Director, Enterprise Sales Engineering

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. **The Opportunity at Altana** 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, and you’ll need to be enough of a product expert to demo the product or run a POV. This role reports to the Head of Enterprise. **You Will** Lead and grow the team - Hire, onboard, and ramp SEs as the Enterprise business scales - Define role expectations and a career path so each SE knows what good looks like and what comes next - Coach each SE through growth plans and direct feedback, drawn from watching them in live customer engagements Define how Sales Engineering works in the sales process - Set the standard for discovery into a customer's trade compliance or supply chain process, and partner with AEs to turn it into a business case - Own our demo narratives — the story we tell for each product and use case, and how it shifts for a compliance analyst versus a Chief Supply Chain Officer - Own our POV methodology: entry criteria, success criteria, process, and how results get presented back - Own the customer value journey from signature to realized value, including the handoff to Account Management and every commitment made during the evaluation - Travel 25-50% depending on deal flow, for customer meetings, on-site workshops, and time in the field with your team Own the technical practice - Build and maintain demo environments for each industry we sell into - Build and maintain the documentation library: technical collateral, reference architectures, reusable demo flows, and security and RFP content - Keep the team fluent as the product line expands, partnering with Revenue Enablement to make every release demo-ready - Become a subject matter expert in trade compliance and supply chain Close the loop with Product - Own the field-to-product feedback pipeline so the roadmap reflects what the market is asking for - Partner with Product Marketing on positioning, messaging, and competitive content - Represent Sales Engineering in cross-functional initiatives **You Have** - 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 - The ability to lead a technical deep dive — architecture, integration strategy, InfoSec, PSR — and tell a compelling product story to a business audience. If you lean one way, tell us how you've built a team that covers the other - 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 - Credibility with a data engineer and a Chief Supply Chain Officer in the same afternoon - Clear judgment about when a deal is winnable, and the willingness to say so - More satisfaction from your team's win than from your own demo - **Nice to Have:** Domain familiarity with supply chain, global trade, logistics, or customs This role is based in Brooklyn, NY or Washington, DC with hybrid work flexibility. We prefer candidates within commuting distance of one of our offices, but will consider remote US-based candidates who are a strong match. **US Salary Range and Benefits** $200,000 - $230,000 USD The salary range, to the extent specified for this role, is a good faith statement of the minimum and maximum levels of the annual based salary for the position. The base salary offered to a successful candidate will depend on a wide range of compensation factors, including, but not limited to, work experience, education and/or training, critical skills, and/or business considerations. Competitive equity grants are included in the majority of full time offers; and are considered part of Altana's total compensation package. Altana also offers either a discretionary bonus or a variable compensation plan depending on the role. Additionally, Altana offers top-tier benefits for full-time employees, including: - Flexible Time Off: Altana operates with a Flexible Time Off (FTO) policy that gives you agency over your own time off so you can maximize your work-life balance. - Parental Leave: We offer industry leading Paid Parental Leave (PPL), providing 14 weeks of leave for non-birthing, adoptive, and foster parents and up to 26 weeks of leave for birthing parents, all paid at 100% of your base salary. - Health Benefits: We have a full suite of medical, vision, and dental benefits with generous employer contributions, designed to give you flexibility and choice for your individual health situation. Our high deductible health plan is 100% employer paid for employees and supplemented with an employer contribution to your Health Savings Account (HSA). There is also a Flexible Spending Account (FSA) option. - Supplemental Benefits: Altana provides life, short- and long-term disability, and AD&D insurance coverage, all at no cost to you, so you know that you and your loved ones are covered in case of an emergency. - 401(k) Savings: Save for and invest in your future using our Fidelity 401(k) retirement savings program. - Commuter Benefits: Save money on your commute by setting aside pre-tax funds for public transit or parking! - Wellness: Because we value mental and emotional health, every Altana employee has access to a free premium subscription to Calm, the #1 app for meditation, sleep, and mindfulness. - Pet Insurance: Pets are family too! Keep them healthy with Wishbone insurance and / or our Total Pet vet service and telehealth discount plan. - Employee Assistance Program: Free access to confidential personal support. - Dependent Care FSA: You will have access to a Dependent Care FSA, which allows you to set aside pre-tax funds for childcare expenses The recruiter assigned to this role can share more information about the specific compensation and benefit details associated with this role during the hiring process. ### **Our Values** Our values are the core beliefs that shape who we are, what we stand for, and how we behave.They form the foundation of Altana’s culture and integrity and guide how we hire, design, build, and connect with each other and our customers. - **Trust:** Our customers and partners entrust us with missions of the highest importance. We honor that by keeping our word, meeting commitments, and ensuring every action we take reinforces confidence in us. We rely on each other to deliver, to speak openly, and to hold ourselves accountable. - **Resilience:** In a world of uncertainty and complexity, our work must withstand challenges, evolve with conditions, and ensure reliability over time. Resilience is both how we operate and what we deliver. It’s how we respond when things don’t go to plan –– we adapt, we support each other, and we keep moving forward. - **Stewardship:** We are stewards of every mission we touch. Because our work impacts lives and futures, we hold ourselves accountable to delivering mission impact and never compromising. Our responsibility extends beyond individual projects to the broader system of global trade. We believe that stewardship starts from within so that we can bring focus, creativity, and excellence to our work. Each of us is personally responsible for fostering a workplace where people can thrive. And we are stewards of the greater good of the company. By holding ourselves and each other accountable, we build a culture of innovation and collective success that reflects the scale of our mission. - **Courage:** Courage is what unlocks the seemingly impossible for our customers. It’s the core value that drives us make bold moves and take on big, complicated network problems—the ones others avoid. We know success isn't guaranteed, but we have the audacious vision to believe a solution is possible and to build it. Courage fuels our growth mindset. It means embracing challenges that make us stronger, and it’s demonstrated by how we approach hard conversations and complex projects. At Altana, we believe that a diverse workforce enables greater creativity, performance, and adaptability. We’re 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. *Offers related to employment at Altana will come from an email address. We will never ask for payment as part of the interview or onboarding process.*