Manager, Solutions Engineering - Grafana Labs

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams unified visibility to see, understand, and act on all their disparate data.

We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital.

The Opportunity

As a Manager of Solutions Engineering for Commercial 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 Customer Experience, Marketing, Product Management, and Engineering counterparts to ensure customers are successful, drive community adoption, and deliver value while achieving region financial targets.

What You'll Be Doing

• Attract, recruit, ramp, and mentor a team of great Presales SEs from diverse backgrounds and experiences.
• Lead with a coaching mindset and player/coach mentality, balancing field responsibilities with team needs.
• Provide executive sponsorship for key accounts in the region as an internal and external thought leader.
• Direct day-to-day operations, planning, actions, and outcomes for the region based on leadership guidance.
• Partner with Sales leadership on top-of-funnel programs, marketing initiatives, and community events to drive brand awareness.
• Understand key customers' adoption strategies for Grafana technologies and develop enablement programs and collateral.
• Collaborate with Product Management and Engineering to ensure customer requirements are met in the product.
• Own and report on the quarter-over-quarter cadence of team evaluations, discovery, demonstrations, POVs, and Mutual Account Plans.
• Partner with sales leaders on pipeline generation plans for new logo targets.

What Makes You a Great Fit

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

Compensation & Rewards

In the US, the OTE (On-Target Earnings) compensation range for this role is $234,000 - $278,000. Actual compensation varies based on experience and skillset. All roles include Restricted Stock Units (RSUs).

Benefits & Culture

• 100% Remote, Global Culture: Collaboration across distributed teams worldwide.
• Annual Leave: Global annual leave policy of 30 days per year, including 3 Grafana Shutdown Days.
• In-Person Onboarding: Join fellow new team members to get onboarded together.