דרושים Director Sales Engineering Csm ב-Team8 ב-ארהב

Responsibilities:

• Develop and maintain strong relationships to generate Incident Response business by securing ‘on -panel’ status with the insurers and becoming the preferred partner for insurers and their partner law firms
• Attend global industry events to share best practices, foster relationships and identify requirements Sygnia’s Incident Response business must meet to enhance partner/client needs, ultimately driving increased business volume
• Drive insurance -generated engagements for Sygnia’s reactive and proactive services
• Develop and execute a strategy for this business segment, including creating new, compelling offerings tailored to Insurers
• Report on the volume of engagements secured through insurance/law firm partnerships, and provide strategic recommendations for sustained demand generation
• Identify and address business challenges, including pricing, delivery constraints, and operational flexibility
• Negotiate contractual agreements with cyber insurers to secure ‘on-panel’ status while collaborating with Sygnia’s legal team
• Analyze competitor offerings to maintain market competitiveness
• Work closely with global teams on North American partnerships and strategy including Client Leadership, Marketing, and Global Service Leaders
• Influence the development of campaigns, tools, resources, incentives, and performance metrics

Requirements:

• 10+ years related experience in cyber insurance or related industry
• In-depth knowledge of the cyber insurance market and its key stakeholders, including cyber insurance underwriters, brokers, and law firms
• Preferred background in the Cyber Insurance industry whether from Direct Insurer, Brokerage, or another relevant organizations
• Demonstrated experience in business development processes end-to-end, from opportunity, contract and all the way to executing business strategy to exceed revenue.
• Proven ability to build strong relationships with both internal and external stakeholders
• Strong independent decision-making skills
• Excellent communication and presentation skills particularly with external clients and internal colleagues

• Strategic Leadership: Own and drive the strategic direction of sales operations, providing insights and recommendations to accelerate revenue growth and support scalability.
• Revenue Analytics: Develop and implement frameworks for pipeline velocity, forecast accuracy, capacity planning, win rate analysis, and other key sales metrics.
• Sales Development Oversight: Manage the sales development function, driving efficiency through data-driven decision-making, performance metrics, and process optimization.
• Systems & Tools Administration: Own the administration and optimization of the sales tech stack, including Salesforce, SalesLoft, Common Room, Gong, Apollo, and LinkedIn Sales Navigator, ensuring seamless integration and utilization.
• Sales Enablement: Oversee the design and execution of onboarding programs, ongoing training, and development initiatives to empower the sales team and enhance productivity.
• Sales Operations: Lead the execution and improvement of sales processes, including renewal management, weekly forecasting, compensation planning and analysis, and deal desk operations.
• Cross-Functional Collaboration: Partner closely with Sales, Marketing, Finance, and Customer Success teams to align on go-to-market strategies and drive operational efficiencies.
• Process Optimization: Identify areas of inefficiency and implement scalable processes to support rapid growth and improve overall sales effectiveness.

• Lead, mentor, and develop a team of Commercial Account Executives, driving performance to exceed revenue targets.
• Own and optimize the full sales cycle, ensuring best practices are implemented across prospecting, relationship building, contract negotiation, and closing.
• Collaborate cross-functionally with marketing, customer success, and product teams to align on go-to-market strategies and enhance customer experience.
• Provide regular coaching, feedback, and training to AEs to improve sales skills and performance.
• Establish and monitor key sales metrics, including pipeline health, forecast accuracy, and deal velocity.
• Work closely with leadership to refine sales processes and scale operations efficiently.
• Maintain a deep understanding of Finout’s solution and market positioning to effectively communicate value propositions to customers and prospects.
• Participate in strategic customer meetings, contract negotiations, and executive-level discussions to support AEs in closing complex deals.
• Travel up to 25% of the time for on-site customer meetings and industry events.

