing performance.
• Experience in Open Source selling or Cloud-first/Product-led sales motions.
• Proficiency in formal sales methodologies (e.g., Command of the Message, MEDDPICC).
• Experience selling monitoring, data, or visualization products.
• Familiarity with DevOps practices (IaC, CI/CD, GitHub Actions) is a plus.
• Proven ability to own a book of business and exceed quarterly targets.

Compensation & Rewards

• Salary: OTE range of $234,000 - $278,000 (US-based).
• Equity: All roles include Restricted Stock Units (RSUs).
• Benefits: 30 days of annual leave, including 3 reserved Grafana Shutdown Days.

Why You’ll Thrive at Grafana Labs

• 100% Remote: A global, collaborative culture with team members across 40+ countries.
• Innovation-Driven: High trust, low ego environment that values autonomy and transparency.
• Growth: Defined career pathways in a rapidly scaling organization.
• Supportive Environment: Approachable leadership and a team of smart, supportive colleagues.