Director, Enterprise Sales Engineer – West

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, recruit, mentor, and cultivate a high-achieving Enterprise Sales Engineering team

• Establish team expectations, performance benchmarks, and metrics for success

• Implement consistent technical sales execution across intricate Enterprise opportunities

• Propel technical discovery, qualification, PoV strategy, success criteria, execution, and validation

• Ensure demonstrations effectively link NodeZero capabilities to customer outcomes such as exposure reduction, compliance alignment, and operational efficiency

• Provide strategic technical leadership on pivotal Enterprise opportunities

• Foster robust AE/SE partnerships and technical deal strategies to enhance pipeline progression and win rates

• Forge trusted relationships with security practitioners, technical leaders, CISOs, and executives

• Assist in executive and strategic customer discussions and public speaking engagements

• Guarantee technical continuity from pre-sales evaluation through transition, adoption, and expansion

• Develop repeatable processes, playbooks, inspection rhythms, and operational models

• Leverage data and field insights to assess SE capacity, performance, technical win rates, and PoV effectiveness

• Participate in headcount planning, territory and coverage design, and organizational scaling

• Collaborate with Product, Engineering, Customer Success, Product Marketing, Channel Sales Engineering, and other Sales Engineering leaders

• Relay customer feedback, competitive intelligence, and recurring technical challenges throughout the organization

• Contribute to technical enablement, knowledge sharing, demo strategy, and field best practices

⛳️ Requirements

• 8+ years of experience in Sales Engineering, Solutions Engineering, Solutions Architecture, or similar technical go-to-market roles

• Significant experience in cybersecurity

• 3+ years of experience managing customer-facing technical teams

• Proven success in leading Sales Engineers supporting complex Enterprise accounts and sales cycles

• Strong foundation in cybersecurity, encompassing networking, cloud security, identity and Active Directory, vulnerability management, security operations, and the broader threat landscape

• Experience guiding teams through technical discovery, demonstrations, structured PoVs, competitive evaluations, and technical deal strategy

• Comprehensive understanding of AE/SE partnerships and their impact on pipeline progression and revenue outcomes

• History of developing technical talent and enhancing individual and team performance

• Ability to engage with security practitioners and translate complex technical concepts into executive business value

• Strong executive presence

• Experience in building processes and operational rhythms as organizations scale

• Highly collaborative, adaptable, and comfortable in a fast-paced, high-growth environment

• Bachelor's degree in Computer Science, Information Technology, Cybersecurity, or a related field, or equivalent practical experience

• U.S. work authorization required; applicants must confirm their legal authorization to work in the United States

• Offensive security experience is not mandatory

🏝️ Benefits

• Inclusive culture and support for diversity

• Opportunities for career development

• Collaborative and innovative work environment

• Remote and hybrid work models available based on role and location

• Health, vision, and dental insurance for employees and their families

• Flexible vacation policy

• Generous parental leave

• Equity package in the form of stock options for all full-time positions