Senior Manager, Field Engineering

Details

Grafana Labs is a remote-first, open-source company with more than 20M users of Grafana. The company helps organizations manage observability with the Grafana stack, including Grafana Cloud and the self-managed Grafana Enterprise Stack, featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo). Grafana Labs values transparency, autonomy, and trust and seeks candidates who will contribute to a global collaborative culture.

Responsibilities

• Build and manage a high-performing Field Engineering team that acts as solution SMEs for Grafana and accelerates the path to technical wins.
• Attract, recruit, ramp, mentor, and develop Field Engineers from diverse backgrounds.
• Coach individuals with an emphasis on continuous development and managing performance over time.
• Balance team workload across account engagement, project development and maintenance, engineering engagement, competitive intelligence, conferences and enablement.
• Own planning, actions and outcomes of the team in alignment with leadership goals.
• Partner with Sales leadership on top-of-funnel programs, marketing initiatives and community/company events to drive awareness and demand.
• Collaborate with Solutions Engineering to gather requirements and maintain a comprehensive demo environment.
• Work with Product Management and Engineering to influence the roadmap based on field feedback and customer requirements.
• Oversee customer evaluation activities including discovery, demonstrations, stakeholder interviews, workshops, technical validation, POVs and Mutual Account Plans.
• Report on quarter-over-quarter cadence and team outcomes.

Requirements

• 10+ years in the high tech industry in roles such as Developer, Sales Engineer/Architect, SRE, Manager, etc.
• 5+ years of people management experience in a sales organization.
• Demonstrated experience mentoring, developing people and managing performance over time.
• Direct experience selling monitoring, data or visualization products.
• Experience with open source selling or cloud-first / product-led go-to-market motions is a strong plus.
• Experience implementing and/or executing a formal sales methodology (e.g., Command of the Message) and qualification frameworks like MEDDPICC.
• Experience with complex, enterprise sales.
• DevOps experience (IaC, CI/CD, GitHub Actions) is a plus.

Compensation & Rewards

• In the United Kingdom, the OTE compensation range for this role is GBP 143,000 - GBP 171,000.
• Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process.
• All roles include Restricted Stock Units (RSUs).

Why You’ll Thrive at Grafana Labs

• 100% remote global culture and remote-first company.
• Scaling organization with opportunity to tackle meaningful, high-impact work.
• Transparent communication and approachable leadership.
• Autonomy to ship work and innovate.
• Built on open source roots and community-driven values.
• In-person onboarding and a global annual leave policy (30 days per annum, with 3 reserved for Grafana Shutdown Days).

Equal Opportunity

Grafana Labs recruits, trains, compensates and promotes regardless of race, religion, color, national origin, gender, disability, age, veteran status, and other characteristics. The company may utilize AI tools to assist in recruitment, with manual review of CVs by the recruitment team.