Senior Director, Solutions Engineering | Americas - Grafana Labs

About the Role

As the Senior Director, Solutions Engineering for the Americas, you will build and lead a team of high-performing Solutions Engineers. You will own the region's technical sales strategy, partnering with Sales leadership, Customer Experience, Marketing, Product, and Engineering to drive adoption, retention, and expansion.

This is a hands-on leadership role. We are looking for technical leaders who stay close to the product, ready to jump into demos or handle complex technical objections to move deals forward.

What You'll Do

• Team Leadership: Recruit, ramp, and mentor a team of presales SE leaders and individual contributors from diverse backgrounds.
• Technical Engagement: Stay current on Grafana products to step into customer conversations, demos, and deep dives.
• Strategic Ownership: Own regional metrics (ARR, NRR, pipeline coverage, forecast accuracy) and maintain a consistent forecasting cadence.
• Executive Sponsorship: Act as an executive sponsor for key accounts and support team evaluations and POVs.
• Cross-Functional Collaboration: Partner with Product and Engineering to prioritize customer needs based on data.
• Program Development: Build collateral and programs to help key customers succeed and identify/enable channel partners.
• Performance Management: Conduct quarterly career conversations and set clear onboarding expectations.

What You Bring

• 3+ years in a Director-level leadership role.
• 5–10 years of experience in high-tech technical roles (Developer, Architect, Sales Engineer, or Manager).
• Hands-on technical proficiency with monitoring, data, or visualization products.
• Proven track record in a fast-paced, high-growth, remote-first startup environment.
• Experience with formal sales methodologies (e.g., MEDDPICC, Command of the Message).
• Ability to manage a book of business and drive team performance to exceed targets.
• Experience with open-source selling or PLG go-to-market strategies is a plus.

Why Join Grafana Labs?

• 100% Remote: A global, collaborative culture with team members across 40+ countries.
• Innovation-Driven: An environment that values transparency, autonomy, and trust.
• Work-Life Balance: 30 days of annual leave, including 3 reserved 'Shutdown Days' to disconnect.
• Growth: Defined career pathways and approachable, transparent leadership.