Americas Senior Director, Solutions Engineering (Remote)

Grafana Labs; Philippines; Remote; PHP 20,841,064 - 26,283,241; Full time

Job summary

Grafana Labs is seeking a Senior Director, Solutions Engineering for the Americas. You will build and lead a remote team of presales engineers, own the region's technical sales strategy, and partner with cross-functional teams to drive adoption and expansion across the customer base.

You are a hands-on leader who engages in demos, deep-dives, and objections, while mentoring the team to exceed quarterly targets in a fast-growing remote-first environment.

Qualifications

• 3+ years in a Director-level role leading a team, plus 5–10 years in high tech in technical roles.
• Hands-on approach to the technology; stay current on the product and demos.
• Experience selling monitoring, data, or visualization products; credible with engineering and executive buyers.
• Track record in 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., MEDDPICC or similar).
• A track record of owning a book of business and directing work to exceed quarterly targets.
• Open-source selling or cloud-first/PLG go-to-market is a plus.

Responsibilities

• Recruit, ramp, and mentor a team of presales SE leaders and ICs from diverse backgrounds, balancing hands-on fieldwork with team leadership.
• Know 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 forecasting cadence with the team.
• Act as executive sponsor for key accounts and support evaluations, demos, deep dives, and POVs.
• Work with Sales leadership on customer programs and events that drive adoption and expansion.
• Partner with Product and Engineering to represent customer needs and prioritize based on data.
• Build programs and collateral to help key customers succeed in adopting our technology.
• Identify and enable channel partners at local, geo, and global level.
• Hold quarterly career conversations and manage performance across the team.
• Share insights from the field to influence internal process and product direction.

Skills

Leadership

Hands-on technology

Technical credibility with engineers

Remote/startup experience

Mentoring & performance

Sales methodology (MEDDPICC)

Book of business

Open-source/Cloud GTM

Job description

Grafana Labs is seeking a Senior Director, Solutions Engineering for the Americas. You will build and lead a remote team of presales engineers, own the region's technical sales strategy, and partner with cross-functional teams to drive adoption and expansion across the customer base.

You are a hands-on leader who engages in demos, deep-dives, and objections, while mentoring the team to exceed quarterly targets in a fast-growing remote-first environment.