Director of Solutions Engineering

ABOUT THE ROLE

We are looking for an experienced Director of Solutions Engineering to lead a high-performing, globally distributed SE team — currently ~10 strong and growing — across North America, Europe, and Asia-Pacific. This is a critical leadership role at the intersection of sales, product, and customer success — responsible for driving technical win rates, elevating the quality of our pre-sales engagements, and building the processes and people that scale a world-class SE organization.

This person will serve as the technical authority within the go-to-market motion, partnering tightly with Sales, Product/Engineering, and Customer Success leadership to ensure our solutions are positioned, demonstrated, and validated in ways that win.

KEY RESPONSIBILITIES

Team Leadership & Development

• Lead, coach, and develop a growing global SE team across NA, EMEA, and APAC, with direct management responsibility

• Build a culture of technical excellence, continuous learning, and customer obsession

• Establish clear career paths and performance frameworks for the SE team

• Hire and onboard top SE talent as the business scales

Pre-Sales Execution & Technical Win Rate

• Own the technical win rate metric and drive strategies to improve it across all regions

• Establish consistent standards for discovery, demos, POCs/POVs, and technical evaluations

• Personally engage in strategic and complex enterprise opportunities as executive SE sponsor

• Define and enforce qualification criteria for SE time and resource allocation

Cross-Functional Leadership

• Partner with Sales leadership to align SE capacity to pipeline, territories, and deal strategy

• Collaborate with Product and Engineering to close the feedback loop between field insights and roadmap prioritization

• Work with CS leadership to ensure seamless technical handoffs that set customers up for success post-sale

• Represent the SE team in executive and cross-functional forums; contribute to go-to-market strategy and planning

Operational Excellence

• Build and maintain SE playbooks, demo environments, and technical asset libraries

• Define and track key SE metrics: technical win rate, POC-to-close rate, and SE-to-AE coverage ratios

• Drive CRM hygiene and SE activity logging discipline (e.g., HubSpot or equivalent)

• Manage SE tools, sandbox environments, and technical infrastructure in partnership with engineering

WHAT WE'RE LOOKING FOR

Experience

• 7+ years of Solutions Engineering / Sales Engineering experience, with at least 3 years in a management or leadership role

• Proven track record of leading distributed or global SE teams in a B2B enterprise software environment

• Strong background in complex, technical sales cycles with exposure to enterprise accounts

• Experience operating in a high-growth environment with evolving product offerings and customer segments

Skills & Competencies

• Exceptional communication and executive presence — comfortable presenting to C-suite buyers and internal leadership alike

• Deep ability to translate complex technical capabilities into clear business value

• Strong analytical mindset with experience using data to drive SE team decisions and improvements

• Collaborative leader who builds trust across Sales, Product, and CS organizations

• Experience building or refining SE methodologies ( MEDDIC/MEDDPICC , Challenger, or similar frameworks)

About NetBox Labs:

NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community.

NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox.

NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital.

Our culture and values:

• We own and solve problems with high attention to detail.

• Our open source contributors, users, customers & team are all part of our community. When our community wins, we win.

• We prioritize simplicity and think twice before adding complexity

• Clear communication helps keep our team aligned and collaborating smoothly.