Director of Enterprise Sales Engineering, Altana
$200-230k
+ Either a discretionary bonus or a variable compensation plan
More information about location
Supply chain visibility platform
Be an early applicant
Supply chain visibility platform
201-500 employees
Be an early applicant
$200-230k
+ Either a discretionary bonus or a variable compensation plan
More information about location
201-500 employees
Company mission
Altana AI's mission is to improve global commerce.
Role
Who you are
- 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers — hiring, ramping, and performance-managing them
- A track record of coaching technical, customer-facing people from competent to excellent — you can walk us through how you've developed someone
- Hands-on implementation experience — you've configured a tenant, untangled messy customer data, and chased bugs in a live deployment
- Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review
- The ability to lead a technical deep dive — architecture, integration strategy, InfoSec, PSR — and tell a compelling product story to a business audience. If you lean one way, tell us how you've built a team that covers the other
- Experience standing up an AI-driven pre-sales approach — using AI tools to make an SE team measurably faster
- Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure
- Credibility with a data engineer and a Chief Supply Chain Officer in the same afternoon
- Clear judgment about when a deal is winnable, and the willingness to say so
- More satisfaction from your team's win than from your own demo
- Nice to Have: Domain familiarity with supply chain, global trade, logistics, or customs
What the job involves
- You'll lead a team of enterprise Sales Engineers and own the technical side of Altana’s enterprise sales motion
- You'll be at the forefront of our sales initiatives, playing a crucial role in translating technical jargon into practical value for our clients and partners
- You’ll collaborate cross-functionally with partners in Sales, Revenue Enablement, Account Management, Product Marketing, and Product Management in order to shape the entire customer journey, including how we run discovery, what a great demo looks like, how a proof of concept is scoped and judged, and how what we learn in the field makes its way back into the product
- This role requires a perfect blend of technical acumen and interpersonal skills, as you will be tasked with presenting our innovative solutions to diverse audiences, ranging from technical contributors to executives
- This is primarily a people-leadership role
- You won't be the default SE on deals
- However there will be times when you’ll have to step into an IC role, and you’ll need to be enough of a product expert to demo the product or run a POV
- This role reports to the Head of Enterprise
- Hire, onboard, and ramp SEs as the Enterprise business scales
- Define role expectations and a career path so each SE knows what good looks like and what comes next
- Coach each SE through growth plans and direct feedback, drawn from watching them in live customer engagements
- Set the standard for discovery into a customer's trade compliance or supply chain process, and partner with AEs to turn it into a business case
- Own our demo narratives — the story we tell for each product and use case, and how it shifts for a compliance analyst versus a Chief Supply Chain Officer
- Own our POV methodology: entry criteria, success criteria, process, and how results get presented back
- Own the customer value journey from signature to realized value, including the handoff to Account Management and every commitment made during the evaluation
- Travel 25-50% depending on deal flow, for customer meetings, on-site workshops, and time in the field with your team
- Build and maintain demo environments for each industry we sell into
- Build and maintain the documentation library: technical collateral, reference architectures, reusable demo flows, and security and RFP content
- Keep the team fluent as the product line expands, partnering with Revenue Enablement to make every release demo-ready
- Become a subject matter expert in trade compliance and supply chain
- Own the field-to-product feedback pipeline so the roadmap reflects what the market is asking for
- Partner with Product Marketing on positioning, messaging, and competitive content
- Represent Sales Engineering in cross-functional initiatives
Our take
Altana’s platform provides a shared source of truth for the global supply chain. The idea is that this will help businesses and governing powers optimize global commerce which, over the past few years, has shot up on the list of international priorities. With three quarters of businesses reporting recent supply chain disruptions, and governments increasingly concerned with mitigating security threats, data-driven visibility is more sought after than ever before.
Crucially, the platform doesn’t require data sharing to create global intelligence, instead using a federated machine learning approach. This is a nut many big-data companies have been trying to crack, and Altana’s success has attracted interest from top-tier investors like Google Ventures and Floating Point alongside contracts with the UK Department of Business & Trade. A number of other headline enterprises and government agencies are already on the company's customer roster.
With companies looking to recoup some of the $4T reportedly lost in supply chain disruptions over recent years, and the push for global databases getting stronger, logistics startups are having a fruitful investment period. Altana is crafting a remarkable product at a highly marketable time, and with partnerships with the likes of Maersk, it has had good uptake so far. Backed by substantial funding, Altana is set for a strong few years.
Steph
Company Specialist at Welcome to the Jungle
Insights
26% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2024
$200m
SERIES C
Oct 2022
$100m
SERIES B
Total funding: $323.5m
Company benefits
- Competitive base salary: We offer competitive base salaries to recognize the incredible work our employees do.
- Learning & development: We support your development through regular performance check-ins and offer financial support for Learning and Development initiatives.
- Health benefits: We offer full global benefits, including a 100% employer-paid plan and tax-advantaged HSA and FSA options in the US.
- Paid time off: We provide a generous PTO policy, including paid sick time, to support your well-being in and out of the office.
- Equity program: We instill ownership by offering competitive new hire equity grants, plus the opportunity to gain more equity along the way.
- Parental leave: We offer up to 26 weeks of fully paid parental leave to support you and your family.
Company HQ
Financial District, New York, NY
Leadership
Raphael Tehranian
(Co-Founder & COO)Previously an analyst with J P Morgan, pivoting to engagement at Cleantech Group and then corporate tech strategy with Suncor Energy. After a spell as an investor at Fuller Smith, spent time with global supply chain analytics company Panjiva as a management advisor.
Peter Swartz
(Co-Founder & Chief Science Officer)An MIT grad in political science who went on to work as Head of Data Science at Panjiva.
Evan Smith
(Co-Founder & CEO)A Yale economics graduate with experience in renewables at Imperium Renewables and Verno Systems, the latter of which they co-founded. Served as a partner at Fuller Smith, before moving on to work in a management advisor role at Panjiva.
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