Senior Sales Engineer

Summary

Join ExtraHop as a Senior Sales Engineer and play a pivotal role in shaping the success of strategic sales engagements. You will lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. This senior-level position involves mentoring other sales engineers, collaborating with product and engineering teams, and supporting executive-level discussions. You will design and advocate for customer-tailored solutions, proactively resolve pre-sales technical challenges, and act as a trusted advisor. Your deep understanding of ExtraHop's technology, the market landscape, and customer challenges will be crucial. This role contributes directly to revenue growth and the company’s long-term success.

Requirements

• 7+ years selling Cloud and Cyber Security technology into large Enterprises with direct AWS, Azure or GCP experience
• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge
• Minimum of 1 year of experience working directly with cloud concepts
• Complex and strategic selling experience required
• Deep understanding of enterprise-architecture concepts, risk management, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.)
• Broad understanding of enterprise information technologies across the full OSI stack, cloud concepts (AWS, Azure, GCP)
• In-depth knowledge of Site Reliability Engineering Concepts
• Familiarity with automation and infrastructure as code technologies such as Ansible, Terraform, Cloud Formation
• Excellent organizational, interpersonal, and leadership skills
• Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences
• Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies
• Ability to focus on results while working independently when given a broad direction and desired results
• Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams
• Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues
• Works cooperatively with others within the organization and other cross-functional stakeholders
• Works well in fast-paced, high-stress environments
• Has predictable, reliable attendance
• $150,000 - $160,000 with a 70/30 split + benefits

Responsibilities

• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization
• Drive customer discovery efforts to uncover requirements for ExtraHop solutions
• Proactively mitigate technology-related buying objections from the sales opportunities
• Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market
• Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated
• Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement
• Articulate the security value proposition and key differentiating capabilities with executive fluency  to prospective new customers and solutions partners
• Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM
• Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs
• Provide post-sales follow-up, technical training, and consulting
• Help with post-implementation support for key customers
• Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience
• Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers
• Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development

Benefits

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
• FSA and Dependent Care Accounts + EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)
• Hybrid and Remote Work Model