Head of Enterprise Sales Engineering & Demo Strategy

Altana; Boston (MA); Hybrid; USD 200,000 - 230,000; Full time

Benefits offered by this job

Flexible Time Off

Parental Leave

Health Benefits

401(k) Savings

Commuter Benefits

Wellness: Calm app

Pet Insurance

Employee Assistance Program

Dependent Care FSA

Job summary

Altana, a network for trusted trade, is seeking a Head of Enterprise Sales Engineering in the US. You will lead a team of SEs, own the technical side of Altana’s enterprise sales motion, and translate technical jargon into practical value for executives and other stakeholders.

Based in Brooklyn, NY or Washington, DC with hybrid work flexibility, you will shape discovery, demos, POVs, and the field-to-product feedback loop while collaborating with cross-functional teams across Sales, Product, and

Qualifications

• 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers.
• Proven track record coaching technical, customer-facing people from competent to excellent.
• Hands-on implementation experience configuring tenants and debugging live deployments.
• Enterprise pre-sales depth: complex multi-stakeholder evaluations at six-figure ACV.
• Ability to lead a technical deep dive and tell a compelling product story to a business audience.
• Experience standing up AI-driven pre-sales approaches to speed SE performance.
• Fluency in enterprise data architecture, APIs, cloud infrastucture.

Responsibilities

• Lead and grow the team, hire onboard and ramp SEs as the business scales.
• Define role expectations and a career path for each SE.
• Coach SEs through growth plans and direct feedback from live engagements.
• Define how Sales Engineering works in the sales process and discovery.
• Own demo narratives and POV methodology for various stakeholders.
• Manage customer value journey from signature to realized value.
• Travel 25–50% for meetings, workshops, and field time with the team.
• Build and maintain demo environments and technical collateral.
• Maintain documentation library and ensure releases are demo-ready.
• Develop subject matter expertise in trade compliance and supply chain.
• Coordinate field-to-product feedback with Product teams and marketing.
• Represent Sales Engineering in cross-functional initiatives.

Skills

Team leadership

Sales engineering

Communication

Deal coaching

Technical demos

AI in pre-sales

Enterprise data architecture

Job description

Altana, a network for trusted trade, is seeking a Head of Enterprise Sales Engineering in the US. You will lead a team of SEs, own the technical side of Altana’s enterprise sales motion, and translate technical jargon into practical value for executives and other stakeholders.

Based in Brooklyn, NY or Washington, DC with hybrid work flexibility, you will shape discovery, demos, POVs, and the field-to-product feedback loop while collaborating with cross-functional teams across Sales, Product, and