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Salary: USD 200,000 - 230,000 / annual
Altana is building the network for trusted trade, using AI-powered technology to help governments and businesses create a more resilient and secure global economy. As Director of Enterprise Sales Engineering, you will lead a team of Sales Engineers and own the technical side of Altana's enterprise sales motion.
You'll be responsible for building and growing the SE team—hiring, onboarding, and ramping engineers as the enterprise business scales. You'll define role expectations and career paths, coach each SE through growth plans, and provide direct feedback based on live customer engagements. This is primarily a people-leadership role, though you'll step into individual contributor work when needed and maintain enough product expertise to demo and run proofs of concept.
You'll define how Sales Engineering operates within the sales process: setting standards for discovery into customers' trade compliance and supply chain processes, owning demo narratives tailored to different audiences (from compliance analysts to C-suite), and establishing the proof-of-concept methodology including entry criteria, success criteria, and results presentation. You'll own the customer value journey from signature through realized value, including handoffs to Account Management.
You'll build and maintain demo environments for each industry vertical, create and maintain technical collateral (reference architectures, reusable demo flows, security and RFP content), and keep the team fluent as the product line expands. You'll become a subject matter expert in trade compliance and supply chain, and close the loop with Product by owning the field-to-product feedback pipeline and partnering on positioning and competitive content.
Travel is expected at 25–50% depending on deal flow, for customer meetings, on-site workshops, and field time with your team. You'll report to the Head of Enterprise.
REQUIREMENTS:
- 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers (hiring, ramping, performance management)
- Proven track record coaching technical, customer-facing people from competent to excellent
- Hands-on implementation experience: configuring tenants, untangling messy customer data, debugging live deployments
- Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review
- Ability to lead technical deep dives (architecture, integration strategy, InfoSec, PSR) and tell compelling product stories to business audiences
- Experience standing up an AI-driven pre-sales approach using AI tools to make SE teams measurably faster
- Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure
- Credibility with both data engineers and Chief Supply Chain Officers
- Clear judgment about deal winnability and willingness to communicate it
- Preference for team wins over personal demos
- Nice to have: Domain familiarity with supply chain, global trade, logistics, or customs
