Manager, Solutions Engineering

Details

Grafana Labs is a remote-first, open-source company with a global user base for Grafana and a commercial offering (Grafana Cloud and Grafana Enterprise Stack) that includes scalable metrics (Grafana Mimir), logs (Grafana Loki) and traces (Grafana Tempo). The company supports customers across monitoring and observability and values transparency, autonomy and collaboration.

Responsibilities

• Build, manage and mentor a high-performing team of Solutions Engineers for the SEMEA region.
• Recruit, ramp and develop Presales SEs from diverse backgrounds; act as a player/coach and provide ongoing mentoring and career development.
• Own regional planning, actions and outcomes, aligning with sales leadership and regional GTM strategies (including OSS-specific approaches) to hit and exceed financial targets.
• Partner with Benelux / NEMEA Sales leadership on customer programs, marketing initiatives and community/company events to drive adoption and expansion.
• Provide executive sponsorship for key accounts and act as a thought partner to customers and the company within EMEA.
• Understand customer adoption strategies for Grafana technologies and develop programs and collateral to enable customer success.
• Collaborate with Product Management and Engineering to surface customer feedback and influence the roadmap using data-driven prioritization.
• Report on quarterly cadence and outcomes while supporting prospects through demos, technical deep dives, trials and POVs.
• Develop enablement and sell-with / sell-through channel partner programs at local, geo and global levels with RSIs and GSIs.

Requirements

• 5–10 years in the high-tech industry in roles such as Developer, Architect, Sales Engineer/Architect, Manager, or similar.
• Some experience leading teams and proven success mentoring and managing performance over time.
• Proven success in fast-paced, high-growth, remote-first startup environments.
• Direct experience selling monitoring, data or visualization products and experience with monitoring/observability technologies.
• Experience with Open Source selling or Cloud-first / product-led sales motions is a plus.
• Experience implementing or executing formal sales methodologies (eg. COM, Value Selling, MEDDPICC).
• Proven ability to own a book of business and direct activities to exceed quarterly targets.
• English fluency required; a second European language is preferred.
• Must be located in France.

Compensation and Benefits

• In France, the OTE compensation range for this role is EUR 129,000 - EUR 154,000 (actual compensation may vary by level, experience and skillset).
• Benefits include equity, bonus (if applicable), and other benefits listed on the Grafana careers page.
• Global annual leave policy of 30 days per annum; 3 days reserved for Grafana Shutdown Days (local legislation compliance applies).
• In-person onboarding is provided.

Why You’ll Thrive at Grafana Labs

• 100% remote, global culture with opportunities to work across an open-source community.
• Scaling organization with meaningful work in a high-growth environment.
• Transparent communication, empowered teams, approachable leadership and clear career growth pathways.
• Commitment to equality, diversity and inclusion.

Other Notes

• Grafana Labs may utilize AI tools in its recruitment process to assist matching CV information to job postings; recruitment team will manually review inbound CVs.
• Compensation ranges are country-specific; candidates applying from other locations will receive market-specific ranges from their recruiter.