Grafana Labs - Senior Director, Solutions Engineering | Americas | Remote
Requirements
• 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
Responsibilities
• 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.
Benefits
• 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. • 100% Remote, Global Culture - • Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment. • Scaling Organization • Transparent Communication – Expect open decision-making and regular company-wide updates. • Transparent Communication • Innovation-Driven – Autonomy and support to ship great work and try new things. • Innovation-Driven • Open Source Roots – Built on community-driven values that shape how we work. • Open Source Roots • Empowered Teams – High trust, low ego culture that values outcomes over optics. • Career Growth Pathways – Defined opportunities to grow and develop your career. • Career Growth Pathways • Approachable Leadership – Transparent execs who are involved, visible, and human. • Approachable Leadership • Passionate People – Join a team of smart, supportive folks who care deeply about what they do. • Passionate People • 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. • In-Person onboarding • 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. • Balance is Key
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