Director, Sales Engineering

Director, Sales Engineering Menlo Security's https://www.menlosecurity.com/ mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense. The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching. Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista http://www.vistaequitypartners.com/?utm_source=vistapressrelease&utm_campaign=menlosecurity”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures. ABOUT THE ROLE Menlo Security is looking for a strategic, high-energy Director of Sales Engineering to lead and scale our US Commercial and Enterprise SE organization. This is a critical leadership role focused on driving technical excellence and accelerating revenue growth within our non-public sector segments. We are looking for a talented leader with proven experience motivating, setting a high standard for performance, and holding their team accountable to deliver results. You won't just be managing a team; you will be building the engine that powers our technical sales strategy. You will be responsible for mentoring a high-performing team of Sales Engineers, optimizing our technical sales processes, and acting as a key bridge between the field, Product Management, and Engineering. Responsibilities: - Work with sales leadership and clients to design, create and present business solutions to increase client revenue growth. - Establish key performance metrics and targets for the Sales Engineering team, regularly monitoring performance against goals and implementing strategies to drive improvement. - Collaborate with sales leadership to develop and execute effective sales strategies that align with company objectives and customer needs. - Oversee the technical validation process, ensuring POVs are scoped correctly, executed efficiently, and tied directly to business value. - Partner with global SE Leadership to refine and scale the core sales engineering processes such as discovery, technical qualification, targeted demos, and targeted POVs. - Provide leadership and engagement with key Menlo Partners and customers - Participate in regional industry events/organizations as a thought leader. - Drives regional product requirements with Product Management and Engineering. - Analyze market trends, competitive landscape, and customer feedback to identify opportunities for optimization and differentiation. Qualifications: - Bachelor’s Degree in Engineering or a related field or equivalent experience - 10+ years of experience in sales engineering or systems engineering with at least 2 years managing and directing a sales engineering team. - In-depth knowledge of IT Security Technology: Particularly hands on experience in the deployment, configuration and troubleshooting of Web Proxy technologies - In depth experience with SMTP, NGFW, SAML, ADFS, SSL - Experience with DLP, CASB and SD-WAN technologies a plus - Strong expertise in cloud infrastructure, virtualization (VDI/RDS), Zero Trust Network Access (ZTNA), or application delivery technology - Knowledge in GenAI playbooks for LLMs, Small Language Models (SLMs), retrieval-augmented generation (RAG), and agentic architectures - Demonstrated success working with Fortune 1000 companies. - Strong customer relationship and people skills as well as strong written communications and presentation skills. - Excellent project managem ... (truncated, view full listing at source)