Senior Solutions Engineer, Acquisition - Grafana Labs

About 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 (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions.

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

This is an exciting opportunity to join a technology startup in a high-growth phase. Our Enterprise Solutions Engineering team consists of our in-house, customer-facing product experts. The Enterprise SE team enables Grafana Labs' worldwide growth by educating potential and existing customers to ensure they are happy and successful. We share our technical and product expertise with customers through demos, hands-on enablement, presentations, technical evaluations, and ongoing interaction. We also partner closely with our Sales team to help qualify and close opportunities.

What You’ll Be Doing

• Collaborate & Solve: Join as an early member of a high-growth team working together to solve technical and customer problems the right way.
• Partner with Sales: Work alongside our Sales team to articulate the overall Grafana value proposition, vision, and strategy to customers.
• Technical Engagement: Own the technical engagement with customers and help to close high-velocity opportunities through advanced competitive knowledge, technical skill, and credibility.
• Presentations & Demos: Deliver product and technical presentations to potential and existing customers.
• Feedback Loop: Proactively communicate with customers and internal teams to provide a feedback loop on our products and the competitive landscape.
• Drive Conversations: Drive product conversations based on needs and problems learned during customer interactions.
• Enablement Content: Work with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles, and create other public and internal enablement material.

What Makes You a Great Fit

• Location: Ideally located on the West Coast of the United States.
• Experience: 5+ years of technical pre-sales experience, ideally with Open Source technologies, or in the Metrics/Monitoring space.
• Startup Mindset: Ability to handle varied and complex duties requiring strong judgment, collaboration, and leadership.
• Remote Collaboration: Comfort working and collaborating with an international, remote-first team.
• Communication: First-class written and oral communication skills to skillfully articulate our value proposition and technical advantages.
• Problem Solving: A love for solving technical challenges and bringing creative solutions to customers.
• Technical Growth: A technical mindset and a desire to grow technically (e.g., previous post-sales or engineering experience, or a coding bootcamp graduate).
• Drive: Self-motivated, proactive, creative, and comfortable taking initiative.

Compensation & Rewards

In the United States, the OTE (On-Target Earnings) compensation range for this role is $204,000 - $254,000. Actual compensation may vary based on level, experience, and skillset. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture – We bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication – Expect open decision-making and regular company-wide updates.
• Innovation-Driven – Autonomy and support to ship great work and try new things.
• Open Source Roots – Built on community-driven values that shape how we work.
• Empowered Teams – High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – Defined opportunities to grow and develop your career.
• In-Person Onboarding – Learn all about what we do and how we do it alongside your fellow new 'Grafanistas'.
• Balance is Key – We operate a global annual leave policy of 30 days per annum, including 3 reserved Grafana Shutdown Days to allow the team to fully disconnect.