Sales Engineering Director

About the Role

The role reports to the VP of Global Technical Sales and involves cross-functional alignment with Sales, Customer Success, Product, and Alliances. You will be working closely with a diverse team of engineers, bid managers, and sales professionals to drive business growth and customer satisfaction.

In this position, you will have the opportunity to make a significant impact on One Identity's success in the EMEA region, leveraging your technical credibility, commercial maturity, and data-driven approach to drive decision-making.

What You Will Do

• Lead and develop three first-line Pre-Sales Managers and a team of 24+ engineers across EMEA, focusing on building a culture of accountability and continuous improvement.
• Ensure consistent execution across all territories, segments, and verticals, driving clarity of roles, expectations, and operating rhythms.
• Assist in regional forecasting accuracy for pre-sales capacity, deal support, and strategic pursuits, implementing and enforcing operational cadences like QBRs, technical win reviews, and deal strategy sessions.
• Partner with the regional Sales VP to support pipeline generation, deal strategy, and competitive positioning, acting as the senior technical voice in major pursuits and escalations.
• Strengthen alignment with Customer Success, Professional Services, and Product to ensure end-to-end customer value, driving adoption of global processes, methodologies, and tools.
• Ensure the team maintains deep expertise in IGA, PAM, AD Security, and general cybersecurity knowledge, partnering with Product and Enablement to drive readiness, messaging consistency, and competitive differentiation.
• Lead regional initiatives to modernize pre-sales, including AI-enabled workflows, demo innovation, lab environments, and content automation, driving cross-functional collaboration with Marketing, Alliances, and Sales Ops.
• Represent EMEA in global leadership forums and contribute to global pre-sales strategy, recruiting, developing, and retaining top technical talent across the region.
• Build succession plans for managers and senior ICs, creating a high-performance environment with clear expectations and measurable outcomes.

What We Are Looking For

• Proven second-line pre-sales leadership experience in enterprise SaaS or cybersecurity, with a demonstrated ability to lead managers and scale technical organizations.
• Strong operator with the ability to bring structure, cadence, and clarity to a diverse team, experience stabilizing and modernizing a region during periods of change.
• Deep understanding of enterprise sales cycles, deal strategy, and competitive dynamics, with strong technical credibility in IAM, cybersecurity, or adjacent enterprise software domains.
• Excellent communicator with strong executive presence, comfortable engaging at the C-suite level with customers and internal executives.
• High-velocity, high-ownership mindset with a focus on execution and results.
• Experience with data-driven decision-making, leveraging tools like Excel to drive business growth and optimization.
• Strong leadership and coaching skills, with the ability to develop and retain top talent.

Nice to Have

• Experience with AI-enabled workflows and demo innovation.
• Knowledge of SaaS architecture and product roadmaps.
• Familiarity with value engineering, ROI modeling, and technical storytelling.
• Certification in cybersecurity or a related field.

Benefits and Perks

• Competitive salary and bonus structure.
• Comprehensive health insurance and retirement plan.
• Flexible working hours and remote work options.
• Professional development opportunities, including training and certifications.
• Access to the latest technologies and tools.
• Collaborative and dynamic work environment.
• Recognition and reward programs for outstanding performance.

• Tip: Highlight your experience with data-driven decision-making and tools like Excel to drive business growth.
• Ensure your portfolio showcases your ability to lead and scale technical teams, with a focus on pre-sales and customer engagement.
• Prepare to discuss your approach to driving operational excellence and predictable growth in a pre-sales context.
• Research One Identity's products and mission to demonstrate your understanding of their business and how you can contribute to its success.
• Be ready to provide specific examples of your technical expertise in areas like IAM and cybersecurity, and how you've applied this knowledge in previous roles.
• Consider reaching out to current or former employees to gain insight into the company culture and what makes a successful candidate.
• Emphasize your ability to work effectively in a remote environment, with a focus on communication, collaboration, and results-driven leadership.