Sales Operations Manager - Solutions Engineer (Remote, USA)

  • Grafana Labs
  • United States
  • 05 Jul, 2024

Job Description

Grafana’s GTM organization is looking for a Manager of Sales Operations, to partner with our Solutions Engineering team. Reporting to our Senior Director of Field Operations, you will work with the Solutions Engineering leadership to drive planning for their organization, scale their operational capabilities, and run special GTM projects that require collaboration across the Sales organization. To be successful, you will be able to operate in an unstructured, fast paced environment as you help build the foundations for future growth. 

Key Responsibilities

  • Establish standard reports, dashboards, and tools to analyze business performance of the Solutions Engineering organization, help set operational targets, and own annual planning across the Solutions Engineering organization.
  • Drive requirements and implementation of operational processes, policy, strategies, and business cadences. 
  • Work with Analytics and Business Systems teams to build scalable solutions.
  • Work with Global and Regional Solutions Engineering and Sales leaders on special programs to establish processes for collaboration and success metrics. Programs will include customer handoff processes, Global Accounts Programs, and Win/Loss reviews.
  • Act as the subject matter expert on process for the Solutions Engineering organization and serve as an extended team member in cross functional programs.


  • 5+ years of experience with GTM organizations in strategy and operations, consulting or a similar role focused on strategy development, process optimization, and team leadership. Experience with Enterprise Sales or GTM organization and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and sales processes including the POVs and BVAs
  • 3+ years of SQL experience: writing complex yet efficient SQL, including CTEs and window functions
  • 1+ year of Data Visualization Experience with tools like Tableau, Looker, Mode Analytics, Sisense
  • Deep understanding of Salesforce functionality and design. Ability to build reports and dashboards required. Do not need an admin certification, but should have extensive experience partnering with a Tech and Tools team to build requirements, design flows, and roll out processes. 
  • Demonstrated track record of strategic thinking and cross functional project management work – ability to manage multiple stakeholders with differing requirements and prioritize appropriately for business outcomes.
  • Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis.
  • High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation.
  • Team player with strong interpersonal skills and ability to take a leadership role.
  • We are a remote first company so you should be experienced and skilled at working remotely with an international team.

A plus if you have the following

  • Previous experience in open source.
  • Understanding of SaaS consumption business metrics with concepts like committed revenue and flexible consumption pricing.

What you’ll bring to the role

You are an entrepreneurial and industrious leader that thrives collaborating with teammates that challenge you to grow every day. Your background in Sales/GTM gives you the confidence to hit the ground running to quickly add value and rigor to Grafana’s field teams. You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders.  You prioritize those things that are important and urgent (instead of just doing more).

In the United States, the OTE compensation range for this role is $150,000 - 179,000 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 on our careers page.

About Grafana Labs: There are more than 20M users of Grafana, the open source visualization tool, around the globe, monitoring everything from beehives to climate change in the Alps. The instantly recognizable dashboards have been spotted everywhere from a NASA launch and Minecraft HQ to Wimbledon and the Tour de France. Grafana Labs also helps more than 3,000 companies -- including Bloomberg, JPMorgan Chase, and eBay -- manage their observability strategies with the Grafana LGTM Stack, which can be run fully managed with Grafana Cloud or self-managed with the Grafana Enterprise Stack, both featuring scalable metrics (Grafana Mimir), logs (Grafana Loki), and traces (Grafana Tempo).
Benefits: For more information about the perks and benefits of working at Grafana, please check out our careers page.
Equal Opportunity Employer: At Grafana Labs we’re building a company where a diverse mix of talented people want to come, stay, and do their best work. We know that our company runs on the hard work and the dedication of our passionate and creative employees. If you're excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways.
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