Backed by GV.
About the role
You'll lead a team of enterprise Sales Engineers and own the technical side of Altana’s enterprise sales motion. You'll be at the forefront of our sales initiatives, playing a crucial role in translating technical jargon into practical value for our clients and partners.
What they're looking for
- 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers — hiring, ramping, and performance-managing them
- A track record of coaching technical, customer-facing people from competent to excellent — you can walk us through how you've developed someone
- Hands-on implementation experience — you've configured a tenant, untangled messy customer data, and chased bugs in a live deployment
- Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review
- Experience standing up an AI-driven pre-sales approach — using AI tools to make an SE team measurably faster
- Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure
More about this role
Altana is the network for trusted trade. Our AI-powered product network empowers governments and businesses to build a more resilient and secure global economy while keeping trade flowing.
You'll lead a team of enterprise Sales Engineers and own the technical side of Altana’s enterprise sales motion. You'll be at the forefront of our sales initiatives, playing a crucial role in translating technical jargon into practical value for our clients and partners. You’ll collaborate cross-functionally with partners in Sales, Revenue Enablement, Account Management, Product Marketing, and Product Management in order to shape the entire customer journey, including how we run discovery, what a great demo looks like, how a proof of concept is scoped and judged, and how what we learn in the field makes its way back into the product.
This role requires a perfect blend of technical acumen and interpersonal skills, as you will be tasked with presenting our innovative solutions to diverse audiences, ranging from technical contributors to executives.
This is primarily a people-leadership role. You won't be the default SE on deals. However there will be times when you’ll have to step into an IC role,...
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