Senior Director, Solutions Engineering | Americas | Remote

at Grafana Labs

📍 United States

USD 337,000-425,000 per year

SENIOR

✅ Remote

Tech Stack
Tag name is followed by "@" symbol and proficiency level value. About proficiency levels:

1-2 — basic awareness. Minimal hands-on experience, and a rudimentary understanding of the technology's purpose;

3-6 — daily use. Comfortable and regular usage, capable of handling common tasks and challenges related to the technology;

7-9 — you are an expert, you can teach others, you know all the pitfalls and tricks;

10 — exceptional knowledge, comprehensive understanding, and adeptness in all aspects of the technology, including advanced problem-solving. Think twice before claiming or demanding such level.

Grafana @ 7 Leadership @ 4 Marketing @ 4 Mentoring @ 4

Details

As Senior Director, Solutions Engineering for the Americas, you will build and lead a team of high-performing Solutions Engineers. You will own the region's technical sales strategy alongside sales leadership and partner with Customer Experience, Marketing, Product, and Engineering to drive adoption, retention, and expansion across the customer base.

This role is suited to technical leaders who remain closely involved with the product, including participating in demos and handling complex technical objections.

Responsibilities

Recruit, ramp, and mentor presales Solutions Engineering leaders and individual contributors from diverse backgrounds.
Balance hands-on fieldwork with team leadership.
Maintain deep knowledge of Grafana products and demos to participate directly in customer conversations.
Own regional metrics including ARR, NRR, pipeline coverage, and forecast accuracy.
Run a consistent forecasting cadence with the team.
Act as executive sponsor for key accounts and support evaluations, demos, deep dives, and proofs of value (POVs).
Partner with Sales leadership on customer programs and community or company events that drive adoption and expansion.
Work with Product and Engineering to represent customer needs and prioritize based on data.
Build programs and collateral to help key customers adopt the technology successfully.
Identify and enable channel partners at local, regional, and global levels.
Hold quarterly career conversations, set clear 30/60/90-day onboarding expectations, and manage team performance.
Bring field insights into internal processes and product direction and share learnings across the organization.

Requirements

At least 3 years of experience in a Director-level role leading a team.
5–10 years of experience in high-tech technical roles such as Developer, Architect, Sales Engineer or Architect, or Manager.
A hands-on approach to technology, including direct involvement in demos, deep dives, and proofs of value.
Experience selling monitoring, data, or visualization products, with sufficient technical depth to engage 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 such as Command of the Message, value selling, MEDDPICC, or similar qualification frameworks.
A track record of owning a book of business and directing team activities to exceed quarterly targets.
Open-source selling or cloud-first/product-led growth (PLG) go-to-market experience is a plus.

Benefits

Equity and bonus, if applicable.
100% remote, global culture.
In-person onboarding.
Global annual leave policy of 30 days per annum, including 3 Grafana Shutdown Days.
Career growth pathways.
Transparent communication, empowered teams, and an innovation-driven environment.