Manager of Sales Engineering, Fireblocks
+ Equity
Digital asset infrastructure company
Be an early applicant
Digital asset infrastructure company
501-1000 employees
Be an early applicant
+ Equity
501-1000 employees
Company mission
To enable every business to easily and securely support digital assets and cryptocurrencies.
Role
Who you are
- 3+ years of people management experience, including direct responsibility for coaching, performance management, and professional development of individual contributors
- Experience in Sales Engineering, Solutions Engineering, or similar technical pre-sales roles within B2B SaaS, fintech, digital assets, or infrastructure platforms
- Demonstrated experience leading, coaching, or mentoring technical teams, either formally or informally
- Experience supporting complex, enterprise multi-stakeholder sales cycles
- Familiarity with blockchain, digital assets, or adjacent financial technology ecosystems is strongly preferred, but not required
- Strong people leadership skills, with a genuine interest in developing others
- Excellent judgement around prioritisation, scope, and execution quality
- Ability to communicate clearly with both technical and non-technical stakeholders
- Collaborative mindset with comfort working cross-functionally
- Calm, structured approach in fast-moving and ambiguous environments
What the job involves
- The Sales Engineering Manager is a people-first, execution-focused leadership role responsible for the day-to-day effectiveness of the Core Sales Engineering team
- This role exists to ensure high-quality, consistent pre-sales execution as the organization scales, while creating a supportive environment where Sales Engineers can do their best work and continue to grow
- This is a non-player manager role. The focus is not on owning deals directly, but on coaching, prioritisation, execution discipline, and team health
- The role partners closely with Sales, Product, and Sales Engineering leadership to ensure Core opportunities are supported effectively and sustainably
- People Leadership & Team Development:
- Lead, coach, and develop a diverse team of Sales Engineers
- Create an inclusive, high-performance team culture built on trust, collaboration, and continuous learning
- Support individual growth through regular feedback, clear expectations, and career development conversations
- Promote psychological safety, encouraging open discussion, healthy challenge, and shared ownership of outcomes
- Execution & Prioritisation:
- Own day-to-day execution quality across Core opportunities, ensuring consistent technical standards and customer experience
- Help Sales Engineers prioritise their time effectively across concurrent opportunities, balancing depth with scale
- Reinforce disciplined qualification and appropriate engagement sizing to avoid over-investment in low-quality opportunities
- Act as an escalation point where prioritisation, scope, or execution risk needs leadership input
- Consultative Selling Enablement:
- Reinforce consistent application of Fireblocks’ consultative selling approach, including Command of the Message and MEDDPICC
- Support Sales Engineers in structuring discovery, framing value, and positioning Fireblocks clearly and accurately
- Ensure Proofs of Concept, technical workshops, and RFx responses are well-scoped, high quality, and aligned with customer objectives
- Technical Oversight:
- Maintain a strong working understanding of the Fireblocks Core platform, including common use cases, integrations, and deployment patterns
- Review and challenge technical approaches where needed to ensure credibility, accuracy, and consistency
- Translate platform updates and new capabilities into practical guidance for the team
- Serve as a sounding board for technical decision-making without becoming a default deal owner
- Cross-Functional Collaboration:
- Partner closely with Sales leadership to align technical support with commercial objectives
- Collaborate with Product, Product Marketing, and adjacent teams to surface field feedback and share customer insights
- Represent the Core Sales Engineering perspective in cross-functional discussions, raising risks or capacity constraints early
Our take
The derivatives market has always been attractive for larger investors, but some of the hurdles to overcome are capital efficiency, custody and security. Fireblocks allows for the trading of derivatives on any asset, using any form of collateral while receiving cross-margin benefits across counterparties. Essentially, it enables institutional traders to move digital assets without the operational or security headache.
Fireblocks is banking on assets like cryptocurrencies becoming a new part of the mainstream trade of financial institutions. Although cryptocurrencies are known for being notoriously unstable, when traded properly they can be hugely profitable. So, in a safer landscape, there is a lot of incentive for new participants.
Basically, by raising security standards, a new crop of institutional entities is able to set up shop in the crypto world. This means more business for Fireblocks, and a stabler market which then attracts even more interested parties. The company continues to develop its offering, for example through the recent acquisition of TRES which enables it to deliver the first complete operating system for digital assets.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
20% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jan 2022
$550m
SERIES E
Jul 2021
$310m
SERIES D
Total funding: $1.0bn
Company benefits
- Flexible vacation policy
Company HQ
Garment District, New York, NY
Leadership
Michael Shaulov
(CEO & Co-founder)Prior to Fireblocks, they co-founded Lacoon Mobile Security, which was acquired by Check Point, and was then appointed the Head of Products, Mobile and Cloud Security for Check Point. Previously a seed investor in Armis Security and Orca Security.
Paul Berengoltz
(CTO & Co-founder)Previously director of research at Lacoon Mobile Security.
Idan Ofrat
(CPO & Co-founder)Ex software consultant and previous VP Product at Orbs - a blockchain company.
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