Senior Director, Global Sales & Solutions Engineering

Job description

Level Access is a leading provider of digital accessibility solutions, combining cutting-edge SaaS technology with expert professional consulting services to help organizations create inclusive digital experiences for all people.

Position Overview

We are seeking a world-class Sr. Director, Global Sales Engineering to lead and scale our global sales and solutions engineering organization. This executive-level role demands a proven leader who can drive significant revenue impact while building a world-class technical sales organization. You will own the technical sales strategy, lead complex enterprise deals, and develop the capabilities that enable our sales teams to win in competitive markets. This role requires a unique combination of technical depth, executive presence, and revenue leadership. You will be responsible for building scalable processes, developing top talent, and directly contributing to company growth objectives through technical sales excellence.

Key Responsibilities

Strategic Leadership & Vision

• Develop and execute the global sales engineering strategy aligned with company growth objectives and market expansion plans

• Own the technical sales methodology, playbooks, and competitive positioning across all market segments

• Partner with executive leadership to define go-to-market strategies for new products and market segments

• Drive cross-functional alignment between Sales, Product, Marketing, and Customer Success organizations

• Establish sales engineering as a strategic differentiator and competitive advantage

Revenue Leadership & Performance

• Directly support and influence >$100 million in annual recurring revenue (ARR) through technical sales excellence

• Own technical win rate optimization and sales cycle acceleration initiatives

• Lead technical aspects of strategic enterprise deals and key customer expansions while coaching your team through supporting all segments of the business

• Partner with Sales leadership to develop account penetration strategies and expansion opportunities

• Drive technical discovery processes that uncover additional business value and increase deal sizes

Organization Building & Team Development

• Build, lead, and scale a global team of 10+ sales engineers across multiple time zones and market segments

• Establish world-class hiring standards, competency frameworks, and career development programs

• Implement performance management systems with clear KPIs, quotas, and accountability measures

• Develop technical training curriculum, certification programs, and ongoing skill development initiatives

• Create succession planning and leadership development programs within the sales engineering organization

Sales Process & Methodology Excellence

• Own and optimize the technical sales process from qualification through implementation handoff

• Establish standardized discovery frameworks, demo methodologies, and proof-of-concept processes

• Develop and maintain technical sales collateral, competitive battle cards, and objection handling playbooks

• Implement sales engineering tools and technologies to improve efficiency and customer experience

• Create feedback loops between sales engineering and product development to influence roadmap priorities

Customer Engagement & Executive Presence

• Lead technical executive briefings and VP+-level customer presentations for strategic accounts

• Serve as the technical escalation point for complex sales situations and customer challenges

• Participate in industry events, conferences, and customer advisory boards as a thought leader and speaker

• Build relationships with key technical influencers and decision makers in target accounts

• Represent Level Access as a technical authority in the digital accessibility market

Cross-Functional Leadership

• Partner with Product Management to translate customer requirements into product capabilities and influence both customer, partner and analyst demo experiences

• Collaborate with Product Marketing and Demand Generation Marketing to develop technical content, demo experiences, case studies, and demand generation programs

• Work with Customer Success to ensure smooth technical handoffs and expansion opportunity identification

• Engage with Support and Professional Services to optimize the customer experience and reduce time-to-value

• Influence company strategy through market insights and customer feedback

Key Performance Indicators (KPIs)

Revenue Metrics include:

• Technical Win Rate
• Sales Cycle Impact
• Deal Size Influence
• Revenue Influence
• Pipeline Velocity

Team Performance Metrics include:

• Team Productivity: Individual SE quota attainment
• Activity Metrics: Discovery calls, demos, POCs, and technical presentations per SE
• Customer Satisfaction: Net Promoter Score (NPS) for technical interactions
• Time-to-Productivity: New hire ramp time to full productivity
• Retention Rate: Annual team retention rate

Operational Excellence expectations include:

• Process Adoption: Adherence to technical sales methodology and tools

• Forecast Accuracy: Technical stage forecast accuracy

• Cross-Functional Collaboration: Stakeholder satisfaction scores across Product, Marketing, and Customer Success

• Content Utilization: Technical content usage and effectiveness metrics

• Competitive Win Rate: Win rate against key competitors in head-to-head evaluations

Required Qualifications

Leadership Experience

• 10+ years of experience in technical sales, sales engineering, or solutions consulting

• 7+ years of leadership experience building and scaling sales engineering teams (10+ people). Ideally as a manager of managers as well as individual contributors.

