Director, Enterprise Sales Engineering

Altana•Brooklyn, WA

1d•Hybrid

About The Position

Altana is the network for trusted trade. Our AI-powered product network empowers governments and businesses to build a more resilient and secure global economy while keeping trade flowing. The Opportunity at Altana 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.

Requirements

5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers — hiring, ramping, and performance-managing them.
A track record of coaching technical, customer-facing people from competent to excellent — you can walk us through how you've developed someone.
Hands-on implementation experience — you've configured a tenant, untangled messy customer data, and chased bugs in a live deployment.
Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review.
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.
Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure.
Credibility with a data engineer and a Chief Supply Chain Officer in the same afternoon.
Clear judgment about when a deal is winnable, and the willingness to say so.
More satisfaction from your team's win than from your own demo.

Nice To Haves

Domain familiarity with supply chain, global trade, logistics, or customs.

Responsibilities

Lead and grow the team: 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.
Define how Sales Engineering works in the sales process: 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.
Own the technical practice: 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.
Close the loop with Product: 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 equity grants are included in the majority of full time offers; and are considered part of Altana's total compensation package.
Discretionary bonus or a variable compensation plan depending on the role.
Flexible Time Off (FTO) policy.
Industry leading Paid Parental Leave (PPL), providing 14 weeks of leave for non-birthing, adoptive, and foster parents and up to 26 weeks of leave for birthing parents, all paid at 100% of your base salary.
Full suite of medical, vision, and dental benefits with generous employer contributions.
High deductible health plan is 100% employer paid for employees and supplemented with an employer contribution to your Health Savings Account (HSA).
Flexible Spending Account (FSA) option.
Life, short- and long-term disability, and AD&D insurance coverage, all at no cost to you.
Fidelity 401(k) retirement savings program.
Commuter Benefits: Save money on your commute by setting aside pre-tax funds for public transit or parking!
Free premium subscription to Calm, the #1 app for meditation, sleep, and mindfulness.
Wishbone insurance and / or our Total Pet vet service and telehealth discount plan for pet insurance.
Free access to confidential personal support through the Employee Assistance Program.
Dependent Care FSA: Allows you to set aside pre-tax funds for childcare expenses.