The person who joins in this role will be a hands-on technical evangelist; with dotted-line responsibilities that support both engineering design and development, as well as our sales organization. They will be developing product code

KEY RESPONSIBILITIES:

• Work in partnership with our pre-sales team to execute customer product trials, including aiding in technical questionnaire replies
• Engage in technical discussions and deliver a technical overview to existing customers/prospects including C-Suite executives
• Maintain current knowledge of FundGuard products and supporting technologies including operating systems, storage, and networking
• Advise prospects and clients on best practices for software, network configuration, server configuration, resource allocation, and ongoing operations
• Deliver results and drive internal product projects cross-functionally; supporting technical pre-sales and product development/management as needed
• Participate in industry events & presentations & publish thought-leadership
• Work with the R&D- Engineering team to participate in coding and development tasks, often taking on more complex or critical aspects of a project.
• Software Design: Participating in the design discussions and ensuring they are scalable, high performing, maintainable, and meet the business requirements.
• Perform other duties as assigned
• Must be permanently authorized to work in the U.S. on a full time basis

REQUIREMENTS:

• At least 8 years of technical and/or financial services experience; with experience in the FinTech domain
• Minimum of 3 days onsite in office location; our office is in Dedham MA
• Bachelor’s Degree required
• Ability to work as part of a team and to prioritize the needs of multiple internal teams
• Proven track record of creating successful code; prior working knowledge of Java code is preferred
• Excellent presentation skills
• The preferred candidate will have experience delivering significant business change through technology programs in an Enterprise context, with multiple delivery teams and diverse business stakeholders.
• Working experience with modern technology frameworks and database systems (Cloud Native/REST APIs/No SQL Databases/React/Redis/Elastic)
• Working experience with java and OOD

Responsibilities:

• Lead and mentor the Sales Engineering and Customer Success teams to achieve departmental goals and exceed sales targets.
• Develop and implement strategic plans to support sales initiatives and drive revenue growth.
• Collaborate with sales teams to present technical solutions and conduct product demonstrations tailored to customer needs.
• Analyze customer feedback and performance metrics to identify opportunities for improvement in service delivery.
• Work closely with product management and engineering teams to relay customer requirements and influence product development.
• Foster strong relationships with key clients and stakeholders to drive long-term satisfaction and loyalty.
• Monitor industry trends and competitive landscape to inform sales strategy and product positioning.
• Ensure the continuous development of team skills and knowledge through training and professional development opportunities.

• Minimum of 10 years of experience in Sales Engineering or a similar technical sales role within the cybersecurity or technology sector, with at least 5 years in a leadership role.
• Proven track record of leading high-performing technical sales teams and achieving sales success.
• Strong understanding of security technologies and solutions, with the ability to articulate complex concepts to non-technical stakeholders.
• Excellent communication, presentation, and interpersonal skills, focusing on building strong relationships.
• Demonstrated ability to develop and execute strategic plans that drive customer success and revenue growth.
• Experience in collaborating with cross-functional teams and influencing product development based on customer feedback.
• Ability to travel as needed to support sales activities and team members.

As an Enterprise Sales Director, Your impact will be:

• Manage and drive strong relationships with global customers
• Execute land-and-expand campaigns, from POC to large deployments
• Rainmaker and deal closer; achieve/ exceed target enterprise sales goals
• Build a business case and present the value of Claroty’s solution to end users prolifically
• Generate qualified appointments and pipeline opportunities
• Attend industry conferences and events periodically

As a Director of Customer Success, Your impact will be:

• Managing more than a group of 10 Customer Success Managers.
• 360 customers across the US
• Mentoring and Developing Talent, Inspiring and developing a high-performing customer success team that embodies our core values, creating leaders who are equipped to deliver excellence in every customer interaction.
• Elevating Customer Experience building on our strong foundation of customer satisfaction to enhance and refine the customer journey, and deliver unparalleled value and engagement with our solutions.
• Orchestrating customer journey towards desired business outcomes.
• Plan, build and deliver repeatable playbooks and processes to build your CS team for scale
• Leverage subject matter expertise in the product and industry to guide customers toward successful product adoption
• Monitor customer health and usage, and proactively address challenges to ensure customers maximize the value of the product.
• Act as the quarterback of the customer experience, orchestrating internal teams (e.g., Support, Product, Sales) to align efforts and deliver a seamless experience.