Digital.ai · 8 hours ago
Director, Sales Engineering
United States
Full-time
Remote
Director/Executive
$160K/yr - $175K/yr
7+ years expDigital.ai is an AI-powered software delivery platform that helps enterprises innovate and transition to modern architectures. They are seeking a Director of Sales Engineering to lead their Americas Sales Engineering Team, focusing on technical selling, team development, and enhancing customer experiences throughout the sales lifecycle.
Computer Software
Responsibilities
Lead, mentor, and grow a high-performing remote team of Sales Engineers covering enterprise accounts across the Americas
Champion a high-trust, high-performance culture that encourages collaboration and innovation using Digital.ai’s extensive portfolio
Define team priorities, champion technical success aligned to sales GTM and opportunities, and support personnel operational activities needed for the smooth running of the Americas’ sales function
Align the Sales Engineering team to support the execution of the regional GTM and Marketing plans
Own technical opportunity management, escalations, and resolution of technical risk to drive revenue growth
Execute technical validation using Command of the Message methodology, supporting strong business cases and technical qualifications
Implement and refine industry demonstration methodologies as a core part of technical sales engagement
Guide your team in selecting appropriate technical proof approaches depending on the sales stage: Vision demos, Case Studies and Industry Insights to inspire during early-stage discovery and adoption; Capability demos to support middle-pipeline qualification; Solution walkthroughs and proof-of-value to drive late-stage closure
Ensure all demos are value-driven and tailored to buyer personas and industry-specific challenges, including AI
You and your team will support multiple groups across the sales lifecycle, including: Marketing: Engage in trade shows, webinars, blogs, whitepapers, and analyst briefings; BDR Team: Assist in technical qualification, initial fit assessments, and messaging alignment; Sales Account Executives & Partner Account Managers: Deliver business discovery, RFP Management, and technical discovery sessions that align with the Command of the Message approach; Customer Success & Renewals: Support renewal expansion efforts, renewal retention, and roadmap alignment sessions; CXA and Services: Ensure a seamless customer hand-off to deliver technical implementation success; Technical Support & Operational Management: Drive ongoing customer satisfaction and technical issue resolution; Product Management: Provide field feedback and technical insight to shape product direction and prioritization; Technical Enablement: Drive onboarding, skill development, and partner competency building within Digital.ai’s internal and partner ecosystem
Leverage Salesforce, Clari, Monday.com, Responsive RFP, and other platforms to track metrics and align technical motions to business impact
Drive and improve repeatable processes to measure team impact through KPIs, opportunity win rates, and solution adoption
Continuously improve internal tools, collateral, environments, and processes to enhance the team’s technical agility and field effectiveness
Act as a domain expert in at least one Digital.ai product, working across industry verticals such as Finance, Gaming, Insurance, Healthcare and Defence
Ability to provide guidance based on industry best practices and thought leadership
Establish and maintain an understanding of the overall Digital.ai technology portfolio and the competitive landscape
Focus on the technical aspects of the sales process, emphasizing the technical success of prospects, customers, and strategic partners
Work closely with key client decision makers on demos and proof of value to ensure the product or solution meets the client’s business objectives
Build positive relationships with the account executives and business development representatives as a core member of a 'pod'
Qualification
Required
7+ years in technical pre-sales roles, with 3+ years in sales engineering leadership
Proven success selling or enabling in DevSecOps, Application Lifecycle, or Enterprise SaaS environments
Experience working with complex enterprise accounts and regulated industries (FSI, A&D, Healthcare, Government)
Firm grasp of the modern software delivery toolchain and agile security practices
Confident communicator with the ability to engage C-level executives, both internally and externally
Strong process orientation with a passion for operational metrics and continuous improvement
Proficiency in sales & presales methodologies (e.g., Command of the Message, Demo2Win/Great Demo, MEDDPICC) and sales technology platforms (e.g., Salesforce, Apollo, Responsive, SharePoint, and Monday.com)
Preferred
Bachelor's degree in Computer Science, Engineering, or related technical field. MBA is a plus
Bilingual or multilingual abilities for LATAM coverage are a plus
Experience in partner-led sales and channel ecosystems
Benefits
Comprehensive medical, dental, and vision plans
Unlimited PTO for US employees
Paid parental leave
Unlimited access to continuous learning and professional development with Talent LMS
Flexible working arrangements
Opportunity to work with a diverse, globally distributed team
Company
Digital.ai
Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software.
501-1000 employees
H1B Sponsorship
Digital.ai has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2022 (3)
2021 (2)
Funding
Current Stage
Late StageLeadership Team
Stephen Hunt
Field CTO & Technical Evangelist
Prasenjit Dasgupta
Chief Financial Officer
Recent News
2025-01-29
Company data provided by crunchbase