Director, Solutions Engineering | EMEA | Remote

About Grafana Labs

Grafana Labs is a remote-first, open-source powerhouse with over 20 million users of its visualization tool, Grafana, globally. The company supports over 3,000 organizations, including major financial institutions and tech companies, with its observability solutions like the Grafana LGTM Stack. Grafana Labs is known for its rapid growth, open-source legacy, collaborative global culture, and passion for meaningful work, fostering an innovation-driven environment built on transparency, autonomy, and trust.

The Opportunity

As the Director of Solutions Engineering for the EMEA region, you will lead and manage a team of high-performing Solution Engineers. Your responsibilities include:

• Owning the regional build-out in collaboration with sales leaders, adapting existing OSS GTM strategies and developing new ones.
• Partnering with Customer Experience teams to ensure customer success post-sale through professional services, support, training, and customer success initiatives.
• Collaborating with marketing to drive community and adoption programs for both OSS and commercial/cloud versions of Grafana products.
• Working closely with Product Management and Engineering to influence the roadmap based on customer and team feedback, leveraging your expertise in the Monitoring and Observability space.
• Achieving and exceeding regional financial targets to contribute to company goals.

What You'll Be Doing

• Attracting, recruiting, onboarding, and mentoring a diverse team of Presales Solution Engineers.
• Leading with a servant-based leadership approach, adopting a player/coach mentality to balance field responsibilities with team needs, focusing on mentoring and career development.
• Directing day-to-day work based on leadership guidance, owning regional planning, actions, and outcomes.
• Partnering with EMEA Sales leadership on customer programs, marketing initiatives, and community/company events to drive adoption and expansion.
• Providing executive sponsorship for key regional accounts and acting as a thought leader for customers and the company in EMEA.
• Understanding key customers' adoption strategies for Grafana technologies and developing programs and collateral to support them.
• Ensuring customer requirements are met by collaborating with Product Management and Engineering, prioritizing their time with a data-driven approach.
• Owning and reporting on team performance, including demonstrations, technical deep dives, trials, and Proofs of Value (POVs).
• Identifying and driving enablement and co-selling initiatives with channel partners (local, geo, and global, including RSI's and GSI's).

What Makes You a Great Fit

• Experience leading a team and 5-10 years in the high-tech industry in roles such as Developer, Architect, Sales Engineer/Architect, or Manager.
• Proven success in a fast-paced, high-growth, remote-first startup environment.
• Demonstrated track record of mentoring, developing people, and managing performance, including successfully mentoring individual contributors.
• Experience with Open Source selling or Product-Led Sales go-to-market motions is a significant plus.
• Direct experience implementing or executing formal sales methodologies (e.g., Challenger Sale, Value Selling) and qualification frameworks (e.g., MEDDPICC).
• Direct experience selling monitoring, data, or visualization products.
• Proven ability to own a book of business and direct personal and team initiatives to exceed quarterly targets.

Bonus Points For

• Strong understanding of observability solutions, with Grafana, Prometheus, and Loki experience being a plus.

Compensation & Rewards

In Germany, the On-Target Earnings (OTE) for this role range from EUR 200,000 to EUR 241,800. Actual compensation will depend on factors like level, experience, and skillset. All roles include Restricted Stock Units (RSUs) to provide team members with ownership in Grafana Labs' success. Compensation ranges are country-specific; your recruiter will discuss your local market's pay range and benefits.

Why You'll Thrive At Grafana Labs

• 100% Remote, Global Culture: Talent from around the world united by collaboration and shared purpose.
• Scaling Organization: Engage in meaningful work within a high-growth, evolving environment.
• Transparent Communication: Open decision-making and regular company-wide updates.
• Innovation-Driven: Autonomy and support to execute effectively and explore new ideas.
• Open Source Roots: Work within a community-driven culture.
• Empowered Teams: A high-trust, low-ego environment valuing outcomes.
• Career Growth Pathways: Defined opportunities for professional development.
• Approachable Leadership: Transparent, involved, and visible executives.
• Passionate People: Join a team of smart, supportive individuals dedicated to their work.
• In-Person Onboarding: Comprehensive onboarding with fellow new hires ('Grafanistas').
• Balance is Key: 30 days of global annual leave, including 3 reserved Grafana Shutdown Days for disconnection (local legislation compliance assured).

Equal Opportunity Employer

Grafana Labs is committed to recruiting, training, compensating, and promoting individuals without regard to race, religion, color, national origin, gender, disability, age, veteran status, or any other characteristic that makes individuals unique. We believe equality and diversity are foundational to building a strong organization.

Note: Grafana Labs may use AI tools in recruitment to match CV information with job postings, but all inbound CVs are manually reviewed. Please refer to our privacy policy for details on personal data usage.