Manager, Solutions Engineering | NorBen | Remote

Embedded Shishya; Netherlands; Remote; EUR 145,000 - 172,000; Full time

Benefits offered by this job

Equity

Bonus

Other benefits

Job summary

Grafana Labs is seeking a Manager of Solutions Engineering for the NEMEA region. You will build and lead a high-performing team of presales engineers, collaborate with sales, marketing, Product and Engineering to drive adoption of Grafana products, and ensure regional targets are met through strategic programs and strong leadership.

The role emphasizes remote-first collaboration, mentoring, and cross-functional influence across Global GTM and OSS initiatives.

Qualifications

• 5–10 years in high-tech leadership roles.
• Remote-first startup experience.
• Proven mentoring and people-development track record.
• Open Source or Cloud-first product selling experience.
• Familiar with formal sales methodologies (e.g., MEDDPICC).
• Experience selling monitoring/data/visualisation products.
• Ability to own a book of business and exceed quarterly targets.
• English fluency required; second European language preferred.
• Based in the Netherlands.

Responsibilities

• Attract, recruit, ramp and mentor a team of presales SEs.
• Lead with servant-based leadership; balance field duties with team needs.
• Mentor and develop careers for long-term success.
• Direct day-to-day work per leadership guidance; manage region planning and outcomes.
• Partner with Benelux/NEMEA Sales on programs, marketing and events.
• Provide executive sponsorship for key regional accounts.
• Be a thought leader for customers and Grafana in EMEA.
• Align customer adoption strategies with Product Management and Engineering.
• Oversee quarterly cadence of team demos, trials and POVs.
• Drive enablement and sell with/through channel partners in region.

Skills

Team leadership

Mentoring

Open source selling

Cloud-first sales

Sales methodology

Value selling

MEDDPICC

Monitoring products

Book of business

English fluency

Tools

None

Job description

About Grafana Labs

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud's actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimise their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re 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.

Role Overview

As a Manager of Solutions Engineering for the NEMEA region at Grafana Labs, you will be responsible for all aspects of building and managing a team of high performing Solution Engineers. You will own the regional build-out with your sales leader counterparts, adopting existing OSS Specific GTM strategies and developing new ones as needed. You’ll work with your Customer Experience counterparts to ensure that your customers are successful after the sale, in their adoption and rollout of Grafana products through professional services, support, training and customer success. You’ll work with marketing to drive community and adoption programs in the region designed to broaden the adoption of both OSS and commercial/cloud versions of our products. You’ll also work closely with Product Management and Engineering to ensure that we are constantly delivering value to our customers by influencing the roadmap, based on your customers and team feedback, as well as leveraging your own experience in the Monitoring and Observability space. All of this will be required for you to hit and then exceed your region's financial targets and ultimately, our company's goals. Your impact will be felt globally when the job is done well.

What you’ll be Doing:

• Attract, recruit, ramp and mentor a team of great Presales SE’s from diverse backgrounds and experiences.
• Get the best out of your team with a servant based leadership approach.
• Adopting a player/coach mentality will be critical here, ensuring that you balance your field responsibilities with the needs of your team.
• Mentoring and career development will be critical to your team's success over the long term.
• Direct the bulk of your day to day work based on guidance and goals from leadership, owning the planning, actions and outcomes of the region.
• Partner with the Benelux / NEMEA Sales leadership on customer programs, marketing initiatives and community/company events to drive adoption and expansion within our customer base.
• Executive sponsorship of key accounts in the region will be key to your success.
• Being a thought leader/partner to your customers and the company within EMEA.
• Understanding your key customers’ strategies for adoption of Grafana technologies and developing programs and collateral to enable them to be successful.
• Ensure that your customers’ requirements are being met with our product through partnership with Product Management and Engineering, helping them prioritise their team's time with a data-driven approach to wins/losses/needs vs wants, etc.
• Own and report on the quarter over quarter cadence of your team while they help prospects evaluate our software with demonstrations, technical deep dives, trials and POVs.
• Find and drive enablement and sell with/through channel partners in the region, both at a local, geo and global level with both RSI’s and GSI’s.

What Makes you a Great Fit:

• Some experience leading a team, 5-10 years in the high tech industry having held roles such as Developer, Architect, Sales Engineer/Architect, Manager, etc.
• Proven success working in a fast-paced, high growth startup environment that is remote-first.
• Proven track record of mentoring, developing people and managing performance over time.
• Has successfully mentored individual contributors.
• Open Source selling or Cloud first/Product led sales go to market motion a big plus.
• Direct experience implementing and/or executing a formal sales methodology, eg COM, Value selling, qualification frameworks like MEDDPICC.
• Direct experience selling monitoring/data/visualisation products.
• Proven ability to own a book of business, direct your own and your team's work and initiatives to exceed your quarterly targets.
• English fluency required, and a second European language is preferred.
• Located in the Netherlands.
• In the Netherlands, the OTE compensation range for this role is EUR 145,000 - EUR 172,000. 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 on our careers page.

Location & Compensation

• Located in the Netherlands
• In the Netherlands, the OTE compensation range for this role is EUR 145,000 - EUR 172,000. 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 on our careers page.
• #LI-Remote *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 utilise 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. #LI-Remote For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.