The Manager, Sales Engineering is a first-line people leader responsible for the day-to-day coaching, development, and deal support of a team of individual contributor Sales Engineers. This role ensures the team is executing effectively across active sales cycles-prepared, responsive, and aligned to client needs and Alkami's solution capabilities.

The Manager is the closest leadership resource to the IC team and sets the tone for how the function operates at the ground level. Success in this role is defined by the team's win rate, quality of execution, and the growth of each SE over time. This role operates within a strategic framework set by the Senior Manager or Director and focuses on translating that direction into consistent, accountable daily action.
Key Responsibilities & Duties:

Team Leadership & Coaching

• Lead and develop a team of Sales Engineers (primarily IC3-IC4) through consistent 1:1s, deal coaching, and structured performance conversations.
• Set clear expectations for execution quality, client engagement standards, and internal collaboration within the team.
• Provide direct, specific feedback on demonstrations, discovery calls, business cases, and other SE deliverables to accelerate skill development.
• Identify development needs early and create individual growth plans that build capability aligned to both team goals and each SE's career path.
• Onboard new team members with structured ramp plans and close coaching through early engagements to establish proficiency quickly.
• Recognize strong performance and address underperformance promptly and constructively, creating a culture of accountability and high standards.

Deal Execution Support

• Monitor active pipeline and ensure each SE on the team has appropriate coverage, preparation, and support for deals at all stages.
• Assist with deal strategy and competitive positioning on complex or at-risk opportunities, providing coaching and direct support as needed.
• Review key team deliverables including demos, RFP responses, solution designs, and business cases to ensure quality and accuracy before client delivery.
• Serve as a first-line escalation point for technical questions, competitive objections, or cross-functional issues the team encounters in active deals.
• Coordinate SE assignments across the portfolio to balance individual workload and align the right experience to each opportunity.

Operational Execution

• Maintain accurate visibility into team pipeline activity, opportunity status, and SE workload through consistent CRM and documentation standards.
• Communicate team capacity, deal risks, and performance trends to the Senior Manager or Director on a regular basis.
• Contribute to SE team development by sharing field insights, identifying gaps in tools or assets, and participating in playbook and process improvement efforts.
• Collaborate with Sales, Product, Implementation, and Product Marketing counterparts to ensure smooth deal execution and alignment on client expectations.
• Model Alkami's values in how the team engages clients, handles setbacks, and works with internal partners.

Qualifications:

• Demonstrated ability to coach and develop individual contributors in a customer-facing technical sales environment
• Strong understanding of enterprise SaaS pre-sales methodologies, solution design, and competitive positioning
• Solid knowledge of banking operations, digital banking, account opening, lending, or core system integrations
• Ability to provide direct, specific feedback that accelerates SE skill development in active deal situations
• Experience managing pipeline coverage and aligning team workload to deal stage and revenue priority
• Proficiency in CRM platforms (Salesforce) and strong documentation and follow-through habits
• Effective cross-functional collaborator who can work well with Sales, Product, Implementation, and Marketing
• Travel may be required up to 40% depending on team coverage needs

Desired Skills:

• Prior experience as a Sales Engineer at IC3 or IC4 level
• Experience in the financial institution market, including banks and credit unions
• Background in onboarding or mentoring junior SE team members
• Exposure to value-based selling or MEDDICC qualification frameworks

The salary range for this position is: $155,000 - $195,000

Cool Things to Know

Not Just Any Company: Alkami has an awesome diverse and inclusive environment. We have a FUN culture and offer great benefits, including remote-first environment, unlimited paid time off, 401(k) with employer match, and more.

Work Authorization: We cannot offer employment sponsorship at this time. Candidates must be eligible to work in the US for full-time employment.

Recruiters: We are not looking for outside recruiting firms to help us in this search. Thank you for understanding.

Pay Transparency: As of January 1, 2023, new states and locales have enacted pay equity laws that require more pay transparency by employers in the following states: California, Colorado (effective January 1, 2021), Connecticut, Maryland, Nevada, New Jersey, New York, Ohio, Rhode Island and Washington.

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