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Salary: USD 208,602 - 250,322 / annual
Grafana Labs is seeking a Staff Product Manager for Enterprise Deployment Solutions to own the company's non-standard SaaS offerings, including Grafana Federal Cloud (FedRAMP-authorized observability for US federal agencies, SLED customers, and commercial FedRAMP vendors) and Grafana Cloud Bring Your Own Cloud (BYOC), which delivers the full Grafana Cloud experience while customers pay infrastructure costs directly to their cloud provider.
Your mission is to make Grafana Labs the obvious choice for organizations that cannot use standard SaaS due to compliance, data residency, or cost-at-scale constraints. You will adapt existing Grafana Cloud capabilities to regulated and customer-owned environments, deciding which features to include, defer, or exclude. Deployment choices fundamentally change the product: features simple in standard SaaS can be difficult, expensive, or impossible in regulated or customer-owned environments.
Key responsibilities include:
- Define vision, strategy, and roadmap for BYOC and Federal Cloud products using product data and market research to balance customer value against engineering cost and technical constraints
- Own positioning, messaging, and differentiation for these products, including comparison to standard Grafana Cloud; partner with Product Marketing on launches, competitive analysis, enablement, and demand programs
- Partner with Engineering and Technical Program Management on buildouts for these environments, balancing customer timelines with engineering capacity
- Work directly with customers, prospects, and the field on strategic deals; brief partners, resellers, and analysts on deployment options
- Partner with Security, Compliance, and Legal to navigate product changes affecting authorization or existing customer commitments
- Use AI tools daily to speed up research, analyze product signals, and develop positioning
You will operate in a 100% remote, globally distributed environment with strong emphasis on proactive communication. You are the bridge connecting R&D to go-to-market, facilitating free flow of information across teams and serving as primary advocate and expert in your domain.
REQUIREMENTS:
- 5+ years of product management experience on a technical B2B product, OR a technical background (software engineering, solutions architecture, SRE, or technical program management) plus demonstrated move into product ownership
- Hands-on experience with non-standard SaaS deployment models such as self-managed, air-gapped, sovereign, BYOC, single-tenant, or FedRAMP/government cloud, with firsthand understanding of how deployment changes the product, operations, and economics
- Experience with cloud infrastructure, platform software, or developer tools
- Clear product and go-to-market judgment: demonstrated ability to shape what a product should be and how it is positioned and sold, not only at launch
- Interest in working with US public sector customers and learning their needs and buying cycles (deep compliance expertise not required)
- Experience leading across multiple teams without direct authority, with excellent written and verbal communication in remote, globally distributed organizations
BONUS QUALIFICATIONS:
- Experience selling to or building for US federal, state, or local government customers, or other highly regulated industries
- Familiarity with government or sovereign cloud frameworks (FedRAMP, StateRAMP/GovRAMP, BSI C5, SecNumCloud) or offerings (AWS GovCloud, Azure Government, AWS European Sovereign Cloud, GCP Sovereign Cloud)
- Experience with pricing and packaging across deployment models
- Experience with observability, monitoring, or data-intensive infrastructure products
- Experience working with resellers, systems integrators, or cloud marketplace partners
- Familiarity with open source software or commercial open source companies
