Director Sales Engineering (f/m/x)

Jackalope Digital LLC; Berlin; Hybrid; EUR 140.000 - 200.000; Vollzeit

Benefits dieser Stelle

Hybrid work model

Berlin office with amenities

International travel (~30-40%)

Zusammenfassung

LiveEO seeks a director of Sales Engineering to lead a global pre-sales organization across NA, EMEA, and APAC. You will be the senior technical voice with enterprise customers, align SE strategy with GTM goals, and drive MEDDPICC and value-selling discipline across regions.

You will partner with VP Pre-Sales & Professional Services, VP Sales, CRO, and Product to ensure consistent technical credibility and customer-first execution across all deals.

Qualifikationen

• 8+ years in Sales Engineering, Solutions Engineering, or technical pre-sales.
• 4+ years leading distributed/global teams across multiple regions and time zones.
• Enterprise experience selling to complex accounts with long, technical sales cycles.
• Strong knowledge of geospatial and remote sensing technologies, earth observation imagery, GIS, and analytics.

Aufgaben

• Build, lead, and scale an international Sales Engineering team across North America, EMEA, and APAC; own hiring, onboarding, coaching, and career development for regional SEs and SE managers.
• Set global SE strategy, headcount plan, and capacity model aligned to pipeline coverage and quota targets.
• Embed MEDDPICC qualification discipline across the global SE team; contribute to Value Framework, ROI modeling, and deal execution.
• Build senior technical relationships with strategic accounts and act as executive technical sponsor on flagship and expansion deals.
• Partner with Product and Engineering to reflect field and customer needs in the roadmap; report pipeline quality and win rates to leadership.

Jobbeschreibung

LiveEO transforms Earth Observation data and AI into actionable intelligence for critical infrastructure and supply-chain operators around the world. Our platforms Treeline, SurfaceScout, and TradeAware, help utilities, energy companies, rail operators, and global supply chains monitor vegetation risk, third-party interference, ground changes, and deforestation exposure across millions of kilometers of assets and supply chains, from space.

We're hiring our first Sales Engineering team lead to build and lead a truly global Sales Engineering organization, unifying our regional SE teams across North America, EMEA, and APAC into one consistent, high-performing technical sales function. This is a player-leader role for someone who has run distributed technical teams before, speaks fluently in geospatial and remote-sensing technology, has sold software-enabled services rather than pure-play SaaS, and has embedded MEDDPICC and value-selling discipline into a sales engine at scale.

As Director Sales Engineering (f/m/x), you will own the strategy, people, and technical rigor behind LiveEO's global pre-sales motion. You'll lead a team of regional Sales Engineers, act as the company's most senior technical voice with enterprise customers, and be the standard-bearer for how LiveEO qualifies, quantifies, and wins deals. You'll partner closely with the VP Pre-Sales & Professional Services, VP Sales, CRO, and Product leadership to make sure every region sells with the same technical credibility, the same value discipline, and the same customer-first mindset.

Your challenge

1. Global Team Leadership

• Build, lead, and scale an international Sales Engineering team across North America, EMEA, and APAC; own hiring, onboarding, coaching, and career development for regional SEs and SE managers.
• Set global SE strategy, headcount plan, and capacity model aligned to pipeline coverage and quota targets.
• Establish consistent standards, certification, and career pathing so SEs anywhere in the world operate at the same bar.
• Foster a culture of technical excellence, customer obsession, and collaborative deal support across regions and time zones.

2. Geospatial & Technical Depth

• Serve as the most senior technical authority in the sales organization on Earth Observation, remote sensing, GIS, and satellite analytics, and translate that expertise into customer-facing value.
• Own the technical narrative for complex RFPs/RFIs, enterprise architecture discussions, and system integrations (GIS, EAM, ERP, SCADA/OMS/DMS).
• Partner with Product and Engineering to represent field and customer technical requirements back into the roadmap.
• Personally engage on the company's largest, most technically complex, or highest-visibility opportunities, including large enterprise accounts.

3. MEDDPICC & Value Selling

• Embed and continuously improve MEDDPICC qualification discipline across the global SE team, in lockstep with Sales leadership.
• Own the SE contribution to the Value Framework, Deal Sheets, ROI modeling, and Champion Building processes; make quantified business cases the default, not the exception.
• Coach SEs and AEs on champions, economic buyer engagement, decision-criteria influence, and competitive positioning.
• Track and report qualification quality and value-selling maturity as a leading indicator of pipeline health.

4. Customer Advocacy

• Act as the voice of the customer inside LiveEO — ensuring product, delivery, and pricing decisions reflect real technical and operational realities in the field.
• Build senior technical relationships with strategic accounts and act as an executive technical sponsor on flagship and expansion deals.
• Champion customer success stories and reference-ability back into sales and marketing.

5. Cross-Functional & Executive Leadership

• Partner with the VP Pre-Sales & Professional Services, VP Sales, CRO, RevOps, Product, and Customer Success on GTM strategy, forecasting, and territory/resourcing planning for the global SE function.
• Partner with the Directors of product to provide field feedback to help drive the product roadmap forward.
• Represent Sales Engineering in executive and board-level reporting on pipeline quality, win rates, and technical risk.
• Own SE playbooks, demo environments, and enablement content in partnership with RevOps and Product Marketing.

Your profile

• 8+ years in Sales Engineering, Solutions Engineering, or technical pre-sales, including 4+ years leading distributed/global teams across multiple regions and time zones.
• Enterprise experience, a demonstrated track record selling to and supporting complex enterprise accounts with multiple stakeholders and long, technical sales cycles.
• Strong working knowledge of geospatial and remote sensing technologies, satellite/Earth Observation imagery, GIS, spatial analytics with the ability to speak credibly to technical buyers.
• Experience with software-enabled services business models.
• Demonstrated track record embedding MEDDPICC (or a comparable qualification framework) and quantitative value-selling/ROI methodology across a sales organization.
• Proven customer advocacy, building trusted relationships with senior technical and business stakeholders at enterprise accounts.
• Strong executive communication skills; comfortable operating with CRO/VP-level leadership and in board-level reporting.
• Experience recruiting, coaching, and developing Sales Engineers and/or SE managers.
• Experience scaling a pre-sales organization inside a high-growth (Series B/C) startup.
• Willingness to travel globally (~30–40%).
• Based in or near a LiveEO hub (Germany, UK, or US).
• Experience selling SaaS/AI/analytics solutions into utilities, energy, oil & gas/midstream, rail, or supply chain/EUDR-compliance markets is a plus.
• Familiarity with enterprise system integrations (EAM, ERP, SCADA/OMS/DMS, mobile workforce management) is a plus.
• Familiar with product driven and tech enables services engineering organizations is a plus.

Your Benefits

• The opportunity to create a product that can improve business processes and lives across the globe.
• Flexible working hours and hybrid work model - we trust our employees to get their work done while maintaining a healthy work-life balance.
• We empower employees to drive their own career development, take initiative and have the freedom to be creative and bold.
• Not an overtime culture - we take care that overtime is done only as a necessity and always offset with time off and rest.
• A collaborative and learning environment - frequent internal workshops, knowledge sharing sessions, journal clubs and hackathons.
• Office located in the centre of Berlin Kreuzberg with free fruit, nuts and drinks.
• A diverse and vibrant international environment of 30+ different nationalities.
• Potential to participate in the employee stock option program.
• Urban Sports membership and BVG subsidy, corporate pension program.