Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.
As Senior Director, Solutions Engineering for the Americas, you'll build and lead a team of high-performing Solutions Engineers. You'll own the region's technical sales strategy alongside your sales leadership counterparts, and partner with Customer Experience, Marketing, Product, and Engineering to drive adoption, retention, and expansion across our customer base.
This is a role for technical leaders, not people managers who stay at arm's length from the product. You should enjoy the technology enough to jump into a demo or handle a tough technical objection yourself when a deal needs it.
What You'll Do- Recruit, ramp, and mentor a team of presales SE leaders and ICs from diverse backgrounds, balancing hands-on fieldwork with team leadership.
- Know our products and demos well enough to step into customer conversations and move deals forward directly.
- Own the region's numbers (ARR, NRR, pipeline coverage, forecast accuracy) and run a consistent forecasting cadence with your team.
- Act as executive sponsor for key accounts, and support the team's evaluations, demos, deep dives, and POVs.
- Work with Sales leadership on customer programs and community/company events that drive adoption and expansion.
- Partner with Product and Engineering to represent customer needs and prioritize based on data, not just requests.
- Build programs and collateral that help key customers succeed in adopting our technology.
- Identify and enable channel partners at the local, geo, and global level.
- Hold quarterly career conversations, set clear 30/60/90 onboarding expectations, and manage performance across the team.
- Bring insights from the field back into internal process and product direction, and share what you learn beyond your own team.
- 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.)
- A hands-on approach to the technology: you stay current on the product and get directly involved in demos, deep dives, and POVs
- Experience selling monitoring, data, or visualization products, with enough technical depth to be credible with engineering and executive buyers
- A track record of success in a fast-paced, high-growth, remote-first startup environment
- Experience mentoring, developing, and managing team performance over time
- Experience with a formal sales methodology (e.g., Command of the Message, value selling, MEDDPICC or similar qualification frameworks)
- A track record of owning a book of business and directing your team's work to exceed quarterly targets
- Open-source selling or cloud-first/PLG go-to-market experience is a plus
In the US, the OTE compensation range for this role is $337,000 - $425,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
- 100% Remote, Global Culture - As a remote-only company, 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.
- Approachable Leadership – Transparent execs who are involved, visible, and human.
- Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
- In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
- Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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Skills Required
- 3+ years in a Director-level role leading a team, plus 5-10 years in high-tech technical roles
- Hands-on technical ability to run demos, deep dives, and handle technical objections
- Experience selling monitoring, data, or visualization products with technical credibility to engineering and executive buyers
- Proven success in a fast-paced, high-growth, remote-first startup environment
- Experience mentoring, developing, and managing team performance over time
- Familiarity with a formal sales methodology (e.g., Command of the Message, value selling, MEDDPICC)
- Track record of owning a book of business and directing a team to exceed quarterly targets
- Open-source selling or cloud-first/PLG go-to-market experience
Grafana Labs Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Grafana Labs and has not been reviewed or approved by Grafana Labs.
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Healthcare Strength — Healthcare coverage is described as comprehensive, including medical, dental, and vision options with low deductibles in the US and local equivalents in other countries. Mental health support is also included, alongside wellness support that can be applied to therapy or ergonomic needs.
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Leave & Time Off Breadth — Time off is positioned as notably generous, including 30 days of paid vacation plus holidays and additional shutdown days. Parental leave and sick leave are also part of the time-off package, supporting broader work-life needs.
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Equity Value & Accessibility — Equity is presented as a standard component of compensation, with RSUs included across roles to provide ownership in company outcomes. The package framing emphasizes total compensation that combines base pay with equity and, in some cases, bonuses.
Grafana Labs Insights
What We Do
Grafana Labs provides an open and composable monitoring and observability stack built around Grafana, the leading open source technology for dashboards and visualization. There are more than 5,000 Grafana Labs customers, including Bloomberg, Citigroup, Dell Technologies, Salesforce, and TomTom, and more than 20 million users of Grafana around the world. Grafana Labs helps companies manage their observability strategies with the LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise offerings, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo) as well as extensive enterprise data source plugins, dashboard management, alerting, reporting, and security.
Why Work With Us
Clear communication is vital in a remote-first company. We hold weekly team updates, monthly all-hands calls, co-located offsites, and annual events. We've enhanced hiring, onboarding, and training with a learning management tool and quarterly bootcamps. We offer 30 vacation days plus local holidays, with equal benefits for all employees globally.
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