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About the Role

Lead a team of enterprise Sales Engineers and own the technical aspects of Altana’s enterprise sales process. You will translate technical concepts into client value, collaborate cross-functionally, and shape the customer journey from discovery to post-sale.

Responsibilities

Lead and grow the Sales Engineering team.
Hire, onboard, and ramp Sales Engineers as the business scales.
Define role expectations and career paths for Sales Engineers.
Coach Sales Engineers through growth plans and direct feedback.
Define the role of Sales Engineering within the sales process.
Set standards for customer discovery and partner with Account Executives to build business cases.
Own demo narratives and product storytelling for various audiences.
Own the Proof of Value (POV) methodology, including entry and success criteria.
Manage the customer value journey from signature to realized value.
Travel 25-50% for customer meetings, workshops, and field engagements.
Build and maintain demo environments for target industries.
Maintain the documentation library, including technical collateral and RFP content.
Ensure the team stays fluent with product updates and releases.
Become a subject matter expert in trade compliance and supply chain.
Own the field-to-product feedback pipeline to inform the roadmap.
Partner with Product Marketing on positioning, messaging, and competitive content.
Represent Sales Engineering in cross-functional initiatives.

Requirements

5–8 years in sales engineering or solutions consulting.
2+ years directly managing sales engineers (hiring, ramping, performance management).
Track record of coaching technical, customer-facing individuals.
Hands-on implementation experience (configuring tenants, data management, chasing bugs).
Experience in enterprise pre-sales with complex, multi-stakeholder evaluations.
Ability to lead technical deep dives and present a compelling product story to business audiences.
Experience establishing an AI-driven pre-sales approach.
Fluency in enterprise data architecture (data models, integration patterns, APIs, cloud infrastructure).
Credibility with both data engineers and Chief Supply Chain Officers.
Clear judgment on deal winnability and willingness to communicate it.
Derive satisfaction from team success over personal achievements.

Skills

Sales Engineering
Solutions Consulting
People Management
Coaching
Technical Presentations
Demo Creation
Proof of Value (POV) Methodology
Customer Journey Management
AI-driven Pre-sales
Enterprise Data Architecture
Supply Chain
Global Trade
Logistics
Customs

Location

Brooklyn, NY
Washington, DC
Remote US-based

Work Type

Hybrid
Remote

Experience Level

5-8 years in sales engineering/solutions consulting
2+ years managing sales engineers

Salary/Compensations

$200,000 - $230,000 USD

Benefits

Competitive equity grants
Discretionary bonus or variable compensation plan
Flexible Time Off (FTO)
14-26 weeks Paid Parental Leave (PPL)
Medical, vision, and dental benefits
100% employer-paid high deductible health plan
Employer contribution to Health Savings Account (HSA)
Flexible Spending Account (FSA) option
Life, short- and long-term disability, and AD&D insurance
Fidelity 401(k) retirement savings program
Commuter Benefits
Free premium subscription to Calm
Pet Insurance (Wishbone/Total Pet)
Employee Assistance Program
Dependent Care FSA

About the Company

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.
Our values are Trust, Resilience, Stewardship, and Courage.
We believe that a diverse workforce enables greater creativity, performance, and adaptability.

Equal Opportunity

We are proud to be an equal opportunity employer and welcome you to join us as you are.
Our employment opportunities and decisions are based on business needs and individual qualifications, without regard to race, color, religious creed, national origin, ancestry, age, physical or mental disability, medical condition, marital status, sexual orientation, gender identity or expression, genetic information, family care or medical leave status, military or veteran status, or any other characteristic protected by the laws or regulations in the areas in which we operate.
We prohibit discrimination and harassment of any type, in any situation.