Director, Sales Engineering

Summary

Join Ontra, a global leader in AI legal tech, as their Director, Sales Engineering! Based in the US, this role involves leading and inspiring a team of sales engineers, driving revenue growth, and expanding the customer base. You will hire, manage, and coach your team, providing technical expertise and designing innovative solutions. Responsibilities include strategic analysis and reporting, cross-functional communication, customer engagement, recruitment and onboarding, and developing enablement programs. The ideal candidate possesses 8+ years of Sales Engineering experience, including 2+ years managing a team, and a proven track record of success in a leadership role within the investment management space. This position offers a competitive salary, equity grants, and a comprehensive benefits package.

Requirements

• Experience: 8+ years of Sales Engineering or relevant experience required, 2+ years managing a team
• Leadership: Proven experience in leading enterprise sales engineering or solutions engineering teams
• Coaching and Development: Track record of coaching and developing sales engineers to drive revenue successfully
• Sales Process Expertise: Deep familiarity with complex enterprise sales processes and best practices
• Technical Discovery: Knowledge in technical discovery and managing multi-threaded sales processes
• Solution Design: Experience in multi-product solutioning and complex solution design
• Value Management: Expertise in proof-of-concept/value management and strategic technical value positioning
• Sales Performance: Demonstrable track record as a high-performing sales leader if lacking formal sales engineering leadership experience
• Technical Fluency: Profound technical fluency with aptitude for guiding technical sales strategy

Responsibilities

• Team Leadership & Development: Hire, manage, and coach a team of sales engineers by providing one-on-one guidance and leading strategic team meetings aimed at improving technical expertise and solution articulation
• Strategic Analysis & Reporting: Monitor and analyze pre-sales metrics, including solution adoption and technical win rates, and report findings to senior leadership to showcase the team's impact on revenue goals
• Cross-Functional Communication: Collaborate with sales, product management, and marketing teams to align strategies, provide market feedback, and ensure consistent messaging of our solutions’ value proposition
• Customer Engagement & Relationship Building: Participate in strategic sales calls to provide technical expertise and help foster relationships with key stakeholders, ensuring proposed solutions align with client goals
• Recruitment & Onboarding: Lead the recruitment and onboarding process for new sales engineering talent, emphasizing technical skills and pre-sales capabilities to enhance team performance
• Enablement & Operational Efficiency: Develop enablement programs for continual team learning and ensure adherence to best practices in solution documentation and CRM management to enhance operational efficiency

Preferred Qualifications

Industry Focus: Ideally focused on the investment management space

Benefits

• Remote-first working policy, with office hubs in SF, NYC, Santa Barbara, and London
• Twice yearly team offsites for in-person collaboration
• Paid flexible time off policy
• Paid parental leave and benefits
• Employer-supported retirement contributions, varying by country
• Monthly phone and internet reimbursement
• Company-sponsored LinkedIn Learning accounts, department budgets for professional development, and robust onboarding program
• Various options for medical, dental, and vision insurance