Grafana Labs is a remote-first, open-source powerhouse. 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).

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.

The Opportunity:

Grafana Labs is seeking a Partner Solutions Engineer to join its high-growth startup environment and help scale its worldwide partner ecosystem. As a trusted technical advisor to partners, you'll be instrumental in enabling partner success through education, enablement, and direct engagement. You’ll sit at the intersection of sales, engineering, and training—supporting a range of partner motions from direct sales to co-selling models.

What You’ll Be Doing:

Partnering with Channel Sales and Field Sales to convey Grafana’s vision, value, and technical strategy to partners

Leading technical engagement with partners to drive deal progression and close opportunities

Delivering product demos, technical presentations, and hands-on enablement sessions

Shaping and expanding the reach of Grafana Partner University across multiple partner personas

Collaborating with internal teams to provide product and competitive feedback

Supporting selling motions like Sell-To, Embedded, and PoweredBy, either directly or jointly with partners

Running high-impact workshops and 1:1 training to generate and progress pipeline

Travelling up to 50% to support partner engagements

What Makes You a Great Fit:

Located in the US

6+ years in pre-sales or solution architecture, ideally within the observability space

Strong experience selling SaaS software across the APJ region

Proven use of MEDDIC or similar qualification frameworks

Excellent communication and interpersonal skills—especially in remote, global teams

Demonstrated ability to operate in a fast-paced, ambiguous, startup environment

Strong judgement, leadership, and problem-solving abilities

Passion for education, enablement, and helping others succeed technically

Bonus Points For:

Background in OSS-first companies

Experience with Grafana, Prometheus, and Loki

Solid understanding of observability and cloud-native tooling

Hands-on experience deploying and operating Kubernetes

Bachelor’s degree in CS, IT, Math, or related field (or equivalent experience)

Compensation & Rewards:

In the United States, the OTE (On-Target Earnings) compensation range for this role is $204,000 - $244,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

*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: We will recruit, train, compensate and promote regardless of race, religion, color, national origin, gender, disability, age, veteran status, and all the other fascinating characteristics that make us different and unique. We believe that equality and diversity builds a strong organization and we’re working hard to make sure that’s the foundation of our organization 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.

For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

Partner Solutions Engineer | US | Remote

Job Description