Manager, Solution Engineering | UK | Remote

Details

Grafana Labs is a remote-first, open-source company that builds observability tooling used by millions worldwide. The company offers Grafana Cloud (fully managed) and the Grafana Enterprise Stack (self-managed), including scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

This role is based in the United Kingdom (remote) and is focused on building and managing a high-performing Solutions Engineering (Presales) team for the UK region. You will work closely with Sales, Customer Experience, Product Management, Engineering, and Marketing to drive adoption of Grafana OSS and commercial/cloud products, influence product roadmap from customer feedback, and meet regional financial targets.

Responsibilities

• Attract, recruit, ramp and mentor a team of Presales Solution Engineers from diverse backgrounds.
• Provide servant-based leadership and act as a player/coach balancing field responsibilities with team needs.
• Own regional planning, actions, and outcomes in alignment with leadership goals.
• Partner with UK Sales leadership on customer programs, marketing initiatives, and community/company events to drive adoption and expansion.
• Provide executive sponsorship for key accounts in the region and act as a thought partner to customers within EMEA.
• Understand customers’ adoption strategies for Grafana technologies and develop enablement programs and collateral.
• Partner with Product Management and Engineering to ensure product meets customer requirements and help prioritize work using a data-driven approach.
• Own and report on quarter-over-quarter cadence of the team, supporting demonstrations, technical deep dives, trials, and POVs.
• Drive enablement and go-to-market with channel partners (local, geo, global), including RSIs and GSIs.

Requirements

• Located in the United Kingdom.
• 5–10 years in the high-tech industry with experience in roles such as Developer, Architect, Sales Engineer/Architect, Manager, or similar.
• Proven experience leading and mentoring teams and managing performance over time.
• Experience working in a fast-paced, high-growth, remote-first environment.
• Direct experience implementing and/or executing a formal sales methodology (examples provided: COM, Value Selling, MEDDPICC).
• Proven ability to own a book of business and direct your own and your team's initiatives to exceed quarterly targets.
• Direct experience selling monitoring, data, or visualization products and working within the Monitoring and Observability space.
• Proven ability to work closely with sales leader counterparts and cross-functional partners (Product Management, Engineering, Customer Experience).

Bonus

• Experience in open-source selling or a cloud-first / product-led go-to-market motion.

Compensation & Benefits

• UK OTE (On-Target Earnings) range: £143,000 - £171,000 (actual compensation varies by level, experience, and skillset).
• All roles include Restricted Stock Units (RSUs).
• 100% remote, global culture and remote-first company practices.
• In-person onboarding and a global annual leave policy of 30 days per annum (with 3 days reserved for Grafana Shutdown Days; subject to local legislation).
• Transparent communication, career growth pathways, empowered teams, and an open-source community-driven culture.

Equal Opportunity & Recruitment Notes

Grafana Labs is an equal opportunity employer and may utilize AI tools in its recruitment process; human review of CVs continues to identify alignment with openings.