Director, Sales Engineering

About Vantage:

Vantage is a cloud cost visibility and optimization platform, alternatively known as a FinOps platform. We help companies of all sizes manage their cloud infrastructure costs: everything from individual developers all the way up to multiple Fortune 500 customers. Our co-founders are industry veterans who have been former infrastructure engineers and product managers at DigitalOcean and AWS. The company is an efficient and hard working team of ~40 employees across the US with a New York City center of gravity. As we transition to the growth phase of the business, it’s likely our team size will at least double by the end of 2025.

Our current customers include Aflac, PBS, FanDuel, Rippling, Compass, Ripple, and Starburst.

Vantage has raised $25M in total venture capital, most recently a $21M Series A financing round in March of 2023. Our investors include outstanding, top-tier investors including Andreessen Horowitz, Scale Venture Partners, Matthew Prince (Co-Founder & CEO, Cloudflare), Calvin French Owen (Co-Founder, Segment), Ben and Moisey Uretsky (Co-Founders, DigitalOcean), Stephanie and Nat Friedman (CEO, Github), Julia Lipton, Brianne Kimmel and others.

About The Role:

Sales engineering is incredibly important to Vantage. Our customers are technical professionals who are responsible for their organizations’ overall infrastructure footprints and look to buy from genuine, technical experts who know how cloud infrastructure and its associated pricing works. Our founders were the original sales engineers who would accompany our sales team on deals and we have since invested in devoted sales engineering professionals to help scale the organization.

We’re looking for a Director of Sales Engineering to be the single-threaded leader reporting into our VP of Revenue to build and manage a world class sales engineering organization. Ideal candidates for this role are technical first by passion but found their way into sales. They know what great looks like from previous organizations for what effective sales engineering playbooks, processes and people look like. The leader should earn respect from his or her team, be able to recruit the best and be comfortable being present in front of customer calls to support the team.

You should expect to have healthy engagement with both of our co founders in addition to our VP of Revenue for learning what sales engineering looks like at Vantage.

What You Will Do:

• Collaborate with Sales to articulate the overall Vantage value proposition, vision and strategy to customers.

• Build and lead a team of sales engineers who serve as our core product introduction, evaluation and education experts

• Provide insight and recommendations to revenue leaders on sales strategy, product obstacles/gaps and represent the team’s needs to executive staff

• Act as a player/coach to ensure your team is enabled to support all required Vantage solutions along with key technical and soft skills

• Working with your team on and delivering compelling presentations to customers and prospects

• Ensure that your team is enabled to support all required Vantage solutions along with key technical and soft skills

• Be hands-on, high-energy, and passionate about solving problems with the Vantage platform

• Scope, communicate, and manage proof-of-value (POV) solutions with customers

• Present to all levels of technical leadership with confidence and building trust - developers, enterprise architects, managers, and executives

• Develop, maintain and improve on Sales Engineering playbooks and templates - demos, product gaps, technical guides, objection handling, etc.

What We're Looking For:

• 8+ years of industry experience in a pre-sales capacity with 2+ years of direct front line management experience (hiring, training and retaining top talent).

• Proven track record of success in customer-facing technical roles i.e. sales engineer, software engineer, technical support, etc.

• Experience working with both large enterprise customers as well as commercial customers.

• Outstanding presentation skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos.

• Knowledgeable in current infrastructure (AWS, Azure, GCP) and monitoring/observability solutions

• Ability to connect a customer’s specific mission problems and Vantage’s solutions. Able to build and execute an evaluation plan with a customer and mentor others on how to do so

• A kind person

Pay & Benefits

The estimated annual US base salary range for this role is $180,000 - $225,00. This salary range may be inclusive of several career levels and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Additional benefits for this role may include: equity, 401(k) plan; medical, dental, and vision benefits; and education stipends.

At this time, Vantage is only set up to employ in the United States