Senior Manager, Sales Engineering – Commercial and Channel
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Job Description
Senior Manager driving pre-sales excellence in Sales Engineering at 1Password. Leading a high-performing team within a remote environment in the US.
Responsibilities:
- Lead and Scale the Sales Engineering Team
- Manage, coach, and develop a team of high performing Sales Engineers in the Commercial segment in North America as well as Sales Engineers supporting our channel partners, MSP partners and alliance partners.
- Establish clear performance expectations and accountability standards.
- Hire and develop top technical talent aligned to 1Password’s enterprise growth ambitions.
- Foster a culture of technical excellence, collaboration, and customer-centricity.
- Drive Technical Strategy Across Direct and Channel Sales
- Partner closely with Sales leadership to align technical resources to revenue priorities.
- Support Channel Sales and strategic partnerships by enabling SEs to effectively engage partner-led deals.
- Strengthen the technical value proposition in competitive and complex cybersecurity engagements.
- Improve deal velocity and technical qualification discipline.
- Elevate Cybersecurity and Technical Credibility
- Ensure the team demonstrates strong domain expertise in cybersecurity, identity, device trust, and access management.
- Coach SEs on navigating technical buyer personas including security, IT, and developer stakeholders.
- Represent Sales Engineering in executive-level and strategic customer engagements when needed.
- Adherence and enforcement of MEDDPICC sales methodology across the SE org.
- Operational Excellence and Cross-Functional Alignment
- Implement scalable processes for technical validation, proof-of-value, and deal support.
- Analyze engagement patterns and pipeline data to optimize resource allocation.
- Partner with RevOps to align technical activity with revenue predictability.
- Collaborate with Product and Engineering to ensure field feedback informs roadmap and positioning.
Requirements:
- 8+ years of relevant experience in Sales Engineering, Solutions Engineering, or technical pre-sales within B2B SaaS.
- Minimum 3+ years of direct people leadership experience managing Sales Engineering or Solutions Engineering teams.
- Strong background in cybersecurity, identity, or enterprise security solutions preferred.
- Experience selling high ARR deals to large customer accounts
- Experience supporting Channel Sales and Partnership motions
- Proven ability to lead teams supporting complex, multi-persona enterprise sales cycles.
- Strong executive presence and ability to engage both technical and business stakeholders.
- Experience operating in fast-paced, high-growth environments.
- Ideally based in Austin, TX.
- Willingness and ability to travel regularly (approximately 25%) to support customers, partners, team development and company events.
Benefits:
- health, dental, 401k and many others
- generous paid time off
- equity grant
- participation in incentive programs
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