Senior Manager, Solutions Architecture (East)

dbt Labs

About The Position

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.

Requirements

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

Nice To Haves

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

Responsibilities

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