Director, Sales Engineering

Menlo Security

3d

About The Position

Menlo Security is looking for a strategic, high-energy Director of Sales Engineering to lead and scale our US Commercial and Enterprise SE organization. This is a critical leadership role focused on driving technical excellence and accelerating revenue growth within our non-public sector segments.
We are looking for a talented leader with proven experience motivating, setting a high standard for performance, and holding their team accountable to deliver results. You won't just be managing a team; you will be building the engine that powers our technical sales strategy. You will be responsible for mentoring a high-performing team of Sales Engineers, optimizing our technical sales processes, and acting as a key bridge between the field, Product Management, and Engineering.

Requirements

• Bachelor’s Degree in Engineering or a related field or equivalent experience
• 10+ years of experience in sales engineering or systems engineering with at least 2 years managing and directing a sales engineering team.
• In-depth knowledge of IT Security Technology: Particularly hands on experience in the deployment, configuration and troubleshooting of Web Proxy technologies
• In depth experience with SMTP, NGFW, SAML, ADFS, SSL
• Strong expertise in cloud infrastructure, virtualization (VDI/RDS), Zero Trust Network Access (ZTNA), or application delivery technology
• Knowledge in GenAI playbooks for LLMs, Small Language Models (SLMs), retrieval-augmented generation (RAG), and agentic architectures
• Demonstrated success working with Fortune 1000 companies.
• Strong customer relationship and people skills as well as strong written communications and presentation skills.
• Excellent project management skills.
• Ability to influence technical decision makers and executives.
• Ability to travel frequently.

Nice To Haves

• Experience with DLP, CASB and SD-WAN technologies a plus

Responsibilities

• Work with sales leadership and clients to design, create and present business solutions to increase client revenue growth.
• Establish key performance metrics and targets for the Sales Engineering team, regularly monitoring performance against goals and implementing strategies to drive improvement.
• Collaborate with sales leadership to develop and execute effective sales strategies that align with company objectives and customer needs.
• Oversee the technical validation process, ensuring POVs are scoped correctly, executed efficiently, and tied directly to business value.
• Partner with global SE Leadership to refine and scale the core sales engineering processes such as discovery, technical qualification, targeted demos, and targeted POVs.
• Provide leadership and engagement with key Menlo Partners and customers
• Participate in regional industry events/organizations as a thought leader.
• Drives regional product requirements with Product Management and Engineering.
• Analyze market trends, competitive landscape, and customer feedback to identify opportunities for optimization and differentiation.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager