Director of Enterprise Sales Engineering

• You’ll lead a team of enterprise Sales Engineers and own the technical side of Altana’s enterprise sales motion
• You’ll be at the forefront of our sales initiatives, playing a crucial role in translating technical jargon into practical value for our clients and partners
• You’ll collaborate cross-functionally with partners in Sales, Revenue Enablement, Account Management, Product Marketing, and Product Management in order to shape the entire customer journey, including how we run discovery, what a great demo looks like, how a proof of concept is scoped and judged, and how what we learn in the field makes its way back into the product
• This role requires a perfect blend of technical acumen and interpersonal skills, as you will be tasked with presenting our innovative solutions to diverse audiences, ranging from technical contributors to executives
• This is primarily a people-leadership role
• You won’t be the default SE on deals
• However there will be times when you’ll have to step into an IC role, and you’ll need to be enough of a product expert to demo the product or run a POV
• This role reports to the Head of Enterprise
• Hire, onboard, and ramp SEs as the Enterprise business scales
• Define role expectations and a career path so each SE knows what good looks like and what comes next
• Coach each SE through growth plans and direct feedback, drawn from watching them in live customer engagements
• Set the standard for discovery into a customer’s trade compliance or supply chain process, and partner with AEs to turn it into a business case
• Own our demo narratives — the story we tell for each product and use case, and how it shifts for a compliance analyst versus a Chief Supply Chain Officer
• Own our POV methodology: entry criteria, success criteria, process, and how results get presented back
• Own the customer value journey from signature to realized value, including the handoff to Account Management and every commitment made during the evaluation
• Travel 25-50% depending on deal flow, for customer meetings, on-site workshops, and time in the field with your team
• Build and maintain demo environments for each industry we sell into
• Build and maintain the documentation library: technical collateral, reference architectures, reusable demo flows, and security and RFP content
• Keep the team fluent as the product line expands, partnering with Revenue Enablement to make every release demo-ready
• Become a subject matter expert in trade compliance and supply chain
• Own the field-to-product feedback pipeline so the roadmap reflects what the market is asking for
• Partner with Product Marketing on positioning, messaging, and competitive content
• Represent Sales Engineering in cross-functional initiatives

Benefits

• Competitive base salary: We offer competitive base salaries to recognize the incredible work our employees do.
• Learning & development: We support your development through regular performance check-ins and offer financial support for Learning and Development initiatives.
• Health benefits: We offer full global benefits, including a 100% employer-paid plan and tax-advantaged HSA and FSA options in the US.
• Paid time off: We provide a generous PTO policy, including paid sick time, to support your well-being in and out of the office.
• Equity program: We instill ownership by offering competitive new hire equity grants, plus the opportunity to gain more equity along the way.
• Parental leave: We offer up to 26 weeks of fully paid parental leave to support you and your family.

• Credibility with a data engineer and a Chief Supply Chain Officer in the same afternoon
• Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure
• A track record of coaching technical, customer-facing people from competent to excellent — you can walk us through how you’ve developed someone
• Clear judgment about when a deal is winnable, and the willingness to say so
• Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review
• Nice to Have: Domain familiarity with supply chain, global trade, logistics, or customs
• More satisfaction from your team’s win than from your own demo
• Hands-on implementation experience — you’ve configured a tenant, untangled messy customer data, and chased bugs in a live deployment
• The ability to lead a technical deep dive — architecture, integration strategy, InfoSec, PSR — and tell a compelling product story to a business audience. If you lean one way, tell us how you’ve built a team that covers the other
• Experience standing up an AI-driven pre-sales approach — using AI tools to make an SE team measurably faster
• 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers — hiring, ramping, and performance-managing them