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Delinea is a cloud-native Identity Security Platform that uses AI-powered intelligence to govern human and machine identities across modern enterprises. The company secures identities across cloud and traditional infrastructure, data, SaaS applications, and AI systems, with 99.995% uptime and deployment in weeks.
You will join as Director of Sales Engineering for Northern Europe, building and leading a team of 5-7 Sales Engineers across the region. You will report to the EMEA VP of Sales Engineering and own the technical narrative and competitive positioning for one of Delinea's most strategic markets.
Key responsibilities include:
- Building and mentoring a team of 5-7 Sales Engineers, supporting individual development and career growth. Establish an SE onboarding program with milestones that drive demo proficiency in 90 days or less, and embed coaching and mentorship practices.
- Creating a sustainable SE operating model for Northern Europe. Align technical messaging with market opportunity and competitive landscape. Identify and align KPIs with Sales Leadership. Uphold demo and POC standards that include competitive trapping, Delinea value positioning, and business value alignment tailored to Northern European market requirements.
- Working directly on high-value and complex deals. Support the sales team with technical validation, architecture design, and customer proof outcomes. Directly contribute to regional revenue, pipeline creation, and technical win rate targets.
- Establishing a cross-functional program to regularly engage Product Management as Delinea's "voice of the client," ensuring Northern European requirements are communicated back to Product & Engineering leaders. Collaborate with Marketing and Customer Success to translate customer feedback into go-to-market opportunities.
Delinea is backed by TPG and values diversity, innovation, and a culture of respect and fairness. The company offers competitive salaries, meaningful bonus programs, healthcare insurance, pension/retirement matching, comprehensive life insurance, employee assistance programs, and paid company holidays.
REQUIREMENTS:
- Demonstrated track record driving SE org scaling, team development, and customer outcomes across multiple markets; 2+ years management experience or equivalent impact from varied backgrounds
- Strong technical foundation in enterprise security, identity management, PAM, or infrastructure security
- Direct experience with customer POCs, demos, and solution architecture in complex enterprise sales cycles
- Comfortable mentoring teams through ambiguity and ownership of regional outcomes
NICE-TO-HAVE:
- Experience in privileged access management, zero trust, or identity security space
- Familiarity with emerging security threats: non-human identities (NHI), AI agents, runtime authorization
- Experience managing distributed SE teams across multiple time zones and cultures
- Track record of building or improving SE organisations (ops, hiring, compensation strategy)
- Established relationships within Northern Europe's cybersecurity ecosystem
- Familiarity with regulatory/compliance considerations across Northern European markets (GDPR, data residency)
- Relevant certifications: CISSP, CEH, or equivalent
