Director, Sales Engineering

Our space and our audience:

We help our customers innovate and transition to cloud and modern architectures. We deliver a strong developer experience while maintaining security and control with platform engineering capabilities, developing quality and secure mobile apps, and leveraging and managing AI in the SDLC. Our global clients lead their industries as innovators in digitization across financial services, retail, telco, public services, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve:

• Over 50% of Fortune 100 companies
• 8 of 10 top banks in the U.S.
• 5 of 10 largest gaming companies
• 5 of 10 global airlines
• Over 50 worldwide government entities

About the Role:

We are seeking a talented Director, Sales Engineering (Americas) to lead our Americas Sales Engineering Team in a hybrid role combining hands-on technical selling with leadership, mentoring and team development. The Sales Engineering team plays a vital role throughout the customer lifecycle, collaborating with Sales, Marketing, Product, and Customer Experience to deliver technical excellence at every stage. Our clients include Fortune 2000 organisations and leading entities in financial services, aerospace & defence, healthcare, insurance, gaming, technology, government, and the public sector.

You will oversee and report on the activities of a distributed team of highly skilled Sales Engineers, guiding the strategic implementation of the GTM plan across the Americas’ territory. Reporting to the Vice President Technical International, you will serve as the primary liaison between the global and regional sales engineering strategies and the Americas’ SE team. You will be a key member of the Americas Sales Leadership Team, participating in technical and commercial forecasting calls, regular 1-2-1 meetings with members of the SE team, and ensuring prioritised SE activity alignment on key deals, accounts, campaigns, and partners. You will play a crucial role in shaping sales strategy, coordinating cross-functional resources, and enhancing the overall customer and partner experience during the sales cycle. Additionally, as a hands-on Sales Engineer, you will lead by example in executing marketing campaigns, developing pipelines, qualifying technical solutions, and validating solution fit through discovery execution, customised demonstrations, use case alignment, and proof-of-value exercises.

What you will do:

Leadership & Team Management

• Lead, mentor, and grow a high-performing remote team of Sales Engineers covering enterprise accounts across the Americas.
• Champion a high-trust, high-performance culture that encourages collaboration and innovation using Digital.ai’s extensive portfolio.
• Define team priorities, champion technical success aligned to sales GTM and opportunities, and support personnel operational activities needed for the smooth running of the Americas’ sales function.

Strategic Sales Execution

• Align the Sales Engineering team to support the execution of the regional GTM and Marketing plans.
• Own technical opportunity management, escalations, and resolution of technical risk to drive revenue growth.
• Execute technical validation using Command of the Message methodology, supporting strong business cases and technical qualifications.

Demo Strategy & Execution

• Implement and refine industry demonstration methodologies as a core part of technical sales engagement.
• Guide your team in selecting appropriate technical proof approaches depending on the sales stage:
  • Vision demos, Case Studies and Industry Insights to inspire during early-stage discovery and adoption
  • Capability demos to support middle-pipeline qualification
  • Solution walkthroughs and proof-of-value to drive late-stage closure
• Ensure all demos are value-driven and tailored to buyer personas and industry-specific challenges, including AI.

Cross-Functional Collaboration

You and your team will support multiple groups across the sales lifecycle, including:

• Marketing: Engage in trade shows, webinars, blogs, whitepapers, and analyst briefings.
• BDR Team: Assist in technical qualification, initial fit assessments, and messaging alignment.
• Sales Account Executives & Partner Account Managers: Deliver business discovery, RFP Management, and technical discovery sessions that align with the Command of the Message approach.
• Customer Success & Renewals: Support renewal expansion efforts, renewal retention, and roadmap alignment sessions.
• CXA and Services: Ensure a seamless customer hand-off to deliver technical implementation success.
• Technical Support & Operational Management: Drive ongoing customer satisfaction and technical issue resolution.
• Product Management: Provide field feedback and technical insight to shape product direction and prioritization.
• Technical Enablement: Drive onboarding, skill development, and partner competency building within Digital.ai’s internal and partner ecosystem.

Operational Excellence

• Leverage Salesforce, Clari, Monday.com, Responsive RFP, and other platforms to track metrics and align technical motions to business impact.
• Drive and improve repeatable processes to measure team impact through KPIs, opportunity win rates, and solution adoption.
• Continuously improve internal tools, collateral, environments, and processes to enhance the team’s technical agility and field effectiveness.

Technical Selling

• Act as a domain expert in at least one Digital.ai product, working across industry verticals such as Finance, Gaming, Insurance, Healthcare and Defence.
• Ability to provide guidance based on industry best practices and thought leadership.
• Establish and maintain an understanding of the overall Digital.ai technology portfolio and the competitive landscape.
• Focus on the technical aspects of the sales process, emphasizing the technical success of prospects, customers, and strategic partners.
• Work closely with key client decision makers on demos and proof of value to ensure the product or solution meets the client’s business objectives.
• Build positive relationships with the account executives and business development representatives as a core member of a “pod”.

What you will bring to the team:

• 7+ years in technical pre-sales roles, with 3+ years in sales engineering leadership
• Proven success selling or enabling in DevSecOps, Application Lifecycle, or Enterprise SaaS environments
• Experience working with complex enterprise accounts and regulated industries (FSI, A&D, Healthcare, Government)
• Firm grasp of the modern software delivery toolchain and agile security practices
• Confident communicator with the ability to engage C-level executives, both internally and externally
• Strong process orientation with a passion for operational metrics and continuous improvement
• Proficiency in sales & presales methodologies (e.g., Command of the Message, Demo2Win/Great Demo, MEDDPICC) and sales technology platforms (e.g., Salesforce, Apollo, Responsive, SharePoint, and Monday.com)

Preferred Qualifications:

• Bachelor's degree in Computer Science, Engineering, or related technical field. MBA is a plus.
• Bilingual or multilingual abilities for LATAM coverage are a plus
• Experience in partner-led sales and channel ecosystems

What We Offer:

• Comprehensive medical, dental, and vision plans
• Unlimited PTO for US employees
• Paid parental leave
• Unlimited access to continuous learning and professional development with Talent LMS
• Flexible working arrangements
• Opportunity to work with a diverse, globally distributed team

At Digital.ai, we believe in fostering a culture of pay transparency. We are committed to providing our employees with fair and competitive compensation. The current salary range for this specific job is estimated to be $160,000-175,000 base plus commission target. Please note that final compensation will be determined based on factors such as qualifications, experience, and internal equity. We value transparency and aim to create an inclusive and equitable workplace for all our employees. Certain positions at Digital.ai might also be eligible for additional compensation in the form of bonuses, or other employee benefits which are separate from the base salary and to be defined at offer stage.

Digital.ai is firmly committed to merit-based hiring. We maintain compliance with US and International laws. We welcome everyone from all backgrounds, including age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and believe that diversity is the foundation of innovation.

For individuals with disabilities who would like to request accommodation, please advise us within your job application or cover letter.

FRAUD PREVENTION ALERT: please note that Digital.ai does not use third party recruiters. In our efforts to protect you against possible impersonation please check the email address or are contacted by an unfamiliar/third party requesting please reach our directly to Digital.ai.