Manager, Sales Engineering - EMEA

Chainguard; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Remote-First Culture

Stock options / equity opportunities

Health insurance for you and dependEnt

Flexible time off

Parental leave

Job summary

Chainguard is seeking a Sales Engineering Leader to partner with the International Sales team and drive value for EMEA customers. You will lead a team of sales engineers, hire for growth, set performance goals, and deliver technical demos, PoCs, and tailored proposals to win strategic accounts.

You will collaborate with product, engineering, and marketing to align strategies with product capabilities, while building strong customer relationships and guiding technical approaches across cloud and

Qualifications

• 5+ years of sales engineering leadership supporting clients in EMEA.
• 4+ years as a sales engineer supporting clients in EMEA.
• Strong container and cloud technology experience.
• Familiarity with MEDDPICC or Command of the Message frameworks.
• Credible advisor with cross-functional collaboration and mentoring skills.

Responsibilities

• Partner with International Sales Leader to strategize and validate value for EMEA customers.
• Lead and mentor a team of sales engineers; oversee hiring for EMEA growth.
• Develop technical proposals, architecture diagrams, and implementation plans.
• Conduct product demos, PoCs, and technical presentations to win deals.
• Build trusted advisor relationships and provide ongoing post-sale support.
• Track metrics (Tech Wins, POV Time to Close, ARR) and align with product/engineering teams.

Skills

Sales Leadership

Mentoring & coaching

Strategic planning

Trusted advisor

Cross-functional collaboration

Tools

Kubernetes

Serverless

Docker

AWS

Azure

Google Cloud

MEDDPICC

Command of the Message

Java

JavaScript (Node)

Python

Job description

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

What you'll do:

• Partner with our International Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for EMEA clients.
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
• Hiring/Staffing of Sales Engineers to support Chainguard’s EMEA business and its growth
• Set performance goals and conduct regular performance evaluations:
• Collaborate with the sales team to identify customer requirements and provide technical expertise during the sales process.
• Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
• Design customized solutions that meet customer needs and requirements.
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
• Build and maintain strong relationships with key customers, acting as a trusted advisor.
• Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
• Stay current with industry trends, competitive products, and emerging technologies relevant to the EMEA region.
• Provide feedback to product management on customer requirements and market demands
• Work closely with product management, engineering, and marketing teams to ensure alignment of strategies with product capabilities.
• Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the EMEA business.
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, ARR
• Identify areas for staff improvement and implement corrective actions as needed.
• Monitor expenses and ensure adherence to budgetary constraints

What we’re looking for:

• Minimum of 5+ years experience in a Sales Engineering Leadership supporting clients in EMEA.
• Minimum of 4+ years experience as a Sales Engineer supporting clients in the EMEA
• Container technologies (Kubernetes, Serverless, Docker)
• Cloud technology (AWS, Azure, Google, etc.)
• Cloud security or containers security
• High-level Development languages (Java, JavaScript (Node), Python and scripting)
• Experience with MEDDPICC and or Command of the Message sales frameworks
• Smart and passionate people that can persevere to success.
• People acting as trusted advisors, able to build credibility with customers.
• Strong team players committed to help and mentor their peers.

About Us

We live and breathe our company values:

• We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
• We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.

A few of the benefits we offer:

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
• Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard's Global Candidate Privacy Notice.

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