Senior Manager, Solutions Architecture (East)

dbt Labs is looking for a dynamic and experienced Senior Manager of Solutions Architecture to lead our East Solutions Architecture team. This is a hands-on leadership role for someone who thrives close to the business; on calls with customers, coaching SAs through live deals, and building the playbooks and programs that scale a team.

You'll lead a team of Solutions Architects focused on dbt's core platform, driving revenue growth through value-based, consumption-aware selling and ensuring our customers succeed with dbt. You'll partner closely with East sales leadership (who are highly metrics- and playbook-driven), and contribute to our broader Americas revenue strategy.

This role is ideal for a leader who knows that great management isn't done from behind a spreadsheet, it's done in the field, on deals, and in the moments that matter.

What You'll Do

• Lead, mentor, and develop a team of Solutions Architects, with a deliberate ride-along and in-the-moment coaching strategy that keeps you close to deals and customer conversations
• Build and scale the team thoughtfully: own recruiting, ramping, and retaining top SA talent in partnership with the Talent team. Develop enablement programs and leadership pipelines within your org
• Partner with East sales leadership to achieve regional quota targets through value-based, consumption-aware selling, understanding how our model differs from seat-based licensing and coaching your team accordingly
• Develop and execute playbooks with rigor: bring structure, data, and repeatability to how your team operates. Work alongside sales leaders who value process, metrics, and disciplined execution
• Guide GTM strategy in the region by surfacing insights on customer needs, product gaps, and competitive dynamics, and advocating for your team's needs with cross-functional partners
• Champion AI-forward practices within your team: model and encourage practical, real-world use of AI tooling to improve how your SAs work, demo, and deliver value
• Promote a collaborative, customer-obsessed culture grounded in dbt's values
• Play an active role in sourcing and screening candidates to maintain a high talent bar

What You'll Need

• Reside on the East Coast of the U.S.
• 7+ years of industry experience in a pre-sales or solutions capacity, including 3+ years of direct frontline management experience (recruiting, ramping, and retaining top talent)
• Deep familiarity with the modern data stack, including data warehousing, analytics engineering, business intelligence, data engineering, or data science. Experience with dbt (Core or Cloud) is a strong plus
• Proven track record of driving revenue growth and achieving sales targets in fast-paced, technical sales environments
• Experience with consumption-based or usage-based commercial models and the ability to coach a team on how to sell and position value in that context
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent professional experience

What Will Make You Stand Out

• You've built and scaled SA or pre-sales teams from the ground up; you have a clear philosophy on hiring, enablement, and what great looks like at each stage of growth
• You lead from the field, not the spreadsheet: you have a structured ride-along cadence, you know how to course-correct a deal in real time, and your SAs feel your presence in meaningful moments
• You're fluent in playbook-driven sales motions and have either built one or driven adoption of one. Bonus if you've worked alongside or in organizations that operate with high sales rigor (think: structured methodology, pipeline discipline, deal inspection cadence)
• You have direct experience with consumption-based or usage-based selling; you understand the nuances vs. seat-based models and can coach your team through it
• You've applied AI tooling practically and recently; not just as a talking point, but in how your team prepares, demos, or operates day-to-day
• You've managed customer relationships in both pre- and post-sales capacities, and know how to help a team build trust that lasts beyond the initial sale

Benefits at dbt Labs

• Unlimited vacation time with a culture that actively encourages time off
• 401k plan with 3% guaranteed company contribution
• Comprehensive healthcare coverage
• Generous paid parental leave
• Health & wellness stipend
• Flexible stipends for:
  • Home office setup
  • Learning and development
  • Office space
  • And more!

Compensation

We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.

• The typical starting on target range for this role is:
  • $280,000 - $299,000 OTE USD

What to expect in the interview process: 

• Interview with Talent Acquisition Partner
• Hiring Manager Interview
• Team Interviews
• Interview with VP of WW Solutions Architecture
• Leader Challenge