Manager, Solutions Engineering | East Coast - Grafana Labs

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations. Built on open source and open standards, Grafana Cloud brings AI to observability, giving teams unified visibility so they can see, understand, and act on all their disparate data.

We are looking for a Manager, Solutions Engineering for Enterprise to join our team on the East Coast. In this role, you will be responsible for building and managing a team of high-performing Solution Engineers, partnering with sales leadership to drive regional strategy, and ensuring our customers achieve long-term success.

What You'll Be Doing

• Attract, recruit, ramp, and mentor a team of presales Solutions Engineers from diverse backgrounds.
• Adopt a player/coach mentality, balancing your field responsibilities with mentoring and developing your team.
• Provide executive sponsorship for key accounts and act as a thought leader internally and externally.
• Partner with sales leadership on top-of-funnel programs, marketing initiatives, and community events to drive brand awareness and pipeline.
• Understand key customer adoption strategies and develop enablement programs and collateral.
• Ensure customer requirements are met by partnering closely with Product Management and Engineering.
• Oversee quarter-over-quarter execution of your team during customer evaluations, discovery, technical validations, and proof-of-values (POVs).

What Makes You a Great Fit

• Located on the East Coast.
• 5+ years in the high-tech industry in roles such as Developer, Sales Engineer/Architect, or Manager.
• Direct experience mentoring, developing talent, and managing performance over time.
• Experience in open-source selling or cloud-first/product-led growth GTM motions.
• Direct experience implementing formal sales methodologies (e.g., Command of the Message) and qualification frameworks like MEDDPICC.
• Direct experience selling monitoring, data, or visualization products.
• Familiarity with DevOps tools and practices (IaC, CI/CD, GitHub Actions) is a plus.
• Proven ability to manage a book of business and exceed quarterly targets.

Why You'll Thrive at Grafana Labs

• 100% Remote, Global Culture: Collaborate with talented team members worldwide.
• Transparent Communication & Innovation-Driven: Enjoy autonomy, open decision-making, and high trust.
• Global Annual Leave: 30 days of annual leave per annum, including 3 dedicated Grafana Shutdown Days.