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United States
Remote only
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Sales Engineering based in the United States.
As Director, Sales Engineering, you will lead and scale a global team of technical presales professionals supporting enterprise customers in highly security-sensitive environments.
You will define the technical sales strategy, establish consistent demonstration and evaluation standards, and ensure the team effectively communicates the value of complex technology solutions.
Working closely with regional Sales leaders, you will drive strategic opportunities, oversee technical evaluations, and help customers validate solutions for their most critical operational needs.
You will play a key role in developing technical talent, improving team performance, and building scalable processes across regions.
Acting as the bridge between customers, Sales, Product, and Engineering, you will translate field insights into actionable product improvements and strategic recommendations.
You will also introduce measurable performance standards to improve technical win rates, proof-of-concept outcomes, and overall sales effectiveness.
This is an opportunity to shape a global technical presales organization while supporting customers operating in defense, intelligence, cybersecurity, and critical infrastructure.
Lead, develop, and manage a global team of Sales Engineers and technical presales professionals, establishing clear expectations, performance standards, and development priorities.
Oversee recruitment, onboarding, coaching, promotions, and performance management to build a high-performing and technically advanced team.
Assess existing team capabilities and processes, identify areas for improvement, and implement strategies to strengthen technical sales effectiveness.
Define and standardize the technical presales approach, including product demonstrations, discovery processes, reference architectures, and proof-of-concept playbooks.
Develop repeatable demonstration and evaluation methodologies tailored to the needs of defense, intelligence, security, and critical infrastructure customers.
Partner with regional Sales leaders to allocate technical resources, prioritize strategic opportunities, and develop effective technical strategies for high-value deals.
Participate in critical customer engagements and complex technical evaluations, providing guidance on solution architecture, technical fit, implementation requirements, and potential risks.
Establish clear proof-of-concept qualification criteria, scoping processes, success metrics, and exit requirements to improve evaluation efficiency and conversion rates.
Ensure Sales Engineers maintain up-to-date product knowledge through technical training, certification programs, release readiness initiatives, and hands-on learning.
Build strong relationships with Product, Engineering, and Security teams to communicate customer requirements, technical challenges, competitive insights, and opportunities for product improvement.
Act as the voice of the customer and field organization, translating real-world deal feedback into actionable recommendations for product development and roadmap prioritization.
Define and monitor key performance indicators, including technical win rates, proof-of-concept outcomes, certification progress, and Sales Engineering productivity.
Provide regular performance updates and strategic recommendations to executive leadership, ensuring visibility into team effectiveness and technical sales performance.
Manage and strengthen collaboration across a geographically distributed team, ensuring consistent communication, accountability, and alignment across time zones.
Introduce scalable processes and best practices that improve technical presales execution and support the organization's global growth.
Proven experience leading and managing a team of Sales Engineers, Solutions Engineers, or technical presales professionals, including hiring, coaching, talent development, and performance management.
Strong technical expertise in enterprise software deployment, particularly self-hosted, on-premises, private cloud, or air-gapped environments.
Solid understanding of enterprise security, identity management, system architecture, integrations, and complex IT infrastructure requirements.
Demonstrated experience managing technical evaluations and proof-of-concept engagements for enterprise or public-sector customers.
Ability to lead complex, multi-stakeholder technical sales processes and determine when proof-of-concept initiatives are strategically appropriate.
Strong executive communication and presentation skills, with the credibility to engage CISOs, systems architects, technical decision-makers, program offices, and senior commercial leaders.
Proven ability to build standardized technical sales methodologies, including discovery frameworks, demonstration processes, reference architectures, and evaluation playbooks.
Demonstrated success coaching technical presales professionals, identifying individual development needs, and improving performance across discovery, solution architecture, objection handling, and executive engagement.
Strong commercial awareness and strategic judgment, with the ability to partner effectively with Sales leadership on deal strategy, technical qualification, competitive positioning, and opportunity assessment.
Experience translating customer and field feedback into actionable product and engineering recommendations supported by concrete deal insights.
Strong analytical skills, with experience tracking technical sales performance, evaluating conversion metrics, and using CRM or sales intelligence platforms to improve productivity.
Excellent leadership, communication, and collaboration skills, with the ability to manage distributed teams and influence stakeholders across multiple functions.
Comfortable operating in a remote, global environment while maintaining team engagement, technical consistency, and accountability.
Additional assets:
Previous experience in defense, intelligence, cybersecurity, or critical infrastructure markets.
Familiarity with government procurement processes, security clearance requirements, and compliance frameworks such as CMMC and FedRAMP.
Experience selling or supporting enterprise collaboration platforms and workflow solutions.
Familiarity with tools such as Salesforce, Gong, or comparable platforms for tracking technical sales activities and performance.
Experience developing AI-assisted workflows to improve Sales Engineering productivity, including demo preparation, RFP responses, discovery documentation, and technical research.
Experience supporting customers operating in classified, disconnected, or denied, disrupted, intermittent, and limited (DDIL) environments.
Additional eligibility requirements:
Candidates must meet applicable U.S. federal eligibility requirements for access to export-controlled information under EAR and ITAR regulations.
The position may require the ability to obtain and maintain a U.S. government security clearance.
Competitive annual base salary: $195,000–$235,000 USD, plus commission. Final compensation will depend on location, qualifications, experience, skills, and market conditions.
Remote-first working environment.
Comprehensive medical, dental, and vision insurance coverage.
Unlimited paid time off (PTO), in addition to company holidays.
Work-from-home stipend to support your remote working environment.
Annual learning and development budget for professional courses, industry conferences, and certifications.
Paid parental leave available to all parents.
401(k) retirement savings plan.
Opportunities to lead and shape a global technical presales organization.
Exposure to strategically important markets, including national security, defense, intelligence, cybersecurity, and critical infrastructure.
An inclusive, open-source-oriented culture that values diverse perspectives, professional growth, and innovation.
The opportunity to contribute to technology supporting some of the world's most sensitive and mission-critical operations.
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