Lead and develop a team of Sales/Solutions Engineers, drive technical discovery, deliver demos, and enhance operational excellence in sales.
Description
Solutions Engineering Leader
We’re looking for a Sales Engineering leader (player/coach) who is passionate about cybersecurity and identity. You’ll lead and scale our Sales Engineering team while staying hands-on in key enterprise opportunities. You’ll partner closely with Sales, Product, and Engineering to run world-class technical discovery, deliver compelling demos and POVs, and build the operating cadence and assets that help us win consistently as we scale.
What you’ll do:
- Lead, develop, and retain a team of Sales/Solutions Engineers supporting enterprise sales cycles end-to-end.
- Be the technical leader in strategic deals: run technical discovery, deliver executive-ready demos/whiteboards, and drive POV plans and success criteria.
- Recruit, onboard, and ramp new SEs; establish consistent coaching, feedback, and performance expectations.
- Build repeatable SE “win programs”: demo storylines, POV templates, mutual evaluation plans, competitive talk tracks, and security-review packages (questionnaires, architecture narratives, controls mapping).
- Drive operational excellence with the Sales org: deal inspection, clean technical close plans, and strong opportunity hygiene in Salesforce.
- Serve as the voice of the field to Product/Engineering: synthesize patterns from prospects/customers, influence roadmap, and ensure tight closure of feedback loops.
- Stay current on identity security and adjacent trends to help position our “modern IGA” approach effectively in customer conversations.
- Travel to customers and internal touchpoints as needed (typically ~25–50%).
What you’ll bring:
- 7+ years in Sales Engineering / Solutions Engineering (or equivalent customer-facing technical role), ideally in cybersecurity and/or identity.
- 2+ years of people leadership experience managing SEs (hiring, coaching, development).
- Mastery of the technical sales process and ability to create trust with both technical and executive stakeholders.
- Demonstrated excellence delivering world-class product demos, workshops, and POV outcomes (clear plans, success criteria, and measurable impact).
- Strong ability to translate complex technical concepts into crisp, outcome-oriented narratives for non-technical audiences.
- Experience building operating rhythm and assets for a growing SE org (enablement, playbooks, repeatable content, feedback loops).
- High operational rigor: disciplined deal management, and cross-functional coordination.
- Ability to thrive in a fast-paced, evolving early-stage environment.
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