Sales Engineering Manager

The Sales Engineering Manager at SpecterOps will lead and grow the Sales Engineering team, covering the Eastern U.S. region for both enterprise/commercial and Federal teams. This role focuses on developing a high-performing team, coaching, guiding, and escalating customer opportunities, and aligning technical sales execution with regional priorities.

The manager will partner closely with the Regional Director and other sales leaders to help customers solve complex security problems and advance opportunities from discovery through close.

Responsibilities:

• Lead, develop, and retain the East Sales Engineering team across enterprise/commercial and Federal coverage, setting expectations, coaching rhythms, and accountability for team performance.
• Partner with East and Federal sales leaders to align Sales Engineering coverage, capacity, recruiting priorities, and account plans with territory needs and pipeline priorities.
• Hire and onboard Sales Engineering talent, collaborating with recruiting and sales leadership on role definition, candidate evaluation, and team capacity planning.
• Set the quality bar for demonstrations and trials, coaching Sales Engineers through execution and personally engaging in strategic or escalated opportunities.
• Partner closely with the Regional Director, Account Executives, and other sales leaders on regional strategy, territory coverage, pipeline health, opportunity planning, forecasting inputs, and execution against business goals.
• Apply strong Sales Engineering judgment to coach the team on high-priority or complex opportunities, setting a high bar for discovery, technical storytelling, executive communication, and customer engagement.
• Guide the team in executing sales opportunities from discovery through deal closure in partnership with Account Executives, connecting customer security priorities to BloodHound Enterprise’s value.
• Ensure the team delivers effective product demonstrations to both technical and non-technical audiences, including communicating the value proposition at an executive level.
• Oversee and support product trials, from planning and installation through helping prospective customers interpret results in their environments.
• Act as an escalation point for pre-sales technical, customer, and team issues, assessing risk, coordinating internal partners, and escalating appropriately to sales, product, engineering, or executive leadership.
• Create a regular field-feedback loop with Product Management, Engineering, and Product Marketing on recurring blockers, customer requirements, and product opportunities.
• Help prospects navigate security reviews and contracting by coordinating timely, accurate technical responses with relevant internal teams.
• Represent SpecterOps and BloodHound Enterprise in customer meetings, security conferences, and through external technical content such as blog posts and presentations.
• Build a collaborative, customer-focused team culture that reflects SpecterOps values: passionate curiosity, consistent improvement, empathy, sustainability, humility, and empowerment through transparency.

Requirements:

• Experience in Security Sales Engineering, Technical Account Management, consulting, or another technical, customer-facing role within the security industry.
• Demonstrated experience leading, managing, mentoring, or coaching technical customer-facing professionals; experience in hiring and developing a team is strongly preferred.
• Ability to partner effectively with regional and sales leadership, balance strategic priorities with field execution, and communicate clearly across technical and business audiences.
• Strong customer-facing presentation and discovery skills, including the ability to explain complex security concepts and value propositions to executive, technical, and non-technical audiences.
• Ability to learn new technologies quickly and stay current with developments in cybersecurity and broader technology landscapes.
• Technical familiarity with scripting languages such as PowerShell or Python and use of REST APIs to solve business problems.
• Ability to complete a criminal background investigation.
• Based in the Eastern United States and able to travel up to 40%.
• Authorized to work and reside in the United States; no immigration visa sponsorship.
• Desire to embody SpecterOps core values: passionate curiosity, consistent improvement, empathy, sustainability, humility, and empowerment through transparency.

Nice to Have:

• Experience in penetration testing or administering Active Directory or Azure.
• Experience with open-source BloodHound.