解决方案工程总监（东部）
Director, Solutions Engineering (East)
Grafana Labs 是 Grafana Cloud 的开发公司，Grafana Cloud 是一个完全托管的可观测性平台，被超过 10,000 家机构信赖，以确保可靠性、更快地解决事件，并在大规模下优化遥测数据。基于开源和开放标准，设计用于跨任何堆栈的互操作性，Grafana Cloud 将人工智能引入可观测性，并将可观测性引入人工智能，使团队（及其代理）获得统一的可见性，以便他们可以查看、理解并对其分散的数据采取行动，无论这些数据存储在哪里，并以他们的雄心壮志的速度前进。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 等领先投资者支持。了解更多请访问 [grafana.com](http://grafana.com)，并在 [LinkedIn](https://www.linkedin.com/company/grafana-labs/) 和 [X](https://twitter.com/grafana) 上关注我们。
我们正在快速扩张，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。如果这个职位让你兴奋，我们很期待你参与，这可能是一个真正改变职业生涯的机会。
作为 Grafana Labs 的 **东区解决方案工程总监**，你将负责组建和管理一支高绩效解决方案工程师团队的各个方面。你需要成为组织文化的旗帜传递者，体现 AE 和 SE 角色之间强大合作与协作的典范。你将帮助东区 SE 团队增长到 20 多人，并确保我们准备好在多个产品、行业、细分市场和 GTM 动作中扩展 SE 团队。
与 3 名销售副总裁、9 名销售区域销售总监、47 名高级销售代表、4 名销售经理、25 名解决方案工程师一起，你将帮助发展可重复的过程、手册、岗位架构、赋能和其他项目，以实现这种规模并提高胜率。你将被期望成为内部和外部的思想领袖，并确保来自一线的反馈能够进入产品和 GTM 策略中。我们理想的候选人是那种热衷于亲自参与并协助 VP of Sales 推动机会的人。
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](http://grafana.com) and follow us on [LinkedIn](https://www.linkedin.com/company/grafana-labs/) and [X](https://twitter.com/grafana).
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 the **Director, Solutions Engineering, East** for Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Solution Engineers. You will be asked to be a cultural flag carrier for the organization and embody what strong partnership and collaboration looks like across AE and SE roles. You will help grow the East SE organization to 20+ SE’s and ensure we are prepared to scale the SE org across multiple products, industries, segments, and GTM motions.
Paired with 3 Sales RVPs, 9 Sales RSDs, 47 AEs, 4 SEMs, 25 SEs, you will help evolve repeatable processes, playbooks, job architectures, enablement, and other programs needed to achieve this scale and increase win rates. You will be expected to be a thought leader, internally and externally, and ensure that feedback from the field makes its way into the product and GTM strategy. Our ideal candidate is someone who is passionate about getting personally involved and helping to drive opportunities alongside the VP of Sales counterparts
**Key Responsibilities:**
- Culture carrier who values the team over the individual and values; getting to the right answer is more important than being right
- Help to drive and advise on key opportunities alongside the VP of Sales
- Defaults to teamwork and collaboration; strong cross-functional relationship builder
- Sensitivity and appreciation for open source and the bottom up motion
- Willing, excited, and able to engage with customers strategically
- Flexible, but not afraid of a healthy debate -- brings a strong point of view, but open to considering alternatives
**Requirements**
- Ideally Located on the East Coast of the US
- At least 2 years of experience in 2nd line SE leadership
- Experience scaling teams to over 30+ employees
- Proven success working in a fast-paced, high growth startup environment
- Experience working in open source, developer-centric GTM motions, or observability
- Extensive experience with complex, enterprise sales
In the US, the OTE compensation range for this role is $280,000 - $357,000. 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](https://grafana.com/about/careers/#jobs).
_*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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_For information about how your personal data is used once you’ve applied to a job, check out our [privacy policy](https://grafana.com/legal/applicant-and-candidate-privacy-policy/)._