高级总监，解决方案工程 | 美洲 | 远程
Senior Director, Solutions Engineering | Americas | Remote
Grafana Labs 是 Grafana Cloud 的开发公司，Grafana Cloud 是一个由超过 10,000 家组织信赖的全托管可观测性平台，用于确保可靠性、更快地解决事件并大规模优化遥测数据。Grafana Cloud 基于开源和开放标准构建，设计用于跨任何技术栈的互操作性，将人工智能带入可观测性，并将可观测性带入人工智能，使团队（及其代理）获得统一的可见性，以便在任何地方查看、理解并采取行动处理所有分散的数据，并以他们抱负的速度前进。包括 Anthropic、Bloomberg、NVIDIA、Microsoft 和 Salesforce 在内的客户依赖于 Grafana Labs。我们是一家 100% 远程办公的公司，团队成员遍布 40 多个国家，由 Lightspeed Venture Partners、Sequoia Capital、GIC、Coatue、J.P. Morgan、CapitalG 和 Lead Edge Capital 等领先投资机构支持。请访问 grafana.com 了解更多信息，并关注我们的 LinkedIn 和 X。
我们正在快速扩展，同时坚持我们与众不同的核心：开源传统、全球协作文化以及对有意义工作的热情。我们的团队在一个以创新为驱动的环境中蓬勃发展，透明度、自主性和信任推动着我们所做的每一件事。
你可能并不完全符合所有要求，这没关系。如果这个职位让你感到兴奋，我们很期待你主动参与，这可能是一次真正改变职业生涯的机会。
作为美洲地区的高级总监，解决方案工程，你将组建并领导一支高绩效的解决方案工程师团队。你将与销售领导团队共同制定该地区的技术销售策略，并与客户体验、市场、产品和工程团队合作，推动客户采用、留存和增长。
这是一个面向技术领导者的职位，而不是远离产品的管理人员。你应该足够热爱技术，当交易需要时，能够亲自进行演示或处理棘手的技术异议。
你将负责
- 从多样化背景中招募、培训并指导预销售 SE 领导者和专家，平衡现场工作与团队管理。
- 熟悉我们的产品和演示，能够直接参与客户对话并推动交易进展。
- 负责该地区的数字指标（ARR、NRR、管道覆盖、预测准确性），并与团队保持一致的预测节奏。
- 作为关键客户的高管赞助人，支持团队的评估、演示、深入分析和观点展示。
- 与销售负责人合作
查看英文原文
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 grafana.com 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.
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.
*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 & benefits at the beginning of the 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 & benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
- 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
- Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
- Transparent Communication – Expect open decision-making and regular company-wide updates.
- Innovation-Driven – Autonomy and support to ship great work and try new things.
- Open Source Roots – Built on community-driven values that shape how we work.
- Empowered Teams – High trust, low ego culture that values outcomes over optics.
- Career Growth Pathways – Defined opportunities to grow and develop your career.
- Approachable Leadership – Transparent execs who are involved, visible, and human.
- Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
- In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
- Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
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