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.

Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. 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

Are you looking for something new in your career? Enjoy a challenge? Love to innovate and learn? This is an exciting opportunity to join a technology startup in a high growth phase.

Our Commercial Solutions Engineering team are our in-house, customer-facing product experts. The Commercial 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. The Commercial SE team is also one of the primary routes of communication from our customers through into the Product Management and Engineering teams.

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.
• Comfortable working in a startup environment where duties are varied and complex, requiring strong judgment, collaboration, and leadership.
• Ability to work and collaborate effectively with an international, remote-first team.
• First-class written and oral communication skills to collaborate with internal teams and worldwide customers, skillfully articulating technical advantages and value propositions.
• Passion for solving technical challenges and bringing creative solutions to customers.
• Technical mindset with a desire to grow technically (coding bootcamp graduates or individuals with engineering/post-sales experience are encouraged to apply).
• Self-motivated, proactive, and creative problem solver.

Compensation & Benefits

• OTE Range: $182,000 - $226,000 USD (actual compensation varies by experience and skillset).
• Equity: Restricted Stock Units (RSUs) included for all roles.
• Annual Leave: 30 days of global annual leave per year, including 3 designated Grafana Shutdown Days.
• Work Culture: 100% remote-first organization with structured in-person onboarding.