Senior Director, Sales Engineering

Summary

Join Digital.ai as a Senior Director, Sales Engineering to lead the Americas Sales Engineering Team, playing a critical role in the customer lifecycle. You will oversee a distributed team, implementing the GTM plan across regions, shaping sales strategy, and enhancing customer experience. Responsibilities include leading and mentoring the team, defining priorities and career development, aligning the team with regional plans, managing technical opportunities, executing technical validation, implementing demonstration methodologies, and collaborating across multiple groups. The role requires 10+ years in technical pre-sales, 5+ years in Sales Engineering leadership, experience with complex enterprise accounts, and a firm grasp of the software delivery toolchain. Preferred qualifications include a Bachelor's degree in a technical field, an MBA, bilingual abilities, and experience in partner-led sales. Digital.ai offers comprehensive benefits, including medical, dental, vision, unlimited PTO for US employees, paid parental leave, flexible working arrangements, and professional development opportunities.

Requirements

• 10+ years in technical pre-sales roles, with 5+ years in Sales Engineering leadership
• Proven success selling or enabling in DevSecOps, Application Lifecycle, or Enterprise SaaS environments
• Experience working with complex enterprise accounts and regulated industries (FSI, A&D, Healthcare, Government)
• Firm grasp of the modern software delivery toolchain and agile security practices
• Confident communicator with the ability to engage C-level executives, both internally and externally
• Strong process orientation with a passion for operational metrics and continuous improvement
• Proficiency in sales & presales methodologies (e.g., Command of the Message, Demo2Win/Great Demo, MEDDPICC) and sales technology platforms (e.g., Salesforce, Apollo, Responsive, SharePoint, and Monday.com)

Responsibilities

• Lead, mentor, and grow a high-performing remote team of Sales Engineers covering enterprise accounts across the Americas
• Champion a high-trust, high-performance culture that encourages collaboration and innovation across the DevSecOps toolchain
• Define team priorities, compensation alignment, and career development in line with company goals
• Align the Sales Engineering team to support the execution of the regional GTM and Marketing plans
• Own technical opportunity management, escalations, and resolution of technical risk to drive revenue growth
• Execute technical validation using Command of the Message methodology, supporting strong business cases and technical qualification
• Implement and refine industry demonstration methodologies as a core part of technical sales engagement
• Guide your team in selecting appropriate technical proof approaches depending on the sales stage: Vision demos , Case Studies and Industry Insights to inspire during early-stage discovery and adoption
• Capability demos to support middle-pipeline qualification
• Solution walkthroughs and proof-of-value to drive late-stage closure
• Ensure all demos are value-driven and tailored to buyer personas and industry-specific challenges, including AI
• Engage in trade shows, webinars, blogs, whitepapers, and analyst briefings
• Assist in technical qualification, initial fit assessments, and messaging alignment
• Deliver business discovery, RFP Management, and technical discovery sessions that align with the Command of the Message approach
• Support renewal expansion efforts, renewal retention, and roadmap alignment sessions
• Ensure a seamless customer hand-off to deliver technical implementation success
• Drive ongoing customer satisfaction and technical issue resolution
• Provide field feedback and technical insight to shape product direction and prioritization
• Drive onboarding, skill development, and partner competency building within Digital.ai’s internal and partner ecosystem
• Leverage Salesforce, Clari, Monday.com, Responsive RFP, and other platforms to track metrics and align technical motions to business impact
• Drive and improve repeatable processes to measure team impact through KPIs, opportunity win rates, and solution adoption
• Continuously improve internal tools, collateral, environments, and processes to enhance the team’s technical agility and field effectiveness

Preferred Qualifications

• Bachelor’s degree in Computer Science, Engineering, or related technical field
• MBA is a plus
• Bilingual or multilingual abilities for LATAM coverage are a plus
• Experience in partner-led sales and channel ecosystems

Benefits

• Comprehensive medical, dental, and vision plans
• Unlimited PTO for US employees
• Paid parental leave
• Unlimited access to continuous learning and professional development with TalentLMS
• Flexible working arrangements
• Opportunity to work with a diverse, globally distributed team