Manager, Solutions Engineering | West Coast | Remote

grafanalabs; United States; Hybrid; USD 180,000 - 270,000; Full time

Benefits offered by this job

Fully remote work

Equity participation

In-person onboarding

Career development opportunities

Job summary

grafanalabs is seeking a regional solutions engineering leader on the U.S. West Coast to recruit, grow, and lead a presales team while staying hands-on in key opportunities with enterprise customers.

You will partner with sales to expand regional coverage, guide technical evaluations, and sponsor executive relationships while shaping product direction through customer insight and field feedback.

Qualifications

• Experience leading, coaching, or managing presales or solutions engineering professionals.
• Strong customer-facing communication skills and comfort engaging executive stakeholders.
• Ability to balance player/coach responsibilities, regional planning, and direct field involvement.
• Experience with enterprise software evaluations, technical workshops, demonstrations, or proof-of-value processes.

Responsibilities

• Recruit, onboard, develop, and retain a high-performing team of presales solutions engineers with varied backgrounds.
• Coach team members while remaining hands-on in opportunities, executive relationships, demonstrations, workshops, discovery, and technical validation.
• Work with sales leadership to plan regional coverage, build pipeline, support new-logo activity, and achieve financial targets.
• Lead executive sponsorship for strategic accounts and act as a trusted technical thought partner for customers and internal teams.
• Coordinate with marketing on community programs, awareness initiatives, and regional events that encourage adoption.
• Partner with customer experience, product management, and engineering to support successful adoption and influence roadmap priorities.
• Establish operating cadence and report on team performance, account plans, proof-of-value work, and mutual customer plans.

Skills

Presales leadership

Executive communication

Regional planning

Coaching

Job description

Role overview

Manage and grow a regional solutions engineering function supporting enterprise customers on the West Coast. The role combines people leadership with direct customer engagement: recruiting and coaching presales engineers, partnering with sales on regional growth, guiding technical evaluations, and feeding customer insight back into product and engineering teams.

Responsibilities

• Recruit, onboard, develop, and retain a high-performing team of presales solutions engineers with varied backgrounds.
• Coach team members while remaining hands-on in important opportunities, executive relationships, demonstrations, workshops, discovery, and technical validation.
• Work with sales leadership to plan regional coverage, build pipeline, support new-logo activity, and achieve financial targets.
• Lead executive sponsorship for strategic accounts and act as a trusted technical thought partner for customers and internal teams.
• Coordinate with marketing on community programs, awareness initiatives, and regional events that encourage adoption.
• Partner with customer experience, product management, and engineering to support successful adoption and influence roadmap priorities.
• Establish operating cadence and report on team performance, account plans, proof-of-value work, and mutual customer plans.

Requirements

• Located on the U.S. West Coast.
• At least 5 years of experience in the technology industry.
• Experience leading, coaching, or managing presales or solutions engineering professionals.
• Strong customer-facing communication skills and comfort engaging executive stakeholders.
• Ability to balance player/coach responsibilities, regional planning, and direct field involvement.
• Experience with enterprise software evaluations, technical workshops, demonstrations, or proof-of-value processes.
• Understanding of monitoring, observability, open-source software, or related infrastructure technologies.

Benefits and work setup

• Fully remote work in a globally distributed organization.
• Approximately 30 days of annual leave, including designated company shutdown days where applicable.
• Equity participation may be included as part of the overall compensation package.
• In-person onboarding is expected for new employees.
• Opportunities for career development in a high-growth, transparent, autonomy-focused environment.