Director, Sales Engineering
About The Position
We are seeking a talented Director, Sales Engineering (Americas) to lead our Americas Sales Engineering Team in a hybrid role combining hands-on technical selling with leadership, mentoring and team development. The Sales Engineering team plays a vital role throughout the customer lifecycle, collaborating with Sales, Marketing, Product, and Customer Experience to deliver technical excellence at every stage. Our clients include Fortune 2000 organisations and leading entities in financial services, aerospace & defence, healthcare, insurance, gaming, technology, government, and the public sector. You will oversee and report on the activities of a distributed team of highly skilled Sales Engineers, guiding the strategic implementation of the GTM plan across the Americas’ territory. Reporting to the Vice President Technical International, you will serve as the primary liaison between the global and regional sales engineering strategies and the Americas’ SE team. You will be a key member of the Americas Sales Leadership Team, participating in technical and commercial forecasting calls, regular 1-2-1 meetings with members of the SE team, and ensuring prioritised SE activity alignment on key deals, accounts, campaigns, and partners. You will play a crucial role in shaping sales strategy, coordinating cross-functional resources, and enhancing the overall customer and partner experience during the sales cycle. Additionally, as a hands-on Sales Engineer, you will lead by example in executing marketing campaigns, developing pipelines, qualifying technical solutions, and validating solution fit through discovery execution, customised demonstrations, use case alignment, and proof-of-value exercises.
Requirements
- 7+ years in technical pre-sales roles, with 3+ 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)
Nice To Haves
- 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
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 using Digital.ai’s extensive portfolio.
- Define team priorities, champion technical success aligned to sales GTM and opportunities, and support personnel operational activities needed for the smooth running of the Americas’ sales function.
- 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 qualifications.
- 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:
- 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.
- Act as a domain expert in at least one Digital.ai product, working across industry verticals such as Finance, Gaming, Insurance, Healthcare and Defence.
- Ability to provide guidance based on industry best practices and thought leadership.
- Establish and maintain an understanding of the overall Digital.ai technology portfolio and the competitive landscape.
- Focus on the technical aspects of the sales process, emphasizing the technical success of prospects, customers, and strategic partners.
- Work closely with key client decision makers on demos and proof of value to ensure the product or solution meets the client’s business objectives.
- Build positive relationships with the account executives and business development representatives as a core member of a “pod”.
Benefits
- Comprehensive medical, dental, and vision plans
- Unlimited PTO for US employees
- Paid parental leave
- Unlimited access to continuous learning and professional development with Talent LMS
- Flexible working arrangements
- Opportunity to work with a diverse, globally distributed team
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What This Job Offers
Job Type
Full-time
Career Level
Director
