Sales Engineer, Trail of Bits
$150-200k
+ Performance-based Bonus
More information about location
Security engineering firm
Job no longer available
Security engineering firm
101-200 employees
Job no longer available
$150-200k
+ Performance-based Bonus
More information about location
101-200 employees
Company mission
To help secure the world's most targeted organizations and products.
Role
Who you are
- 5+ years of B2B sales experience with technical solutions and/or solution architecture
- Experience collaborating with project managers and engineers, delivering services or products to solve technical challenges
- General understanding of the software development lifecycle, and common testing methodologies
- Experience, passion, and understanding of concepts relating to AI & ML, Application Security, Blockchain, and/or Cryptography
- Experience selling cybersecurity consulting services
- Strong ability to understand technical customer security needs
- Excellent written and verbal communication skills
- Excellent time management and organizational skills
- Strong problem-solving skills
- Highly motivated, driven, and self-starter
- Team-oriented, open to providing and receiving coaching for optimal performance
What the job involves
- The primary responsibility of the Sales Engineer II will be to act as the technical expert on sales-related conversations, properly map Trail of Bits services and expertise to client projects, draft technical proposals, ensure alignment with the technical delivery teams, and drive efficiencies within the sales process
- As a result, the Sales Engineer will assist in managing sales leads, retaining existing client relationships, and expanding key customer interactions or strategic upsells
- The Sales Engineer II will be a key technical Trail of Bits point of contact for individual clients, with support from Sales and Business Development Team members
- In addition, they will help liaise with the customer project team, internal project managers, and engineers to drive the success of each engagement
- The Sales Engineer II will stay closely aligned throughout notable engagements to ensure customer satisfaction and retention
- The Sales Engineer II will collaborate with technical team members to ensure accurate and efficient project handoff of each engagement, while following an organized and repeatable sales process lifecycle
- They will provide process improvement recommendations and serve as the driver for building new internal sales processes to best serve the needs of our customers and Trail of Bits, especially through tooling enhancements and automation
- Client Engagement Expertise: Independently host kick-off sales calls to gather client qualifications, needs, and expectations with a focus on our Assurance, Research & Engineering Business Units
- Ongoing Service Line Positioning: Unlock and support opportunities and pipeline geared toward: AI/ML, AppSec, Blockchain, Cryptography
- Technical Solution Selling: Determine the technical needs of customers and successfully sell the Trail of Bits service(s) that best address these needs
- Strategic Client Partnership: Prioritize high-profile client opportunities; ensure their success while fostering strong client relationships and building strategic alliances with the support of Trail of Bits’ Leadership
- Industry Engagement and Knowledge Expansion: Research and cultivate trust with prospective client accounts to expand Trail of Bits’ reach in the industry while continuously expanding cybersecurity consulting, sales, and engineering knowledge
- Sales Team Collaboration: Work jointly with other Sales Team Members on client communications, schedules, quote generation, and sales negotiations
- Cross-Functional Collaboration: Operate in a cross matrix environment and provide valuable input to other departments (Marketing, Technical, Legal) for feedback loops
- Resource Alignment: Partner with Project Management Team to ensure accurate engineer resource alignment based on the needs of the customer and project
- Workflow and Data Management: Adhere to and improve Trail of Bits CRM within Hubspot and other related systems
- Company Evangelist: Although Remote-first, occasional travel of 5% is needed to meet with clients and attend selective industry events throughout the year
Our take
As more and more commercial activities go online, companies are increasingly exposed to cybersecurity threats. This requires organizations to get serious about their digital security infrastructure. As a result, the business of cybersecurity auditing has boomed.
Trail of bits is one such auditing firm with a signature method: combining its top-quality research in the cybersecurity field with the approaches of a real-world hacker. Distinguishing itself even further, the company has engaged in a new strategy fit for a new market - blockchain. The cybersecurity firm is now one of the world’s most prominent blockchain code auditors.
It's an exploding niche for which Trail of Bits has also been able to create an entirely new business line. While also auditing on behalf of blockchain software businesses, it is also expanding a service of engaging the government & large financial institutions for work on evaluating the risks of blockchain software.
Trail of Bits is well positioned as a result. Even if, as some commentators predict, the bottom falls out of the blockchain industry, the firm has used the momentum to reinforce its position as a thought leader on cutting-edge technology, establishing important partnerships that will last regardless.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
18% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2023
$4m
SEED
Jan 2018
$0.2m
GRANT
Total funding: $5.4m
Company benefits
- Health Insurance with no-monthly-premiums
- Vision, Dental, Life & Disability Insurance
- Access to Kindbody for gynecology and fertility care
- Access to HealthAdvocate, Teledoc & OneMedical
- 401k with 5% company matching
- Competitive salaries
- Ongoing bonus opportunities
- ConnectYourCare Flex Spending Account (FSA)
- Commuter Benefits
- Fitness stipends
- Four weeks of PTO
- Fifteen company holidays
- 4 months paid parental leave
- End-of-year performance bonus
- Continuing education, public presentations and blog posts
- Recruiting & referrals
- Conferences & off-sites
- Company & team outings
- Virtual events
- Continuing education
- Training sessions & learning courses
- Internal research & development Projects
- Charitable donation matching
- Relocation assistance
- 1Password subscription
- Work from home stipend
- Remote work friendly
Company HQ
Midtown East, New York, NY
Leadership
Dan Guido
(Co-Founder & CEO)Previously a Senior Security Consultant at iSEC Partners. Also worked as Threat Intelligence Lead for the U.S. Federal Reserve System. Former NSA Analyst.
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