Job description
About Prove
As the world moves to a mobile-first economy, businesses need to modernize how they acquire, engage with and enable consumers. Prove’s phone-centric identity tokenization and passive cryptographic authentication solutions reduce friction, enhance security and privacy across all digital channels, and accelerate revenues while reducing operating expenses and fraud losses. Over 1,000 enterprise customers use Prove’s platform to process 20 billion customer requests annually across industries, including banking, lending, healthcare, gaming, crypto, e-commerce, marketplaces, and payments. For the latest updates from Prove, follow us on LinkedIn.
Prove is driving the future of digital identity. We are looking for Provers who know how to make an impact. We’re talking self-starting professionals who thrive in a fast-paced environment, process information quickly, and make intelligent decisions. The work is challenging and requires not only smart but natural curiosity and tenacity. Teamwork is also important to us – we work together and play together.
Prove has big plans, and we’re excited about the future. If this sounds like the place for you – come join our team!
Title: Director, Sales Engineering - New Logos
Reports To: Abigail Boyd | VP, Solution Services
FLSA Status: Exempt
Location: Remote
Position Summary
We are looking for an experienced and strategic Director of Sales Engineering to lead our high-performing team focused on new logo acquisition. This is a critical leadership role responsible for building the engine of technical sales excellence that will directly fuel our company’s growth.
You will be responsible for leading a large team of talented Sales Engineers, defining the practice and methodology for how we engage prospects, building a rigorous operational cadence, and acting as the key executive sponsor in our most strategic deals. The ideal candidate is someone who thrives on building teams, processes, and management cadence from the ground up.
Key Responsibilities
Team Leadership & Development:
- Lead, mentor, and scale a world-class team of 15+ individual contributor Sales Engineers, fostering a culture of collaboration, innovation, and high performance.
- Recruit, hire, and onboard top-tier talent, ensuring the team is staffed to meet the demands of a rapidly growing sales organization.
- Implement career pathing and development programs to ensure the professional growth and retention of your team members.
Practice & Methodology Crafting:
- Define and implement the sales engineering “way” for new logo acquisition, establishing best practices for the entire pre-sales lifecycle.
- Develop and standardize processes for technical discovery, solution validation, custom demonstrations, proof-of-concept (POC) execution, and RFP/RFI responses.
- Create and maintain a library of technical sales assets, playbooks, and enablement materials to ensure consistency and quality across the team.
Operational Cadence & Excellence:
- Design and execute a robust operational cadence for the Sales Engineering organization, including pipeline reviews, technical forecasting, and KPI reporting (e.g., POC win rates, technical-to-close ratios).
- Partner closely with Sales Leadership to ensure tight alignment on account strategy, resource allocation, and deal execution.
- Act as a key cross-functional liaison, collaborating with Product Management, Engineering, and Marketing to provide critical field feedback that shapes our product roadmap and go-to-market strategy.
Executive Sponsorship & Strategic Deals:
- Take ownership of the executive technical relationship in our largest and most strategic opportunities.
- Engage directly with C-level executives (CIOs, CTOs, CISOs) at prospective clients to build credibility, understand their strategic business drivers, and align our solution’s value proposition.
- Lead the technical strategy for complex, multi-stakeholder evaluations and serve as the ultimate point of escalation for technical issues during the sales cycle.
Qualifications
- Experience: Extensive experience in B2B technology pre-sales (Sales Engineering, Solutions Architecture), with at least 7+ years in a leadership role.
- Leadership at Scale: Proven experience successfully leading, scaling, and managing a team of 15 or more Sales Engineers.
- New Business Focus: Demonstrated track record of building and leading SE teams in a fast-paced, new logo acquisition-focused environment.
- Process Builder: Experience designing, implementing, and refining SE methodologies, operational cadences, and performance metrics from the ground up.
- Executive Presence: Exceptional communication, presentation, and interpersonal skills, with a proven ability to command a room and build trust with senior executive and C-level stakeholders.
- Business Acumen: Strong understanding of how to connect technical solutions to tangible business outcomes and build compelling value propositions.
- Bachelor’s degree or equivalent practical experience.
Preferred:
- Experience in the [Specific Industry, e.g., Cybersecurity, FinTech, Data Analytics] space.
- Experience with MEDDPICC, Challenger Sale, or other value-based sales methodologies.
- Experience in the Identity/Fraud space a big plus
The anticipated salary range for this role in New York City is $195,000- $200,000 plus commission. Offered salary will be determined by the applicant’s education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.
Benefits & Perks for FTE Provers:
- Competitive salaries & Bonus Plan (for eligible roles) and Equity Plan
- Modern Health for financial, mental, and physical wellness
- 401(k) Retirement Plan & Match (US Offices) and Local Country Pension (International Offices)
- Unlimited Vacation and Flexible hours
- Comprehensive medical benefits for you and your family ❤️
- Emotional & Physical Wellness – Access to wellness services (EAP & Prove Well-Being Reimbursement)
- Bottomless snacks & beverages for certain office locations
- Daily GrubHub stipend for lunch if coming into the office (US Offices)
- A great place to work and connect with other talented Provers like yourself!
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Prove we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Equal Opportunity Employment:
Prove is an equal opportunity employer committed to providing equal employment opportunity for all people regardless of race, color, religion, gender or sexual orientation, age, marital status, national origin, citizenship status, disability, veteran status or other personal characteristics
Privacy & Data Protection:
When you are applying for a job at Prove, we collect and use your personal information in the job application process. To understand more about how Prove uses your personal information, please see our Recruitment Privacy Policy on our website.
