netboxlabs - Director of Solutions Engineering
Requirements
• 7+ years of Solutions Engineering / Sales Engineering experience, with at least 3 years in a management or leadership role • Proven track record of leading distributed or global SE teams in a B2B enterprise software environment • Strong background in complex, technical sales cycles with exposure to enterprise accounts • Experience operating in a high-growth environment with evolving product offerings and customer segments • Exceptional communication and executive presence — comfortable presenting to C-suite buyers and internal leadership alike • Deep ability to translate complex technical capabilities into clear business value • Strong analytical mindset with experience using data to drive SE team decisions and improvements • Collaborative leader who builds trust across Sales, Product, and CS organizations • Experience building or refining SE methodologies (MEDDIC/MEDDPICC, Challenger, or similar frameworks) • Must be located in the United States; ability to travel domestically and internationally as needed (est. 20%) • Experience managing across time zones, including EMEA and APAC, is strongly preferred • WHAT SUCCESS LOOKS LIKE
Responsibilities
• Team Leadership & Development • Lead, coach, and develop a growing global SE team across NA, EMEA, and APAC, with direct management responsibility • Build a culture of technical excellence, continuous learning, and customer obsession • Establish clear career paths and performance frameworks for the SE team • Hire and onboard top SE talent as the business scales • Pre-Sales Execution & Technical Win Rate • Own the technical win rate metric and drive strategies to improve it across all regions • Establish consistent standards for discovery, demos, POCs/POVs, and technical evaluations • Personally engage in strategic and complex enterprise opportunities as executive SE sponsor • Define and enforce qualification criteria for SE time and resource allocation • Cross-Functional Leadership • Partner with Sales leadership to align SE capacity to pipeline, territories, and deal strategy • Collaborate with Product and Engineering to close the feedback loop between field insights and roadmap prioritization • Work with CS leadership to ensure seamless technical handoffs that set customers up for success post-sale • Represent the SE team in executive and cross-functional forums; contribute to go-to-market strategy and planning • Operational Excellence • Build and maintain SE playbooks, demo environments, and technical asset libraries • Define and track key SE metrics: technical win rate, POC-to-close rate, and SE-to-AE coverage ratios • Drive CRM hygiene and SE activity logging discipline (e.g., HubSpot or equivalent) • Manage SE tools, sandbox environments, and technical infrastructure in partnership with engineering
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