Senior Director, Solutions Engineering | Americas | Remote at Grafana Labs
- Remote.
Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at [website removed] and follow us on LinkedIn and X. We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do. You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity. 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. 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. …