Job Description
About Us
dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 90,000 teams every week, driving data transformations and AI use cases.
As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Platform customers, including Astra Zenica, Sky, Nasdaq, Volvo, JetBlue, and SafetyCulture.
We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:
- Reliable, high-quality data is the fuel that propels AI-powered data engineering.
- AI is changing data work, fast. dbt’s data control plane keeps data engineers ahead of that curve.
- We empower engineers to deliver reliable, governed data faster, cheaper, and at scale.
dbt Labs is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started.. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.
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 salary range for this role is:
- $225,000 - $275,000 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
dbt Labs is an equal opportunity employer, committed to building an inclusive team that welcomes diverse perspectives, backgrounds, and experiences. Even if your experience doesn’t perfectly align with the job description, we encourage you to apply—we value potential just as much as a perfect resume.
Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? Check out our DEI page.
dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package. RSUs or comparable benefits may be offered depending on the legal or country limitations.
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