Senior Director, Sales Engineering

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Lead the regional Sales Engineering team, managing regional leaders and their teams to ensure effective technical engagement, positive customer outcomes, and alignment with business objectives.

• Develop and implement the Sales Engineering strategy for the region, ensuring team structure, investments, and operational processes align with revenue targets, market demands, and corporate strategy.

• Collaborate with Sales leadership to coordinate technical sales methodologies, coverage models, and support for strategic accounts.

• Act as the executive sponsor and primary escalation point for critical customer and partner situations, providing high-level leadership on strategic and complex sales opportunities.

• Build and cultivate a high-performing Sales Engineering team through coaching, succession planning, manager development, and talent assessments.

• Establish the long-term vision for organizational capabilities, platform expertise, and resource allocation.

• Promote operational excellence across areas such as qualification, demonstrations, proofs of concept, RFx responses, dashboards, KPIs, and reviews.

• Direct cross-functional initiatives with Product, Marketing, Enablement, Customer Success, and global Sales Engineering peers to enhance cost-effectiveness, scalability, innovation, and overall business performance.

• Travel 25% to 50% as required.

⛳️ Requirements

• Bachelor’s degree in Computer Science, Engineering, or a related discipline, or equivalent experience.

• Over 10 years of experience in sales engineering, pre-sales, or similar customer-facing technical roles within enterprise software, cybersecurity, or identity and access management.

• More than 7 years of leadership experience, including oversight of leaders and managing organizations through scaling, changes, and growth.

• Demonstrated success in building and guiding high-performing Sales Engineering teams in a solution-driven environment.

• Strong business acumen to align technical strategy, organizational structure, and resource investments with company objectives.

• In-depth knowledge of identity and access management, cybersecurity, enterprise architecture, and digital identity market trends, including SaaS and hybrid delivery models.

• Executive presence with the ability to engage effectively with VP- and C-level customer stakeholders, as well as internal senior leadership.

• Proven capability to enhance technical sales excellence across qualification, discovery, demonstrations, proofs of concept, RFx responses, and complex deal cycles.

• Proficiency in defining and utilizing KPIs, dashboards, and data analytics to inform decisions and assess organizational impact.

• Excellent interpersonal, communication, and cross-functional leadership abilities.

• Capacity to excel in a fast-paced, dynamic environment while providing structure to ambiguous situations.

• Ability to work remotely and travel frequently.

• Extensive experience in IAM, CIAM, workforce identity, fraud, verification, governance, or related identity sectors.

• Experience in leading regional or multi-region Sales Engineering teams.

• Proven track record in structured development programs, succession planning, manager development, and scalable enablement.

• Familiarity with sales and operational systems for tracking performance and optimizing technical sales execution.

• Experience in driving organizational change, workforce planning, operational model evolution, and cost-efficiency initiatives.

🏝️ Benefits

• Flexible, collaborative work environment

• Company culture that empowers employees to do their best work

• Employee Resource Groups

• Regular company and team bonding events

• Competitive benefits and perks

• Global volunteering and community initiatives

• Generous PTO & Holiday Schedule

• Parental Leave

• Progressive Healthcare Options

• Retirement Programs

• Opportunity for Education Reimbursement

• Commuter Offset (Specific locations)