Responsibilities
- Boost win rates in challenging and technically intricate cybersecurity deals
- Enhance forecast precision through rigorous technical validation processes
- Promote strong collaboration between Sales, Channel, and Sales Engineering teams
- Develop a high-performing, technically credible, and engaged Sales Engineering team
- Create scalable, repeatable pre-sales processes to support enterprise growth
- Lead and expand the Sales Engineering Team
- Oversee, mentor, and develop a team of high-performing Sales Engineers in the Commercial segment in North America and those supporting channel partners, MSP partners, and alliance partners.
- Set clear performance expectations and accountability standards.
- Recruit and develop top technical talent aligned with enterprise growth ambitions.
- Promote a culture of technical excellence, collaboration, and customer focus.
- Drive Technical Strategy Across Direct and Channel Sales
- Work closely with Sales leadership to align technical resources with revenue priorities.
- Support Channel Sales and strategic partnerships by enabling SEs to effectively engage partner-led deals.
- Strengthen the technical value proposition in competitive and complex cybersecurity engagements.
- Improve deal velocity and technical qualification discipline.
- Elevate Cybersecurity and Technical Credibility
- Ensure the team demonstrates strong expertise in cybersecurity, identity, device trust, and access management.
- Coach SEs on engaging technical buyer personas including security, IT, and developer stakeholders.
- Represent Sales Engineering in executive-level and strategic customer engagements when needed.
- Ensure adherence and enforcement of MEDDPICC sales methodology across the SE organization.
- Operational Excellence and Cross-Functional Alignment
- Implement scalable processes for technical validation, proof-of-value, and deal support.
- Analyze engagement patterns and pipeline data to optimize resource allocation.
- Partner with RevOps to align technical activity with revenue predictability.
- Collaborate with Product and Engineering to ensure field feedback informs roadmap and positioning.
Requirements
- 8+ years of relevant experience in Sales Engineering, Solutions Engineering, or technical pre-sales within B2B SaaS.
- Minimum 3+ years of direct people leadership experience managing Sales Engineering or Solutions Engineering teams.
- Experience selling high ARR deals to large customer accounts.
- Experience supporting Channel Sales and Partnership motions.
- Proven ability to lead teams supporting complex, multi-persona enterprise sales cycles.
- Strong executive presence and ability to engage both technical and business stakeholders.
- Experience operating in fast-paced, high-growth environments.
Nice to Have
- Strong background in cybersecurity, identity, or enterprise security solutions.
- Ideally based in Austin, TX.
Benefits
- Health, dental, 401k and many others.
- Generous paid time off.
- Equity grant.
- Participation in incentive programs.
- Maternity and parental leave top-up programs.
- Competitive health benefits.
- RSU program for most employees.
- Retirement matching program.
- Free account for the company's password manager.
- Paid volunteer days.
- Peer-to-peer recognition through Bonusly.
- Remote-first work environment.
Compensation
Not specified
Work Arrangement
Remote-first
Team
Commercial and Channel
Other
- Willingness and ability to travel regularly (approximately 25%) to support customers, partners, team development, and company events.
- Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.
Not specified
