Manager, Solutions Engineering

Grafana Labs is the company behind Grafana Cloud, a fully managed observability platform trusted by more than 10,000 organizations. 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.

As a Manager of Solutions Engineering for the NEMEA region, you will be responsible for building and managing a team of high-performing Solution Engineers. You will own the regional build-out with sales leadership, adopt existing OSS-specific GTM strategies, and develop new ones. You will work with Customer Experience counterparts to ensure customer success, with marketing to drive community and adoption programs, and with Product Management and Engineering to influence the roadmap based on customer and team feedback. You will be responsible for hitting and exceeding your region's financial targets.

• Attract, recruit, ramp, and mentor a team of presales SEs from diverse backgrounds.
• Adopt a player/coach mentality, balancing field responsibilities with team needs.
• Direct day-to-day work based on leadership guidance, owning planning, actions, and outcomes for the region.
• Partner with Benelux/NEMEA Sales leadership on customer programs, marketing initiatives, and community events.
• Provide executive sponsorship of key accounts in the region.
• Understand key customers' strategies for adopting Grafana technologies and develop programs and collateral.
• Ensure customer requirements are met through partnership with Product Management and Engineering.
• Own and report on quarter-over-quarter cadence while helping prospects evaluate software with demos, technical deep dives, trials, and POVs.
• Drive enablement and sell with/through channel partners at local, geo, and global levels.

• Some experience leading a team, 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 startup environment that is remote-first.
• Proven track record of mentoring, developing people, and managing performance.
• Open Source selling or Cloud first/Product-led sales GTM motion is a big plus.
• Direct experience implementing a formal sales methodology (e.g., COM, Value selling, MEDDPICC).
• Direct experience selling monitoring/data/visualisation products.
• Proven ability to own a book of business and exceed quarterly targets.
• English fluency required; 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. Benefits include equity, bonus (if applicable), and other benefits listed on the careers page. Compensation ranges are country-specific.

• 100% Remote, Global Culture
• Scaling Organization
• Transparent Communication
• Innovation-Driven
• Open Source Roots
• Empowered Teams
• Career Growth Pathways
• Approachable Leadership
• Passionate People
• In-Person onboarding
• Balance is Key - 30 days annual leave per annum, with 3 days reserved for Grafana Shutdown Days.

Grafana Labs is an equal opportunity employer.