Senior Director, Solutions Engineering | Americas | Remote

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries.

About the role

As Senior Director, Solutions Engineering for the Americas, you'll build and lead a team of high-performing Solutions Engineers. You'll own the region's technical sales strategy alongside your sales leadership counterparts, and partner with Customer Experience, Marketing, Product, and Engineering to drive adoption, retention, and expansion across our customer base. This is a role for technical leaders, not people managers who stay at arm's length from the product. You should enjoy the technology enough to jump into a demo or handle a tough technical objection yourself when a deal needs it.

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.

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

Pay

In the US, the OTE compensation range for this role is $337,000 - $425,000. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range and benefits at the beginning of the process.

Benefits

• Equity and bonus (if applicable)
• 100% remote, global culture
• 30 days annual leave, including 3 Grafana Shutdown Days (complies with local legislation where applicable)
• In-person onboarding
• Transparent communication and open decision-making
• Innovation-driven environment with autonomy and support
• Open-source roots and community-driven values
• Empowered teams with a high-trust, low-ego culture
• Defined career growth pathways
• Approachable leadership