Director of Sales Engineering, Majors (EST)

Zafran.io•New York, NY

About The Position

Zafran is looking for a results-driven, technically oriented Director of Sales Engineering to join our growing global Go-To-Market organization, focused on the Majors segment. In this role, you will lead and mentor a team of Sales Engineers while also rolling up your sleeves as a hands-on technical leader throughout the enterprise sales cycle. You will partner closely with senior account executives, product, and R&D teams to drive technical strategy - from early discovery and executive-level demos through end-to-end proof-of-value and customer onboarding. As a Director, you will play a pivotal role in shaping the SE team's practices, elevating the technical bar across major accounts, and ensuring consistent technical success in our most strategic deals. About Zafran: Our Mission: To stop the exploitations of vulnerabilities, everywhere. What makes us different: Zafran de-risks 90% of critical vulnerabilities overnight across your hybrid environment and uses your existing security tools to rapidly mitigate and remediate the 10% most likely to be exploited. Who’s behind us: Zafran is backed by Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations. We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!

Requirements

7+ years of experience in pre-sales or sales engineering within the cybersecurity industry.
2+ years in a senior or leadership role managing or mentoring other Sales Engineers.
In-depth knowledge of enterprise security - including risk management, endpoint solutions, vulnerability management, and compliance frameworks.
Proven track record of closing complex, multi-stakeholder enterprise deals in collaboration with sales teams.
Strong strategic thinking with a professional understanding of enterprise customer expectations and buying processes.
Excellent verbal and written communication skills - comfortable presenting to both technical and executive audiences.
Fluent in English.

Nice To Haves

Experience building or scaling SE teams as a first-line or second-line manager.
Familiarity with the CTEM (Continuous Threat Exposure Management) market and relevant vendor landscape.
Experience working with channel partners - enablement, co-selling, and partner-driven sales motions.
Background in opening new enterprise territories or market segments.
Experience with the following is a plus

Responsibilities

Lead, mentor, and grow a team of Sales Engineers focused on the MAJORs segment.
Define and drive best practices for technical selling, POV execution, and demo delivery across the SE team.
Recruit, onboard, and develop SE talent in alignment with company growth goals.
Set clear team goals and performance metrics tied to technical wins and revenue influence.
Engage at the executive and technical levels with major enterprise prospects and customers to drive complex sales cycles.
Deliver high-impact, custom product demonstrations tailored to solve enterprise-scale business challenges.
Own and oversee technical evaluations and proof-of-value processes, ensuring successful and repeatable outcomes.
Lead technical qualification during the sales process to ensure Zafran solutions are the right fit for each prospect's environment.
Respond to strategic RFPs and RFIs with thorough, differentiated technical input.
Serve as the primary technical bridge between major enterprise customers, product management, and engineering - surfacing actionable feedback that influences roadmap priorities.
Collaborate with account executives to develop account strategies and executive engagement plans.
Contribute to onboarding and initial implementation planning for new major accounts.
Represent Zafran at key industry events, trade shows, and conferences through demos, presentations, and on-stage sessions.
Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise prospects with credibility.
Support partner enablement and partner-driven sales motions in the MAJORs segment.