Lead Sales Engineer
Full-time
Triple Whale
The Role
Lead Triple Whale's Sales Engineering team while still carrying your own deals. You'll manage three SEs — coaching, call reviews, development — and personally own the hardest technical opportunities in the team's book. Roughly half your time in the field, half leading the team.
What You'll Do
- Run technical discovery, POCs, and demos on your own deals — typically the largest and most competitively contested.
- Take escalations from the team on technical and competitive objections they can't close out.
- Coach three SEs: recurring 1:1s, structured call reviews against our frameworks, and a clear development plan for each.
- Define and document how SE works here: when an SE engages a deal, what a POC requires to start and what "passed" means, discovery standards before a demo, and what a clean handoff to Solutions Architecture contains.
- Hire and ramp SEs as the team grows.
- Own the accuracy of what your team promises pre-sale. Solutions Architecture has to build it.
What Success Looks Like
- Conversion through the technical evaluation stage, on your deals and across the team.
- Shorter cycle times on SE-supported deals.
- What gets promised pre-close holds up post-close.
- A documented SE process the whole team actually follows.
- Three SEs measurably better than when you started.
Requirements
- 6+ years in sales engineering, solutions consulting, or a similar technical pre-sales role.
- Experience coaching or mentoring other SEs — formal management title not required, but you need to have raised someone else's game before.
- Track record of building process, not just following it: POC criteria, discovery standards, handoff requirements, review cadences you put in place that stuck.
- Working SQL fluency.
- Hands-on experience with marketing attribution — pixel-based, multi-touch, or MMM.
- Comfortable telling a customer we haven't built something, and telling a rep their deal isn't as strong as they think.
- Based in the New York City area.
Nice to Have
- E-commerce or DTC background — MER, CAC, contribution margin, payback .
- Competitive experience.
- Shopify ecosystem depth, including headless or non-Shopify implementations.
- Formal people-management experience.
Vacancy posted 6 days ago
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