Senior Sales Engineer, Trail of Bits
$150-200k
+ Potential bonuses
More information about location
Security engineering firm
Be an early applicant
Security engineering firm
21-100 employees
Be an early applicant
$150-200k
+ Potential bonuses
More information about location
21-100 employees
Company mission
To help secure the world's most targeted organizations and products.
Role
Who you are
- 5+ years of B2B technical sales experience with cybersecurity solutions, consulting services, or complex technical products, with demonstrated quota achievement
- Strong understanding of cybersecurity concepts and experience in one or more of the following areas: Application Security, Blockchain/Web3, Cryptography, or AI/ML security
- Exceptional ability to explain complex technical concepts to diverse audiences, from technical practitioners to C-level executives, with a proven track record of building credibility with technical stakeholders
- Experience with consultative selling methodologies, technical discovery processes, and complex sales cycles involving multiple stakeholders and lengthy evaluation periods
- Proven ability to work effectively with technical delivery teams, project managers, and engineers to ensure accurate scoping and successful project outcomes
- Strong analytical and process improvement skills with experience using CRM systems (preferably HubSpot) and sales automation tools
- Willingness to represent Trail of Bits at industry events, conferences, and client meetings
- Self-motivated professional with excellent organizational skills and commitment to continuous learning in the rapidly evolving cybersecurity landscape
What the job involves
- The primary responsibility of the Senior Sales Engineer (II) will be to serve as a technical expert throughout the sales lifecycle, bridging the gap between Trail of Bits' advanced security capabilities and client technical requirements
- This role will focus on technical solution selling, proposal development, and ensuring seamless alignment between sales commitments and delivery capabilities across all business units
- The Senior Sales Engineer (II) will act as a key technical point of contact for prospective and existing clients, working closely with our sales team to drive complex technical sales cycles
- They will collaborate with technical delivery teams to ensure accurate project scoping, resource alignment, and successful handoffs while maintaining high client satisfaction throughout the engagement lifecycle
- The Senior Sales Engineer (II) will contribute to Trail of Bits' growth by supporting our strategic account development initiatives, expanding our technical sales capabilities, and reducing dependency on key technical sales resources
- They will help drive process improvements and automation to enhance sales efficiency and scalability
- 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 towards: 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
- Reporting Manager: Lead, Sales Engineering
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
Gowanus, 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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