Senior Director, Sales Engineering – Majors

This is a fully remote position, open to applicants in New York.

📋 Description

• Oversee the pre-sales engineering team for the highest-revenue major accounts.

• Supervise first-line Systems Engineering Directors, Principal Architects, and senior Individual Contributors.

• Collaborate with Area Vice Presidents and Regional Sales VPs on technical go-to-market strategies, territory assessments, account tiering, and coverage planning.

• Manage SE capacity and distribute engineering resources based on the likelihood of winning and deal value.

• Oversee technical win rates, POV cycle durations, and resource utilization.

• Enforce the criteria for POV entry and exit, align with executive business goals, ensure CISO/CIO alignment, establish 30-day validation milestones, manage customer war rooms, and maintain scope control.

• Act as the executive technical sponsor for flagship deals and assist in late-stage negotiations and executive presentations.

• Foster technical pipeline creation through architectural assessments, Zero Trust maturity workshops, and executive threat briefings.

• Collaborate with Customer Success and Professional Services to enhance account expansion and renewal health.

• Recruit, nurture, retain, and manage the performance of SE leaders and senior engineers.

• Lead succession planning and the development of leadership skills.

• Conduct field retrospectives and provide product insights to Product Management and Engineering.

• Promote the use of AI tools, LLMs, and automation for RFP responses, lab automation, discovery synthesis, and solution modeling.

⛳️ Requirements

• Over 12 years of technical pre-sales engineering experience in enterprise software, cybersecurity, cloud architecture, or networking infrastructure.

• At least 5 years in a formal leadership role, including managing managers or leading large, distributed field engineering teams with $100M+ ARR scope.

• Demonstrated inquisitiveness and proactive exploration of AI tools, with a successful track record of integrating new technologies into everyday workflows.

• Proven experience collaborating with Senior Sales Leadership on achieving quotas, capacity forecasting, and managing complex MEDDPICC-governed sales processes.

• Extensive knowledge of Zero Trust principles, SASE/SSE architectures, cloud security, and enterprise networking.

• Previous experience in establishing or revamping POV governance frameworks, shortening evaluation cycle times, and enhancing technical win rates.

• Strong proficiency in AI, including the use of coding assistants, LLMs, and Generative AI tools for troubleshooting, solution design, automation, and customer problem resolution.

• Direct engagement experience with C-level security and IT executives at Fortune 500 / Global 2000 companies.

• A proven history of integrating modern AI-assisted engineering tools and automation into pre-sales processes.

• Bachelor's or Master's degree in Computer Science, Engineering, Information Systems, or equivalent experience in the enterprise (preferred).

🏝️ Benefits

• Multiple health plan options.

• Vacation and sick leave time off plans.

• Options for parental leave.

• Retirement plan options.

• Education reimbursement programs.

• In-office amenities.

• Hybrid working model.