As the Senior Director, Solutions Engineering USA for Grafana Labs, you will be responsible for all aspects of building and managing a global team of high-performing Solution Engineers, the technical counterparts to our sales teams. More specifically, 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, as well with other teams and functions. In close partnership with sales, grow the SE organization to 150+ and ensure we are prepared to scale the SE org alongside the introduction and growth of multiple products, industries, segments, and GTM motions. Evolve repeatable processes, playbooks, job architectures, enablement, and other programs needed to achieve this scale and increase win rates. Be a thought leader - internally and externally - and scale thought leadership across the team and the organization. Translate thought leadership into action with sales and customer experience to ensure that feedback from the field is making 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.

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

Experience of scaling from $250m ARR to $1B ARR+
Experience scaling teams to over 100+ employees
Proven success working in a fast-paced, high growth startup environment
Experience working in open source, developer-centric GTM motions, or monitoring observability
Extensive experience with complex, enterprise sales
Located in USA

In the United States, the OTE compensation range for this role is $318,000 - $381,000 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.

About Grafana Labs: There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).

Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.

Equal Opportunity Employer: At Grafana Labs we're building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways.

We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we're working hard to make sure that's the foundation of our organization as we grow.

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Summary
Company name: Grafana Labs
Remote job title: Senior Director, Solutions Engineering, USA
Job tags: Enterprise Sales, Observability, Marketing Strategy