Lead a team consisting of Sales Engineers, Solution Consultants, and Specialist Sellers, managing leaders who, in turn, oversee their respective teams.
Develop a strategic vision that transforms the Sales Engineering function into a best-in-class organization capable of scaling with the rapid growth of our mid-market business.
Inspire and motivate teams to embrace a collaborative and customer-first culture focused on delivering measurable outcomes.
Strategic Alignment:
Act as the primary liaison between Sales, Product, and Marketing to align Sales Engineering efforts with key business priorities.
Collaborate with Product and Engineering teams to influence the product roadmap based on customer insights and field feedback.
Translate product capabilities into compelling competitive advantage narratives that bolster the sales team’s ability to successfully position solutions.
Sales Enablement:
Establish frameworks for technical demonstrations, product walkthroughs, and consultative selling methods that enhance buyer confidence and move deals through the funnel.
Partner closely with the sales team to identify opportunities for improving attach rates for complementary and ancillary products.
Drive the implementation and adoption of new tools, processes, and systems designed to streamline solution-selling.
Operational Excellence:
Design scalable operating mechanisms that enable the Sales Engineering function to deliver consistent impact across teams and customers.
Set clear priorities, establish performance standards, and track KPIs to measure success and drive continual improvement.
Proactively anticipate business needs, plan for future growth, and identify opportunities for process optimization.
Team Development:
Coach and mentor managers, ensuring they are equipped to lead high-performing teams and foster career growth for their employees.
Build and scale training programs that strengthen product knowledge, technical expertise, and consultative selling skills across the function.
Create an inclusive, high-energy environment that attracts and retains top talent with diverse skill sets.
Insights & Cross-Functional Collaboration:
Actively gather and synthesize customer, market, and sales insights, delivering actionable recommendations that inform marketing, product, and operational strategies.
Bring an external perspective and customer-centric voice to Product and Engineering, advocating for features, tools, and investments that address unmet market needs.
Represent the Sales Engineering function as a thought leader across executive forums, internal partners, and customer engagements.
Qualifications
Leadership & Strategy:
5+ years of leadership experience in Sales Engineering, Pre-Sales, Solutions Consulting, or a related function, with 3+ years managing leaders and scaling teams.
Proven track record of transforming technical sales organizations into strategic, outcome-focused partners to Sales and Product.
Strong executive presence, with the ability to influence and communicate effectively across teams, levels, and organizational boundaries.
Sales & Technical Experience:
Prior experience in SaaS, marketing, or B2B software sales, including a deep understanding of solution-selling and technical enablement processes.
Demonstrated ability to improve attach rates and adoption of ancillary/complementary products through sales team enablement and improved messaging.
Experience working closely with Product teams to drive actionable insights, influence roadmaps, and create alignment between field operations and product development.
Operational Excellence:
Strong analytical skills with the ability to assess performance, identify opportunities, and design scalable processes and systems.
Expertise in using data to track KPIs, improve outcomes, and inform decision-making at every level of the organization.
Proficiency with CRM tools (e.g., Salesforce) and sales enablement platforms, as well as familiarity with technical demo tools and systems.
Personal Qualities:
Strong emotional intelligence, empathy, and ability to inspire teams at all levels.
Exceptional problem-solving skills and comfort leading teams in dynamic, evolving environments.
Unwavering customer obsession and a “roll up your sleeves” attitude that thrives in collaborative, fast-paced settings.