Manager of Sales Engineering, ControlUp

• Extensive experience in Sales Engineering, Solutions Engineering or equivalent technical customer-facing roles
• Demonstrated experience in people management and leading technical or pre-sales teams
• Strong technical background with the ability to understand and explain complex enterprise software solutions
• Proven experience managing distributed, multi-region teams
• Experience partnering with Sales leadership in a fast-paced, enterprise or mid-market SaaS environment
• Excellent communication skills with the ability to engage at both technical and executive levels
• Comfortable operating at a strategic level while still being close enough to the field to coach effectively

Desirable

• Reports to VP, Global Presales
• We are seeking an experienced Sales Engineering Manager to lead and scale our Sales Engineering organization across EMEA and APAC
• This role is a leadership position responsible for people management, execution excellence, and cross-regional consistency, while partnering closely with Sales, Product, and Customer Success leadership
• While hands-on technical execution (demos, PoCs) will not be a part of day-to-day responsibilities, the ideal candidate will have a strong technical foundation and the ability to confidently deliver high-level product demonstrations, articulate ControlUp’s value proposition, and coach teams on technical storytelling and customer engagement
• This is a remote role. The position may require business travel (up to 25%)
• People & Performance Leadership
• Lead, coach, and develop a distributed team of 8 Sales Engineers across multiple regions and time zones
• Set clear expectations, performance standards, and development plans aligned to company objectives
• Conduct regular 1:1s, performance reviews, and career planning
• Foster a culture of accountability, collaboration, and customer-first execution
• Sales Execution & Alignment
• Partner closely with regional Sales leadership to ensure strong alignment between AEs and SEs
• Ensure consistent, high-quality technical engagement throughout the sales cycle (discovery, demo, PoC, value validation)
• Act as an executive escalation point for complex or high-visibility opportunities when needed
• Drive consistency in sales engineering methodologies, messaging, and customer experience across regions
• Technical & Product Enablement
• Maintain a strong understanding of ControlUp’s platform, use cases, and competitive differentiation
• Confidently deliver executive-level, high-level demonstrations when required (internal, partner, or customer-facing)
• Ensure the team is continuously enabled on new features, positioning, and competitive landscape
• Partner with Product Management and Product Marketing to provide field feedback and influence roadmap priorities
• Operational Excellence
• Own regional SE capacity planning, coverage models, and resource allocation
• Track and report on key metrics (PoC success rates, deal support efficiency, regional coverage health)
• Drive process improvements to increase scale, efficiency, and predictability
• Support hiring, onboarding, and ramp of new Sales Engineers in the region
• What Success Looks Like:
• High-performing and engaged SE team in relevant regions that delivers consistent, high-fidelity technical storytelling and execution across all territories
• Strong, trusted alignment between Sales Engineering, regional Sales leadership, Product, and Customer Success
• Predictable and scalable SE coverage through effective capacity planning and resource allocation to meet the demands of a fast-growing, multi-region market
• Improved deal execution and PoC outcomes through standardization, enablement, and disciplined inspection
• Data-driven leadership based on regional performance, risks, and growth opportunities