• Proven track record of >$100M in influenced annual revenue

• Experience leading global, distributed teams across multiple time zones and cultures

• History of building and scaling up sales engineering organizations

Technical & Industry Expertise

• Deep understanding of enterprise software, SaaS platforms, and API integrations

• Software Development Lifecycle (SDLC): Comprehensive knowledge of Agile, DevOps, CI/CD pipelines, and modern development methodologies

• Web Development & Design: Strong technical understanding of HTML, CSS, JavaScript, responsive design, and modern frontend frameworks (React, Angular, Vue.js)

• Development Workflows: Experience with Git workflows, code review processes, testing frameworks, and deployment strategies

• User Experience (UX) & Design: Understanding of UX/UI design principles, user-centered design, design systems, and accessibility design patterns

• Experience with complex technical sales cycles (6-18 months) and enterprise buying processes

• Strong background in solution selling, value-based selling, and consultative sales methodologies

• MarTech & Adjacent Industries: Experience in Marketing Technology, AdTech, Customer Experience platforms, or related B2B SaaS verticals preferred

• Familiarity with digital accessibility, compliance, or regulatory technology markets preferred

• Proficiency in sales technologies (CRM, sales enablement, demo environments, etc.)

Executive Capabilities

• Executive presence with ability to present to C-level audiences and technical stakeholders
• Strategic thinking with experience in market analysis, competitive positioning, and go-to[1]market planning
• Strong analytical skills with experience in metrics-driven performance management
• Excellent communication skills with ability to influence across all organizational levels
• Experience in high-growth SaaS environments with rapid scaling requirements

Business Acumen

• Understanding of SaaS business models, including ARR, churn, expansion, and unit economics

• Experience with professional services business models and delivery methodologies

• Knowledge of sales compensation, territory planning, and quota setting methodologies

• Technical Product Knowledge: Deep understanding of web technologies, APIs, SDKs, and integration patterns

• Development Ecosystem: Familiarity with developer tools, IDEs, version control systems, and technical documentation standards

• UX/UI Design Systems: Knowledge of design thinking, user research methodologies, and accessibility design principles

• Familiarity with accessibility regulations (ADA, WCAG, Section 508) and compliance requirements

• MarTech Landscape: Understanding of marketing automation, customer data platforms (CDPs), digital experience platforms (DXPs), and related technology ecosystems

• Track record of successful collaboration with Product, Marketing, and Customer Success teams

Preferred Qualifications

• MBA or advanced degree in Engineering, Computer Science, or related technical field

• Experience in accessibility, legal technology, compliance, or regulatory software markets

• MarTech/AdTech Background: Previous experience in Marketing Technology, Advertising

• Technology, Customer Experience platforms, or related B2B SaaS verticals

• Development Experience: Hands-on experience with software development, web development, or technical product management

• UX/Design Background: Experience working with design teams, user research, or product design organizations

• Background in management consulting or professional services delivery

• Previous experience at high-growth B2B SaaS companies ($100M+ ARR)

• Industry recognition or thought leadership in sales engineering or technical sales

• Certifications in accessibility, sales methodologies, or relevant technical domains (e.g.,

• AWS, Google Cloud, UX/UI design)

Application Process

This is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. Salary is commensurate with experience. Please submit your cover letter and resume for immediate consideration.

Level Access is committed to workforce diversity. Equal Opportunity Employer. Copyright 2025, Level Access. All rights reserved.