Director, Global Sales Engineering – Field CTO

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

📋 Description

• Lead, mentor, and nurture the global Sales Engineering team.

• Oversee hiring, onboarding, career progression, and performance management for the department.

• Actively participate in strategic and competitive engagements, setting the benchmark for expected standards.

• Identify skill and training deficiencies and develop comprehensive programs across sales, product, and technical domains.

• Create a scalable model for team coverage, specialization, capacity planning, and recruitment.

• Enhance and standardize the technical sales methodology throughout the processes of discovery, demonstrations, evaluations, and proofs of value.

• Convert potential customer needs into customized demonstrations and solution designs within the Spectra portfolio.

• Guide technical evaluation phases to achieve a definitive technical victory.

• Design, validate, and document effective solutions.

• Manage the transition from technical success to deployment, including onboarding and production handover.

• Streamline processes to assess performance, enhance customer consistency, and demonstrate deal impact.

• Represent ReversingLabs as Field CTO at conferences, panels, webinars, media engagements, and analyst meetings.

• Establish executive-level technical trust with CISOs, CTOs, and product security leaders.

• Formulate and defend competitive positioning against crowdsourced alternatives and legacy AST/SCA tools.

• Cultivate expertise in industry trends, regulatory pressures, and competitive offerings for field application.

• Collaborate with Marketing on technical content, product launches, and programs that generate pipeline.

• Serve as a technical intermediary between prospective customers and the Product and Engineering teams.

• Integrate field feedback into roadmap development.

• Provide insights to Product Management, Marketing, and business leadership regarding successes, setbacks, and their underlying causes.

• Maintain a deep understanding of ReversingLabs offerings.

• Report directly to the CRO and be part of the GTM leadership team.

• Travel about 30–40% for customer engagements, field events, and industry conferences.

⛳️ Requirements

• 12+ years in technical, customer-facing roles (sales engineering, solution architecture, professional services, or technical customer success).

• 5+ years of experience in a leadership role.

• Established a technical customer-facing function from scratch in a growth-stage organization.

• Current hands-on capability to conduct complex demonstrations as a player-coach.

• In-depth technical knowledge, including the ability to tackle challenging issues.

• Executive presence with adeptness in communication at both technical and board levels.

• Fluency in security domains such as software supply chain, malware analysis, threat intelligence, endpoint security, SOC operations, OT/ICS, or related fields.

• Experience with implementation, integration, and escalation processes post-sale.

• Exceptional written and verbal communication skills for engaging with both technical and non-technical stakeholders.

• An AI-forward mindset and openness to experimenting with emerging technologies.

• For U.S.-based positions, authorization to work in the United States without current or future sponsorship.

• Nice to have: experience in enterprise sales-led and product-led growth strategies.

• Nice to have: a public technical presence through conference presentations, published articles, media commentary, analyst relationships, or a following in the community.

• Nice to have: background in professional services or consulting delivery, including large-scale enterprise or federal environments.

• Nice to have: familiarity with third-party risk, procurement, or compliance-driven purchasing processes.

• Nice to have: proven ability to influence product roadmaps from field observations.

• Nice to have: comfort in dynamic, fast-paced, and matrixed work environments.

🏝️ Benefits

• 401(k) plan with Traditional and Roth options.

• Flexible Spending Accounts for Health & Dependent Care.

• Approximately 90% employer-covered medical premiums.

• Health Reimbursement Arrangement (HRA) to offset your medical deductible.

• 100% employer-paid dental, vision, disability, and life insurance.

• Pet insurance and Calm app membership.

• Flexible Paid Time Off (PTO) policy.

• Quarterly Wellness Weekends - company-wide 3-day breaks integrated into the calendar.

• Remote work stipend for internet and mobile services.

• 8 hours of paid volunteer time each year.

• Clear pathways for advancement and opportunities for internal mobility.

• A collaborative, remote-first environment where your contributions make a tangible difference.

• Commission structure.

• Stock equity opportunities.