SE and Channel Technical Enablement Lead

Pentera; Madrid; Hybrid; EUR 90,000 - 160,000; Full time

Job summary

Pentera is seeking a highly technical SE Enablement Lead to build and scale the EMEA enablement function. Based in Madrid or London/Manchester, you will guide Sales Engineers and partner teams to raise technical fluency, demonstrate Pentera effectively, and win strategic deals.

You will influence cross‑functional teams, shape certifications and onboarding, and travel up to 50% across EMEA to ensure consistent, high‑impact technical storytelling and engagement with customers and partners.

Qualifications

• 8+ years in technical, pre‑sales, or Sales Engineering roles within cybersecurity vendors.
• Deep, hands‑on technical expertise in cybersecurity (offensive security, penetration testing, exposure management, network/security architecture).
• Experience working with and enabling Channel partners' technical/sales teams.
• Strong ability to influence and drive outcomes without formal authority (matrix leadership).
• Excellent presentation, demo, and technical storytelling skills.
• Strategic thinker with strong program-building and organizational skills.
• Excellent communication and stakeholder management skills, comfortable working across EMEA and with global leadership.
• Willingness to travel across EMEA (up to 50%).

Responsibilities

• Own technical excellence and enablement for all Sales Engineers across the EMEA region in a matrix capacity (no direct reports).
• Design and drive enablement programs, certifications, and technical onboarding for SEs and Channel technical/sales teams.
• Partner with Channel Account Managers and partner-side sales teams to raise their technical fluency and ability to position and demo Pentera effectively.
• Act as a technical thought leader and escalation point for complex, strategic, or multi-stakeholder deals across the region.
• Identify skill gaps across the SE and Channel population and build targeted training, playbooks, and best-practice content to close them.
• Partner with Sales Leadership, Product, and Marketing to ensure technical messaging and positioning are consistent and up-to-date across EMEA.
• Track and report on technical enablement KPIs to EMEA leadership.
• Represent the voice of the field to Product and R&D, feeding back market and competitive technical insights.
• Stay current on the cybersecurity threat landscape, competitive technical positioning, and emerging attack techniques relevant to Security Validation/CTEM.

Skills

Sales Engineering

Channel Partners Enablement

Pre-sales

Technical Leadership

Cybersecurity

Public speaking

Job description

Pentera / Careers

SE and Channel Technical Enablement Lead

Madrid, Madrid

Description

Location: Can be based in either Madrid or London/ Manchester

Accelerate Your Career in Cybersecurity

Pentera is the market leader in AI-native Security Validation, equipping enterprises with the platform to proactively test their defenses against the latest cyber attacks. Pentera proves which exposures are truly exploitable across the entire attack surface and drives remediation workflows that reduce real risk. Anchored in real-attack validation, the Pentera platform powers the full Continuous Threat Exposure Management (CTEM) cycle, from exposure discovery through prioritization, validation, and mobilization. Thousands of security teams around the world trust Pentera to close their security gaps before threat actors can exploit them.

With over 350 team members and 1,300 customers in more than 60 countries, Pentera is a growing company supported by top investors such as Insight Partners, K1, and The Blackstone Group.

If you want to grow your skills, make an impact, and be part of an innovative team, Pentera is the place for you.

About the role:

This is a unique opportunity to build a new function from the ground up for Pentera in EMEA. We're looking for someone deeply technical who can raise the bar on how our teams sell and demonstrate Pentera across the region.

As an individual contributor, you'll be the go-to technical leader for every Sales Engineer in EMEA‑shaping how they grow, what "excellent" looks like, and making sure they're set up to win. You'll also work closely with our Channel partners' sales teams to sharpen their technical game.

We're looking for someone who's come up through Sales Engineering or a similar pre-sales technical path in cybersecurity, and brings credibility, hands‑on expertise, and a passion for coaching others to a very high technical bar.

Responsibilities

• Own technical excellence and enablement for all Sales Engineers across the EMEA region, in a matrix capacity (no direct reports)
• Design and drive enablement programs, certifications, and technical onboarding for SEs and Channel technical/sales teams
• Partner closely with Channel Account Managers and partner-side sales teams to raise their technical fluency and ability to position and demo Pentera effectively
• Act as a technical thought leader and escalation point for complex, strategic, or multi‑stakeholder deals across the region
• Identify skill gaps across the SE and Channel population and build targeted training, playbooks, and best‑practice content to close them
• Partner with Sales Leadership, Product, and Marketing to ensure technical messaging and positioning are consistent and up‑to‑date across EMEA
• Track and report on technical enablement KPIs (certification completion, technical win rates, ramp time, etc.) to EMEA leadership
• Represent the voice of the field to Product and R&D, feeding back market and competitive technical insights
• Stay current on the cybersecurity threat landscape, competitive technical positioning, and emerging attack techniques relevant to Security Validation/CTEM

Requirements

• 8+ years of experience in technical, pre‑sales, or Sales Engineering roles within cybersecurity vendors
• Deep, hands‑on technical expertise in cybersecurity (e.g., offensive security, penetration testing, exposure management, network/security architecture)
• Experience working with and enabling Channel partners' technical/sales teams
• Strong ability to influence and drive outcomes without formal authority (matrix leadership)
• Excellent presentation, demo, and technical storytelling skills
• Strategic thinker with strong program-building and organizational skills
• Excellent communication and stakeholder management skills, comfortable working across EMEA and with global leadership
• Willingness to travel across EMEA (up to 50%)

We are an equal opportunity employer and we are committed to building a diverse and talented workforce. We do not discriminate on the basis of race, sex, religion, colour, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, medical condition, disability, or any other class or characteristic protected by applicable law. We welcome candidates from all backgrounds to join us!