DescriptionZafran is looking for a results-driven, technically oriented Director of Sales Engineering to join our growing global Go-To-Market organization, focused on the Majors segment. In this role, you will lead and mentor a team of Sales Engineers while also rolling up your sleeves as a hands-on technical leader throughout the enterprise sales cycle. You will partner closely with senior account executives, product, and R&D teams to drive technical strategy - from early discovery and executive-level demos through end-to-end proof-of-value and customer onboarding. As a Director, you will play a pivotal role in shaping the SE team's practices, elevating the technical bar across major accounts, and ensuring consistent technical success in our most strategic deals.
What you will do:Leadership & Team Development
- Lead, mentor, and grow a team of Sales Engineers focused on the MAJORs segment.
- Define and drive best practices for technical selling, POV execution, and demo delivery across the SE team.
- Recruit, onboard, and develop SE talent in alignment with company growth goals.
- Set clear team goals and performance metrics tied to technical wins and revenue influence.
Technical Sales Execution
- Engage at the executive and technical levels with major enterprise prospects and customers to drive complex sales cycles.
- Deliver high-impact, custom product demonstrations tailored to solve enterprise-scale business challenges.
- Own and oversee technical evaluations and proof-of-value processes, ensuring successful and repeatable outcomes.
- Lead technical qualification during the sales process to ensure Zafran solutions are the right fit for each prospect's environment.
- Respond to strategic RFPs and RFIs with thorough, differentiated technical input.
Cross-Functional Collaboration
- Serve as the primary technical bridge between major enterprise customers, product management, and engineering - surfacing actionable feedback that influences roadmap priorities.
- Collaborate with account executives to develop account strategies and executive engagement plans.
- Contribute to onboarding and initial implementation planning for new major accounts.
Market & Thought Leadership
- Represent Zafran at key industry events, trade shows, and conferences through demos, presentations, and on-stage sessions.
- Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise prospects with credibility.
- Support partner enablement and partner-driven sales motions in the MAJORs segment.
Requirements- 7+ years of experience in pre-sales or sales engineering within the cybersecurity industry.
- 2+ years in a senior or leadership role managing or mentoring other Sales Engineers.
- In-depth knowledge of enterprise security - including risk management, endpoint solutions, vulnerability management, and compliance frameworks.
- Proven track record of closing complex, multi-stakeholder enterprise deals in collaboration with sales teams.
- Strong strategic thinking with a professional understanding of enterprise customer expectations and buying processes.
- Excellent verbal and written communication skills - comfortable presenting to both technical and executive audiences.
- Fluent in English.
Preferred Qualifications- Experience building or scaling SE teams as a first-line or second-line manager.
- Familiarity with the CTEM (Continuous Threat Exposure Management) market and relevant vendor landscape.
- Experience working with channel partners - enablement, co-selling, and partner-driven sales motions.
- Background in opening new enterprise territories or market segments.
At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining!
We also provide access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one.
If you're curious, fun, and someone who gets things done, we'd love to meet you
