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Salary: USD 337,000 - 425,000 / annual
Grafana Labs is seeking a Senior Director of Solutions Engineering for the Americas region to build and lead a high-performing team of Solutions Engineers. This is a hands-on technical leadership role where you'll own the region's technical sales strategy, drive adoption and expansion across the customer base, and partner closely with Sales, Customer Experience, Marketing, Product, and Engineering.
You will recruit, ramp, and mentor a team of presales SE leaders and individual contributors while maintaining direct involvement in customer conversations, demos, and technical objection handling. Key responsibilities include owning regional metrics (ARR, NRR, pipeline coverage, forecast accuracy), serving as executive sponsor for key accounts, and running consistent forecasting cadences with your team.
You'll work with Sales leadership on customer programs and community events, partner with Product and Engineering to represent customer needs and prioritize based on data, and build programs and collateral to help key customers succeed. Additional duties include identifying and enabling channel partners at local, geo, and global levels, conducting quarterly career conversations, setting clear onboarding expectations, and managing team performance.
Required experience includes 3+ years in a Director-level role leading a team, plus 5–10 years in high tech in technical roles (Developer, Architect, Sales Engineer/Architect, Manager, etc.). You should have hands-on expertise with monitoring, data, or visualization products, credibility with engineering and executive buyers, and a track record in fast-paced, high-growth, remote-first startup environments. Experience with formal sales methodologies (Command of the Message, value selling, MEDDPICC) and owning a book of business is essential. Open-source selling or cloud-first/PLG go-to-market experience is a plus.
Grafana Labs is a 100% remote company with 1,600+ team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, and Coatue. The company serves 7,000+ customers including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce.
