# Senior Director, Solutions Engineering | Americas | Remote

**Company:** [Grafana Labs](https://hotfix.jobs/companies/grafana-labs)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** $337k – $425k/yr
**Experience:** 8+ years
**Skills:** Solutions Engineering, Technical Sales, monitoring tools, Data Visualization, Open Source, cloud platforms, Sales Methodology, MEDDPICC, Forecasting, channel partners
**Posted:** 2026-07-24

> Lead and build a team of Solutions Engineers for the Americas at Grafana Labs. Own regional technical sales strategy, drive adoption and expansion, act as executive sponsor for key accounts, and partner cross-functionally while staying hands-on with product demos and customer engagements. Requires 8+ years technical experience including 3+ years as Director.

## Job Description

## What You'll Do

- 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.

## What You Bring

- 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

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. Benefits include equity, bonus (if applicable) and other benefits listed here.

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