Vice President of Sales Engineering, Druva
$335.2-452.2k
Salary dependent on location
Cloud-based backup SaaS platform
Be an early applicant
Cloud-based backup SaaS platform
1001+ employees
Be an early applicant
$335.2-452.2k
Salary dependent on location
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- 12+ years of progressive experience in technical pre-sales, sales engineering, or solutions architecture roles
- 5+ years in sales engineering leadership, managing global teams of 20+ professionals
- Deep expertise in enterprise data protection, backup/recovery, cybersecurity, or cloud infrastructure
- Proven track record scaling sales engineering organizations in high-growth SaaS companies
- Strong understanding of data security, ransomware protection, and cyber resilience solutions
- Knowledge of cloud platforms (AWS, Azure, Google Cloud) and multi-cloud architectures
- Familiarity with SaaS application ecosystems, endpoint management, and data governance
- Understanding of compliance frameworks (GDPR, HIPAA, SOC 2, etc.)
- Demonstrated success in building and mentoring high-performing technical teams across geographies
- Excellent executive presence with the ability to engage C-level stakeholders
- Strong business acumen with an understanding of SaaS metrics, sales processes, and revenue operations
- Track record of cross-functional collaboration and influencing without direct authority
- Data-driven approach to team management, forecasting, and performance optimization
- Outstanding presentation and communication skills for technical and business audiences
- Ability to translate complex technical concepts into business value and ROI
- Experience creating technical content, playbooks, and enablement materials
- Skilled at competitive positioning and articulating differentiation
What the job involves
- The Vice President of Sales Engineering will lead and scale our global pre-sales organization, driving technical sales excellence and customer success
- This strategic leadership role requires a proven technical executive who can build high-performing teams, establish best practices, and enable complex enterprise sales cycles in the data security and cloud infrastructure space
- You will be a key member of the sales leadership team, partnering closely with Sales, Product, and Customer Success to accelerate revenue growth and ensure technical win rates
- Build, mentor, and scale a world-class global Sales Engineering organization across regions and market segments
- Establish career development frameworks, technical certification programs, and ongoing training to elevate team capabilities
- Foster a culture of technical excellence, customer advocacy, and collaborative problem-solving
- Implement performance metrics and accountability frameworks that align with revenue objectives
- Partner with Sales leadership to develop technical sales strategies for enterprise, mid-market, and strategic accounts
- Lead technical aspects of complex sales cycles, including architecture reviews, proof of concepts, and competitive evaluations
- Establish standardized methodologies for discovery, solution design, and value demonstration
- Drive cross-functional alignment with Product Management and Engineering to influence the roadmap based on market requirements
- Ensure sales engineers effectively articulate Druva's differentiation against competitors in data protection, ransomware recovery, and compliance
- Develop technical sales playbooks for key use cases, including ransomware recovery, cloud migration, and compliance
- Build demonstration environments, reference architectures, and technical content that accelerate sales cycles
- Establish executive briefing programs and technical workshops for strategic prospects and customers
- Partner with Marketing on technical content strategy, webinars, and thought leadership
- Drive adoption of sales engineering tools and platforms to improve productivity and customer engagement
- Ensure seamless technical handoffs from pre-sales to post-sales implementation and success teams
- Engage directly with strategic customers and prospects on technical strategy and architecture
- Build trusted advisor relationships with customer technical leaders (CIOs, CISOs, VPs of Infrastructure)
- Contribute to expansion revenue through technical engagement on upsell and cross-sell opportunities
- Opportunity to be part of the leading SaaS data resiliency company, working on problems that matter
- Your work will have a visible impact — contribute to Druva’s growth, customer success, and internal culture
- You’ll operate in a culture of transparency, trust, and ownership
- Exposure to global teams, fast scaling challenges, and cross-functional collaboration
- Excellent growth opportunities across roles, geographies, and levels as Druva scales
- What Success Looks Like in the VP, Sales Engineering Role:
- Technical win rate and sales engineering-influenced pipeline growth
- Sales engineering team productivity and quota attainment
- Customer technical satisfaction scores and referenceability
- Time-to-productivity for new sales engineers
- Proof of concept success rates and conversion metrics
- Team retention and employee engagement scores
Our take
The data protection industry is booming, thanks to a move to the cloud. Businesses now have access to vast amounts of data that can provide deep insights into every aspect of their operations, but at the same time are vulnerable to cybercrime and service outages. Druva, founded in 2008, exists to protect that vital data with a cloud-based backup service.
As the move to the cloud accelerates, there is a rising number of companies offering data resiliency services, including IBM, Commvault and Rubrik. However, unlike major competitors, Druva's platform is the first entirely cloud-based service, needing no hardware changes. While newer startups have begun to take this same approach, they lack the size, expertise and client base to compete with Druva.
Considered a leader in its sector, Druva has thousands of enterprise clients including household brand names like Samsung, Hulu and DHL. With the Druva Data Resiliency Cloud now surpassing an average of 17 million daily backups, it is clear that demand for the product is still accelerating, and that the company has plenty of room to continue its growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Apr 2021
$147m
SERIES H
Jun 2019
$130m
SERIES G
Total funding: $475m
Company benefits
- Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
- Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
- Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
- Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special
Company HQ
Santa Clara, CA
Leadership
Jaspreet Singh
(Founder & CEO)Before founding Druva, Jaspreet was a Member of the Technical Staff at Veritas and a Software Engineer with Ensim India.
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