Director of Sales Engineering

Title: Director, Sales Engineering - Existing Customers

Reports To: Abigail Boyd | VP, Solution Services

FLSA Status: Exempt

Location: Remote

Position Summary

We are looking for an experienced and strategic Director of Sales Engineering to lead our high-performing team focused on our Enterprise accounts and opportunities. This is a critical leadership role responsible for building the engine of technical sales excellence that will directly fuel our company's growth.

You will be responsible for leading a large team of talented Sales Engineers, defining the practice and methodology for how we engage prospects, building a rigorous operational cadence, and acting as the key executive sponsor in our most strategic deals. The ideal candidate is someone who thrives on building teams, processes, and management cadence from the ground up.

Key Responsibilities

• Team Leadership & Development:
• Lead, mentor, and scale a world-class team of 15+ individual contributor Sales Engineers, fostering a culture of collaboration, innovation, and high performance.
• Recruit, hire, and onboard top-tier talent, ensuring the team is staffed to meet the demands of a rapidly growing sales organization.
• Implement career pathing and development programs to ensure the professional growth and retention of your team members.
• Practice & Methodology Crafting:
• Define and implement the sales engineering "way" for new logo acquisition, establishing best practices for the entire pre-sales lifecycle.
• Develop and standardize processes for technical discovery, solution validation, custom demonstrations, proof-of-concept (POC) execution, and RFP/RFI responses.
• Create and maintain a library of technical sales assets, playbooks, and enablement materials to ensure consistency and quality across the team.
• Operational Cadence & Excellence:
• Design and execute a robust operational cadence for the Sales Engineering organization, including pipeline reviews, technical forecasting, and KPI reporting (e.g., POC win rates, technical-to-close ratios).
• Partner closely with Sales Leadership to ensure tight alignment on account strategy, resource allocation, and deal execution.
• Act as a key cross-functional liaison, collaborating with Product Management, Engineering, and Marketing to provide critical field feedback that shapes our product roadmap and go-to-market strategy.
• Executive Sponsorship & Strategic Deals:
• Take ownership of the executive technical relationship in our largest and most strategic opportunities.
• Engage directly with C-level executives (CIOs, CTOs, CISOs) at prospective clients to build credibility, understand their strategic business drivers, and align our solution's value proposition.
• Lead the technical strategy for complex, multi-stakeholder evaluations and serve as the ultimate point of escalation for technical issues during the sales cycle.

Qualifications

• Experience: Extensive experience in B2B technology pre-sales (Sales Engineering, Solutions Architecture), with at least 7+ years in a leadership role.
• Leadership at Scale: Proven experience successfully leading, scaling, and managing a team of 15 or more Sales Engineers.
• New Business Focus: Demonstrated track record of building and leading SE teams in a fast-paced, new logo acquisition-focused environment.
• Process Builder: Experience designing, implementing, and refining SE methodologies, operational cadences, and performance metrics from the ground up.
• Executive Presence: Exceptional communication, presentation, and interpersonal skills, with a proven ability to command a room and build trust with senior executive and C-level stakeholders.
• Business Acumen: Strong understanding of how to connect technical solutions to tangible business outcomes and build compelling value propositions.
• Bachelor's degree or equivalent practical experience.

Preferred:

• Experience in the [Specific Industry, e.g., Cybersecurity, FinTech, Data Analytics] space.
• Experience with MEDDPICC, Challenger Sale, or other value-based sales methodologies.
• Experience in the Identity/Fraud space a big plus

The anticipated salary range for this role in New York City is $195,000- $200,000 plus commission. Offered salary will be determined by the applicant’s education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.