Sales Engineering Manager

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

📋 Description

• Lead, mentor, and expand a regional Sales Engineering team.

• Establish hiring, onboarding, development, and performance management practices.

• Conduct interview processes and assist in securing top-tier candidates.

• Collaborate with Sales leaders and Account Executives on deal strategies, qualification, coverage, and prioritization.

• Execute consistent evaluation methods with success criteria, customer ownership, timelines, technical risk tracking, and documented results.

• Analyze strategic deals and stalled evaluations, identify obstacles, coach Sales Engineers, and escalate issues regarding products or implementations.

• Assist with demos, integrations, and complex customer discussions.

• Transform effective methods into reusable demos, playbooks, and onboarding resources.

• Convey field insights to Product and Engineering teams.

• Collaborate with Technical Account Managers and Customer Success on transitions from pre-sales to post-sales.

• Monitor and report on technical win rates, POC durations, POC initiations, and quota achievements.

• Develop strategies to enhance team performance.

⛳️ Requirements

• 7+ years of experience as a Sales or Solutions Engineer, with at least 2 years in direct management of SEs, including hiring and onboarding.

• Proven experience leading technical sales for commercial or enterprise customers, from discovery through demos, POCs, and technical validation, engaging with developers and security teams.

• A history of enhancing team performance through targeted coaching and operational improvements.

• Technical expertise in CI/CD, package management, the open-source ecosystem, and developer workflows.

• Proficiency with Linux and scripting in Python or JavaScript.

• Experience in developing or significantly enhancing pre-sales systems such as evaluation frameworks, coverage models, demo standards, or onboarding processes.

• Experience managing during growth phases at a startup where processes and resources were still being developed.

• Strong collaboration with Sales leadership.

• Effective communication skills with practitioners, CISOs, engineering leaders, and executives.

• Willingness to travel up to 25% of the time.

• Preferred experience in software supply chain security, AppSec, DevSecOps, or SCA.

• Preferred experience managing SEs across multiple segments.

• Familiarity with automation and AI tools to enhance SE productivity is preferred.

• Must be eligible to work in the United States; employment sponsorship inquiries will be included in the application.

🏝️ Benefits

• Meaningful equity program.

• Comprehensive health benefits covering you and your family (99% coverage).

• Flexible time-off policies, holidays, and a winter shutdown for rest and rejuvenation.

• Paid parental leave.

• Remote-first work arrangement.

• Quarterly team off-site events.

• Market-competitive salary bands.