The Role

The primary responsibility of the Sales Engineer II will be to act as the technical expert on sales-related conversations, properly map Trail of Bits services and expertise to client projects, draft technical proposals, ensure alignment with the technical delivery teams, and drive efficiencies within the sales process. As a result, the Sales Engineer will assist in managing sales leads, retaining existing client relationships, and expanding key customer interactions or strategic upsells. 

The Sales Engineer II will be a key technical Trail of Bits point of contact for individual clients, with support from Sales and Business Development Team members. In addition, they will help liaise with the customer project team, internal project managers, and engineers to drive the success of each engagement. The Sales Engineer II will stay closely aligned throughout notable engagements to ensure customer satisfaction and retention. 

The Sales Engineer II will collaborate with technical team members to ensure accurate and efficient project handoff of each engagement, while following an organized and repeatable sales process lifecycle. They will provide process improvement recommendations and serve as the driver for building new internal sales processes to best serve the needs of our customers and Trail of Bits, especially through tooling enhancements and automation. 

What You’ll Achieve 

• Client Engagement Expertise: Independently host kick-off sales calls to gather client qualifications, needs, and expectations with a focus on our Assurance, Research & Engineering Business Units.
• Ongoing Service Line Positioning: Unlock and support opportunities and pipeline geared toward: AI/ML, AppSec, Blockchain, Cryptography.
• Technical Solution Selling: Determine the technical needs of customers and successfully sell the Trail of Bits service(s) that best address these needs.
• Strategic Client Partnership: Prioritize high-profile client opportunities; ensure their success while fostering strong client relationships and building strategic alliances with the support of Trail of Bits’ Leadership.
• Industry Engagement and Knowledge Expansion: Research and cultivate trust with prospective client accounts to expand Trail of Bits’ reach in the industry while continuously expanding cybersecurity consulting, sales, and engineering knowledge.  
• Sales Team Collaboration: Work jointly with other Sales Team Members on client communications, schedules, quote generation, and sales negotiations. 
• Cross-Functional Collaboration: Operate in a cross matrix environment and provide valuable input to other departments (Marketing, Technical, Legal) for feedback loops.
• Resource Alignment: Partner with Project Management Team to ensure accurate engineer resource alignment based on the needs of the customer and project.
• Workflow and Data Management: Adhere to and improve Trail of Bits CRM within Hubspot and other related systems.
• Company Evangelist: Although Remote-first, occasional travel of 5% is needed to meet with clients and attend selective industry events throughout the year.

What You’ll Bring  

• 5+ years of B2B sales experience with technical solutions and/or solution architecture.
• Experience collaborating with project managers and engineers, delivering services or products to solve technical challenges.
• General understanding of the software development lifecycle, and common testing methodologies.
• Experience, passion, and understanding of concepts relating to AI & ML, Application Security, Blockchain, and/or Cryptography.
• Experience selling cybersecurity consulting services. 
• Strong ability to understand technical customer security needs.
• Excellent written and verbal communication skills.
• Excellent time management and organizational skills.
• Strong problem-solving skills.
• Highly motivated, driven, and self-starter.
• Team-oriented, open to providing and receiving coaching for optimal performance. 

Reporting Manager: Global Head of Sales

The base salary for this full-time position ranges from $150,000 to $200,000, excluding benefits and potential bonuses. Various factors influence our salary ranges, including the specific role, level of seniority, geographic location, and the nature of the employment contract. An individual’s specific work location, unique skills, experience, and relevant educational background will determine the final offer within this range. The presented salary range encompasses the starting salaries for all U.S. locations. For a precise salary estimate tailored to your preferred location, please discuss it with your recruiter during the hiring process.

Trail of Bits, Inc. participates in E-Verify, the US federal electronic employment eligibility verification program. Learn more.