Manager, Solutions Engineering - EMEA

1 мес. назад

United KingdomEuropeLeadRemote

technical salesconsultative sellingteam leadershipsales engineering

Lead the EMEA Solutions Engineering team to drive technical sales and growth across diverse markets.

Обязанности

Prior experience managing a Solutions Engineering team where people management (1:1s, performance conversations, hiring, team dynamics) is second nature, not something you're still working out; 3 to 5 years of SE management experience, with a total pre-sales or SE career of 7+ years
Experience leading a team through the shift from a volume-based SE motion to a more consultative, value-based approach, including knowing when to preserve speed and demo-forward execution
Genuine AI and modern tooling fluency: hands-on use in your own workflow and a track record of building team processes around AI tools, not just awareness of them
EMEA market experience, including an understanding of the region's diversity in language, geography, GRC and compliance maturity, and how buyers across different markets approach security decisions
Familiarity with GRC, compliance, or security SaaS; GDPR fluency is a meaningful plus
Experience at a growth-stage B2B SaaS company where you've built processes that didn't exist before, without needing mature-org infrastructure to operate effectively
Based in London, comfortable working in a hybrid model (3 days per week in office)
Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Другое

At , our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. has a kind and talented team, and while some have prior security experience, many have been successful at without it.
You'll lead 's EMEA Solutions Engineering team across the Growth and Commercial segments, developing a strong group of eight SEs while evolving our technical sales motion and helping drive growth in one of 's highest-priority regions.
Solutions Engineering at sits at the intersection of product, technical, and sales. The SE team works alongside Account Executives to drive technical wins, lead discovery, and make the fit between customer needs and 's capabilities real, converting qualified opportunities into closed revenue. In EMEA, that means operating across a wide and diverse market: from established financial and technology hubs across Western Europe to emerging opportunities across the Middle East, Israel, and Southern Europe, each with different regulatory contexts, GRC maturity levels, and buying behaviours. The team needs to show up credibly across all of them.
This manager leads the Growth and Commercial SE team, a group of eight SEs spanning a fast-moving, high-priority region. The SE motion is actively evolving from a repeatable demo approach toward a more consultative, value-based model in the right deals, while preserving speed and volume where that remains the right answer. The job is to develop the team and the motion together.
Lead and develop the SE team: manage eight SEs across the Growth and Commercial segments, build on the existing operating rhythm, and establish a coaching cadence that elevates individual performance and team craft
Drive the evolution of the SE motion: work with your team and EMEA sales leadership to shift from a repeatable demo approach to a more consultative, value-based engagement model in the right deals, while maintaining speed and volume where that remains the right answer
Define what good technical engagement looks like: build and iterate on playbooks for discovery, demo quality, and POC approach that the team can replicate and refine as the motion matures
Strengthen the SE-AE partnership across EMEA: work closely with AE leadership to ensure SE contribution is well-integrated into the sales motion and coach SEs to show up as trusted technical advisors, not just demo operators
Lead AI adoption and modern tooling across the team: model hands-on AI use, identify where AI improves SE efficiency, and build team processes around it, coaching people through adoption rather than mandating it
Own team performance and reporting: track and improve key SE metrics including technical win rates, deal attachment, pipeline influence, and team capacity, and give leadership clear visibility into performance and investment priorities
Own the team's growth: partner with recruiting to define SE hiring profiles, play an active role in the interview process, and ensure new hires are set up to contribute to the team's direction and culture
Industry-competitive salary and equity
100% covered medical, dental, and vision benefits with dependents coverage
16 weeks paid Parental Leave for all new parents Health & wellness stipend
Remote workspace, internet, and mobile phone stipend
Commuter benefits for team members who attend the office
Pension matching
25 days of Annual Leave per year and unlimited sick time
8 company-paid holidays
Virtual team building activities, lunch and learns, and other company-wide events!
Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
#LI-hybrid
At , we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.
We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world's leading Trust Management Platform, our vision remains unchanged.
Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on to build, maintain and demonstrate their trust— all in a way that's real-time and transparent.
If you are being referred for the role, please contact that person to apply on your behalf.