[All remote jobs](https://jobicy.com/jobs.md)[![Grafana Labs logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/11/42a3c42246467ec231dd876e92b63452.jpeg)](https://jobicy.com/company/grafana-labs.md)[Grafana Labs](https://jobicy.com/company/grafana-labs.md) # Director, Solutions Engineering | East | Remote Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/grafana-labs.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 280k–357k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished14 Oct 2026Apply before13 Nov 2026Listing views44Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Grafana Labs is hiring a Director of Solutions Engineering to lead and scale the East-region pre-sales engineering organization. The role partners closely with sales leadership to improve enterprise opportunity execution, win rates, team processes, enablement, and field-to-product feedback. It requires second-line solutions engineering leadership, experience scaling organizations beyond 30 employees, and deep familiarity with complex enterprise sales. Candidates should bring experience in open-source, developer-centric go-to-market motions, or observability and be prepared to engage strategically with customers in a high-growth remote environment. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior second-line leadership role requiring organizational scaling, enterprise go-to-market expertise, and strategic influence across sales, product, and technical teams. Success depends on independently building repeatable operating models while remaining actively involved in critical customer opportunities. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$318,500US market range (per year)$250k–$380k0$418.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a US OTE range of $280,000 to $357,000. Because no cadence is explicitly stated, yearly compensation is inferred from the senior US solutions-engineering leadership context and compensation magnitude. The midpoint is $318,500 per year; the estimated US market range for comparable director-level solutions engineering leadership roles is $250,000 to $380,000 yearly in total target compensation. ## Core skills Skills and capabilities most closely associated with this opportunity. [Solutions Engineering Leadership](https://jobicy.com/jobs?search_keywords=Solutions%20Engineering%20Leadership.md)[Pre-Sales Strategy](https://jobicy.com/jobs?search_keywords=Pre-Sales%20Strategy.md)[Enterprise Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales.md)[Team Scaling](https://jobicy.com/jobs?search_keywords=Team%20Scaling.md)[Sales Enablement](https://jobicy.com/jobs?search_keywords=Sales%20Enablement.md)[Go-to-Market Strategy](https://jobicy.com/jobs?search_keywords=Go-to-Market%20Strategy.md)[Observability](https://jobicy.com/jobs?search_keywords=Observability.md)[Open Source](https://jobicy.com/jobs?search_keywords=Open%20Source.md)[Customer Engagement](https://jobicy.com/jobs?search_keywords=Customer%20Engagement.md)[Technical Discovery](https://jobicy.com/jobs?search_keywords=Technical%20Discovery.md)[Opportunity Management](https://jobicy.com/jobs?search_keywords=Opportunity%20Management.md)[Cross-Functional Leadership](https://jobicy.com/jobs?search_keywords=Cross-Functional%20Leadership.md)[Sales Playbooks](https://jobicy.com/jobs?search_keywords=Sales%20Playbooks.md)[Talent Development](https://jobicy.com/jobs?search_keywords=Talent%20Development.md) Sample interview questionsHow have you scaled a Solutions Engineering organization while maintaining quality and consistency?I start by defining a clear coverage model, management layers, role expectations, and measurable outcomes such as technical win rate, ramp time, and customer engagement quality. I then build repeatable hiring, onboarding, coaching, and deal-review processes that allow growth without relying on individual heroics. How do you partner with sales leadership on complex enterprise opportunities? I establish joint account planning and clear ownership between account executives and solution engineers early in the sales cycle. For strategic deals, I facilitate executive alignment, technical validation plans, value messaging, and risk reviews so the team can address customer concerns before they become blockers. What metrics would you use to assess the health of a Solutions Engineering team? I would balance business metrics, including win rate, technical win rate, pipeline influence, and sales-cycle duration, with operational measures such as capacity, ramp time, attrition, and manager span. I would also use qualitative feedback from customers, sales partners, and product teams to ensure the metrics reflect sustainable performance. How would you incorporate field feedback into product and go-to-market strategy? I would create a structured feedback loop that distinguishes isolated requests from recurring market patterns. By combining deal insights, competitive themes, product gaps, and customer outcomes, I can present prioritized recommendations to product and GTM leaders with evidence of revenue impact and customer urgency. How do you lead effectively in a fast-paced, remote organization? I set clear outcomes, decision rights, and communication rhythms while giving leaders autonomy over execution. I use regular one-on-ones, operating reviews, written updates, and purposeful team gatherings to maintain alignment, surface risks quickly, and preserve an inclusive culture across distributed teams. Opportunity details ## About this role. Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, 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](http://grafana.com) and follow us on [LinkedIn](https://www.linkedin.com/company/grafana-labs/) and [X](https://twitter.com/grafana). 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. As the Director, Solutions Engineering, East for Grafana Labs, you will be responsible for all aspects of building and managing a team of high-performing Solution Engineers. 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. You will help grow the East SE organization to 20+ SE’s and ensure we are prepared to scale the SE org across multiple products, industries, segments, and GTM motions. Paired with 3 Sales RVPs, 9 Sales RSDs, 47 AEs, 4 SEMs, 25 SEs, you will help evolve repeatable processes, playbooks, job architectures, enablement, and other programs needed to achieve this scale and increase win rates. You will be expected to be a thought leader, internally and externally, and ensure that feedback from the field makes 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 counterparts 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 * Ideally Located on the East Coast of the US * At least 2 years of experience in 2nd line SE leadership * Experience scaling teams to over 30+ employees * Proven success working in a fast-paced, high growth startup environment * Experience working in open source, developer-centric GTM motions, or observability * Extensive experience with complex, enterprise sales In the US, the OTE compensation range for this role is $280,000 – $357,000. 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](https://grafana.com/about/careers/#jobs). *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. *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 utilize 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](https://grafana.com/legal/applicant-and-candidate-privacy-policy/). 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