The Role:We need a technical leader with a developer/DevSecOps background who is motivated to lead a team driving a high-velocity sales engine. This is a player/coach role whose time is shared running opportunities in front of customers alongside developing, hiring, and raising the bar for a team of Solutions Engineers doing that same work. You carry the team's number, not a personal one, and you earn credibility with your team by still doing the job yourself.
What You'll do Daily:- Technical Solution Selling: Proactively removing technical blockers (Security, Architecture, Legal) using standardized, repeatable processes to move the sales process forward, whether the deal is $50K or $500K.
- Coaching in the Field: Riding along on your team's calls and giving feedback specific enough to act on. Not "that went well," but "you spent nine minutes on features the platform lead never asked about." Weekly 1:1s, individual development plans, and honest conversations about where people stand.
- Hiring and Bar-Setting: Owning your requisitions end to end, from screening through technical interview and close. You define what a Sonar SE looks like and you hold that bar, including when the pipeline is thin and the pressure is on to settle.
- Team Goal Attainment: Knowing where every meaningful opportunity in your team's portfolio stands, where it's stuck, and what you're doing about it. Forecast accuracy and pipeline hygiene are yours.
- SE-AE Partnership at Scale: Building the working relationships between your SEs and their AE counterparts and making sure that engagement is visible in Salesforce. If the team is doing the work but not logging it, that's a coaching problem and it's yours to solve.
- Value Engineering: Roleplaying as a peer to Lead Engineers and DevOps Directors to articulate the technical risk of shipping AI-generated code without verification, and teaching your team to run that same conversation.
- Bionic SE Workflows: Leveraging AI to automate the creation of customer-facing content, allowing you to handle a high volume of deals at pace, then turning what works into something the whole team uses.
Experience and Qualificiations:- The "Sales-First" Mindset: You are driven by win rates and sales velocity; you view a long, un-qualified technical evaluation as a failure, not a project.
- Developer DNA: Proven background as a Software Developer or extensive experience in the Developer Tools (DevTools) space; you can speak "engineer-to-engineer" with credibility, and your team will respect you for it.
- High-Scale Muscle Memory: Experience in a high-velocity environment where you have personally managed a double-digit load of active, concurrent technical evaluations, plus exposure to larger enterprise cycles.
- Coaching Instinct, With or Without the Title: You have formally managed SEs, or you have been the person on the team everyone else learns from. We care more about evidence that people got better because of you than about the size of your last org.
- Technical "Slickness": Professional polish and executive presence; the ability to translate complex code-level issues into business-level ROI for non-technical stakeholders.
- Operational Discipline: A self-driven attitude with a focus on "Standardization over Customization" to keep the revenue engine moving at speed, and comfort making decisions from data rather than gut feel.
- AI Power User: You actively use AI to re-engineer your technical sales workflow, and you teach it. If it can be automated or prompted, you've already done it.
In-office cultureWe're intentional about this. We believe the best teams are built in the room together. Three anchor days - Mondays, Tuesdays, and Thursdays - create the collaboration rhythm that makes a hub office worth having.
Candidates need to be genuinely based in the location the role is posted - if that's not where you are today, we're happy to support relocation for the right person.
