Director, Sales Engineering

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

About the Role

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.

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.

Qualifications:

• 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

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

• 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.

Our Compensation and Benefits

At Menlo Security, Base Salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $ 179,200 - $230,300.

In accordance with NY, CO, CA, and WA law, the range provided is Menlo Security’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.

Menlo Security does not accept unsolicited resumes from search firm recruiters. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of Menlo Security. 

Menlo Security is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

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Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.