Senior Solutions Engineer, Acquisition - 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.

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

Our Enterprise Solutions Engineering team are 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

• Join as an early member of a high-growth team working together to solve technical and customer problems the right way.
• Partner with our Sales team to articulate the overall Grafana value proposition, vision, and strategy to customers.
• Own the technical engagement with customers and help to close high-velocity opportunities through advanced competitive knowledge, technical skill, and credibility.
• Deliver product and technical presentations to potential and existing customers.
• Proactively communicate with customers and internal teams to provide a feedback loop on our products and the competitive landscape.
• Drive product conversations based on need and problems learned during customer interactions.
• 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

• Ideally located on the West Coast.
• 5+ years of technical pre-sales experience, ideally with Open Source technologies or in the Metrics/Monitoring space.
• Strong judgment, collaboration, and leadership skills suited for a dynamic startup environment.
• Ability to work and collaborate effectively within an international, remote-first team.
• First-class written and oral communication skills to articulate our value proposition and technical advantages.
• Passion for solving technical challenges and delivering creative customer solutions.
• A technical mindset with a desire to grow technically (coding bootcamp graduates, post-sales, or engineering backgrounds welcomed).
• Self-motivated, proactive, and creative mindset.

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 roles include Restricted Stock Units (RSUs).

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture: Collaboration and shared purpose across 40+ countries.
• Open Source Roots: Community-driven values shaping how we build and work.
• In-Person Onboarding: Connect with fellow new 'Grafanistas' from day one.
• Generous Leave: Global annual leave policy of 30 days per year, including 3 Grafana Shutdown Days.