The Opportunity

As our Sales Engineering Manager, you will lead the Solutions Engineering team supporting our Corporate and Mid-Market segments. This is a high-impact, dual-focus role: developing and managing a team of talented SEs while building the operational foundation — the playbooks, coaching frameworks, and deal processes — that makes excellent SE work repeatable and scalable.

You will report directly to the Director of Solutions Engineering and serve as the primary SE partner to Corporate and Mid-Market Sales leadership. This role is 100% remote and open to candidates anywhere in the US.

Responsibilities

Team Leadership and Development

• Directly manage Solutions Engineers supporting the Corporate and Mid-Market segments
• Own 1:1s, performance management, and individual development plans for each SE
• Build a strong coaching culture with consistent, actionable feedback on discovery quality, demo execution, preparation, and deal strategy
• Partner with the Director of SE and Sales leadership on headcount planning, role design, and hiring

SE Operating Rhythm

• Design and facilitate SE deal reviews for Corp and MM: structured agendas, clear ownership, and documented follow-ups
• Lead demo reviews and call analysis sessions focused on elevating discovery, storytelling, and customer alignment
• Run weekly team ceremonies — standups, office hours, and enablement sessions — that keep SEs informed, aligned, and prepared
• Ensure learnings from team ceremonies are captured and incorporated into playbooks and ongoing training

SE Operating System

• Develop and maintain standardized discovery frameworks and templates tailored to downmarket segments
• Codify demo patterns, talk tracks, and best-practice flows for core use cases and product areas
• Implement pre-call preparation checklists and define clear expectations for SEs and their AE partners
• Define a repeatable onboarding and ramp plan for incoming SEs
• Introduce lightweight QA scorecards for discovery, demos, and technical validation — and coach consistently against them

Deal Forecasting and Technical Risk Management

• Implement and maintain consistent SE deal scoring across Corporate and Mid-Market opportunities
• Use SE scores to identify technical risk or misalignment early and drive corrective action with AEs
• Partner with frontline Sales managers so SE input becomes a reliable, visible component of the forecast
• Surface recurring product or solution gaps through SE scoring and route findings to Product and Professional Services

Sales Partnership

• Serve as the primary SE counterpart to Corporate and Mid-Market AEs and Sales managers
• Clarify and enforce SE rules of engagement for downmarket segments
• Protect SE capacity by redirecting mis-routed or low-value requests to appropriate resources
• Collaborate with Enablement, RevOps, and Product on initiatives that improve joint SE and Sales execution

Qualifications

Required:

• 5+ years in Sales Engineering, Solution Consulting, or a comparable pre-sales role within B2B SaaS
• 2+ years of people management or formal team leadership in a sales engineering context
• Experience supporting mid-market or commercial accounts with multi-stakeholder, complex sales cycles
• Demonstrated coaching ability — you deliver feedback that is specific, constructive, and drives measurable improvement
• Proven track record of building or improving SE process: playbooks, QA frameworks, discovery templates, or onboarding programs
• Strong communication and facilitation skills across 1:1s, team settings, and cross-functional partnerships
• Ability to prioritize effectively and operate with confidence in a high-growth environment

Preferred:

• Background in or around the construction or field service industry (HVAC, MEP, fire, mechanical, electrical, or specialty contracting)
• Experience in a segment-based SE model (Enterprise / Mid-Market / Corporate / Install Base)
• Familiarity with field service management, project management, or ERP and accounting platforms
• Experience leveraging AI or automation tools to streamline SE workflows

Travel

This role is primarily remote with approximately 10–15% travel, including customer onsite visits, industry events, and company offsites throughout the year.