Senior Manager, Solutions Engineering

Drata • San Francisco, CA

18h • Hybrid

About The Position

We are looking for a motivated, strategic, and solutions-driven Senior Manager, Solutions Engineering to lead a team of experienced Solutions Engineers supporting Commercial and SMB customers (1-750 employees). In this role, you will provide leadership and direction to a high-performing team, ensuring they are equipped to drive technical value, support complex sales cycles, and deliver successful customer outcomes. You will partner closely with sales leadership and cross-functional teams to refine strategy, improve execution, and enhance the customer experience. Success in this role will be measured by the effectiveness of the Solutions Engineering team, impact on commercial/SMB sales performance, and contribution to overall business growth.

Requirements

• 7+ years of experience in Solutions Engineering, Pre-Sales, or related technical customer-facing roles.
• 3+ years of experience managing a pre-sales team, ideally within the SaaS or cloud technology space.
• Strong track record of supporting commercial and SMB customers and quicker sales cycles.
• Experience owning and improving technical sales processes, including POCs, demos, and solution design.
• Excellent problem-solving skills and ability to work in a fast-paced, dynamic environment.
• Leadership & People Development Experience managing and scaling a high-performing technical sales/pre-sales team.
• Ability to mentor and grow team members while fostering a culture of accountability and collaboration.
• Commercial/SMB Sales Acumen Proven ability to support and influence complex commercial and SMB sales cycles.
• Strong understanding of procurement processes, compliance requirements, and Commercial and SMB IT environments.
• Technical Expertise & Problem-Solving Strong background in SaaS solutions and cloud-based architectures.
• Experience working with common cloud platforms and IT tools, including: Cloud Infrastructure – AWS, GCP, Azure Identity & Access Management – Okta, Google Workspace, Entra ID Version Control & DevOps – GitHub, Bitbucket, GitLab
• Ability to translate technical capabilities into business value for customers.
• Effective Communication & Executive Presence Ability to clearly articulate complex technical solutions to both technical and non-technical stakeholders.
• Strong storytelling and presentation skills for engaging with executives and decision-makers.

Responsibilities

• Lead & Develop a High-Performing Team
• Manage, mentor, and coach a team of Solutions Engineers supporting Commercial and SMB customers.
• Drive professional growth and technical excellence within the team.
• Foster a collaborative and customer-first culture.
• Sales Support & Strategy
• Partner with Commercial and SMB sales leadership to refine technical sales strategies and support high-value deals.
• Ensure the team effectively executes technical proof of concepts (POCs), demos, and solution alignment for complex Commercial and SMB prospects.
• Solution & Product Support
• Serve as an escalation point for technical pre-sales challenges and key customer engagements.
• Ensure the team gathers and communicates customer insights to product, engineering, and customer success teams.
• Operational Excellence & Enablement
• Define and track key performance metrics to measure the effectiveness of the team.
• Drive process improvements to optimize Commercial and SMB sales efficiency and technical engagement.
• Support RFP/RFI responses, competitive analysis, and technical business case development.

Benefits

• Shared Success : We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents , along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan , company-paid life and disability insurance , tax-advantaged spending accounts , and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed