[Hiring] Senior Sales Engineer @ExtraHop

Role Description

As a Senior Sales Engineer, you will play a pivotal role in shaping the success of strategic sales engagements, bringing technical leadership, industry insight, and a deep understanding of customer needs to each opportunity. You will influence high-impact sales cycles and contribute directly to revenue growth and the company’s long-term success.

In this senior-level position, you will lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. You’ll mentor other sales engineers, collaborate closely with product and engineering teams to align customer feedback with roadmap priorities, and support executive-level discussions. Your deep understanding of our technology, market landscape, and customer challenges will allow you to design and advocate for customer-tailored solutions that drive measurable business outcomes. Additionally, you will proactively resolve pre-sales technical challenges and act as a trusted advisor to both internal teams and customer stakeholders throughout the buying journey.

Key Responsibilities

• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments.
• Drive customer discovery efforts to uncover requirements for ExtraHop solutions.
• Proactively mitigate technology-related buying objections from the sales opportunities.
• Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition.
• Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data.
• Surface and define compelling events, strategic business drivers, and offer the optimal ExtraHop solution.
• Articulate the security value proposition and key differentiating capabilities with executive fluency.
• Lead technical qualification and deal strategy within qualifying opportunities.
• Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs.
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management.
• Provide post-sales follow-up, technical training, and consulting.
• Help with post-implementation support for key customers.
• Champion a world-class customer experience ensuring total customer satisfaction.
• Build and nurture strategic relationships with key partner SEs in your region.
• Accurately capture sales updates and leverage SFDC to communicate to sales leadership.

Qualifications

• 7+ years selling Network and Cyber Security technology into large Enterprises.
• Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge.
• Complex and strategic selling experience required.

Skills & Competencies

• Deep understanding of enterprise-architecture concepts and risk management.
• Excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.).
• Knowledge of emerging agentic SOC and NOC workflows.
• Broad understanding of enterprise information technologies across the full OSI stack and cloud concepts (AWS, Azure, GCP).
• In-depth knowledge of Site Reliability Engineering Concepts.
• Excellent organizational, interpersonal, and leadership skills.
• Outstanding communication (verbal and written) and presentation skills.
• Ability to quickly learn new technologies and stay current with the latest technologies.
• Ability to focus on results while working independently.
• Ability to adapt to changing goals based on customer demands and market conditions.
• Strong problem-solving skills.
• Works cooperatively with others within the organization and other cross-functional stakeholders.
• Works well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.

Benefits

• Health, Dental, and Vision Benefits.
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time.
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan.
• FSA and Dependent Care Accounts + EAP, where applicable.
• Educational Reimbursement.
• 401k with Employer Match or Pension where applicable.
• Pet Insurance (US Only).
• Parental Leave (US Only).
• Hybrid and Remote Work Model.