Glynn Capital
Glynn Capital

Director, Sales Engineering



Sales & Business Development
New York, NY, USA
Posted on Friday, June 21, 2024

At Instabase, we're passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry. With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.

With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we've built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.

Instabase offers a consumption-based pricing model where customers can pay only for what they use, aligning directly with the value our products deliver. It empowers our clients to explore our AI Hub platform features extensively, enabling them to uncover crucial business insights. This customer-centric model allows Instabase to glean insights from diverse use cases and behaviors, ensuring we deliver top-tier solutions that provide unmatched advantages for everyday business operations.

Instabase’s go-to-market (GTM) teams own the end-to-end customer experience solving problems with Instabase - discovering the right problems, demonstrating solutions, proving value, and launching to production.

Our Enterprise Sales Engineering organization is seeking a Director of Sales Engineering to lead a highly skilled team of Sales Engineers who provide value-based evaluation scenarios including demonstrations, labs and POCs. In addition to managing a team, you will work directly with our sales team and partners to understand the needs of our enterprise customers, strategize on how to navigate sales cycles, and close business. In this role, you’re responsible for the technical journey the customer goes on from first meeting until technical acceptance - building technical champions, qualifying the best solution fit and value, demonstrating capabilities, and crafting responses to technical objections

What you’ll do

  • Build and lead a team of sales engineers who serve as our core product introduction, evaluation and education experts
  • Partner with sales leadership to achieve regional quota targets, our goals and ensure relationships are built
  • Provide guidance to revenue leaders on sales strategy, product obstacles/gaps and represent the team’s needs to executive staff
  • Act as a player/coach working with your team on and delivering compelling presentations to customers and prospects
  • Partner with account executives to discover and qualify solutions that lead to strong return on investment for your customer.
  • Be hands-on, high-energy, and passionate about solving problems applying the Instabase platform.
  • Develop custom demonstrations using the Instabase developer platform tailored to a customer’s specific needs and value.
  • Lead deep-dive technical sessions with customer technical stakeholders on Instabase product and solutions
  • Scope, communicate, and manage proof-of-value (POV) of solutions with customers
  • Present to all levels of technical leadership with confidence and building trust - developers, enterprise architects, managers, and executives
  • Develop reusable tools and feedback - demos, product gaps, technical guides, etc.
  • Collaborate and maintain a close working relationship with product, engineering, sales, marketing and services

About you

  • 10+ years of industry experience in a pre-sales capacity with 2+ years of direct front line management experience (hiring, training and retaining top talent). Proven track record of success in customer-facing technical roles i.e. sales engineer, software engineer, technical support, etc.
  • Experience working with large enterprise customers i.e. insurance, financial services, healthcare, logistics, technology, etc.
  • Outstanding presenting skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos.
  • Proficient developing demonstrations and scripting in at least one programming language i.e. Python, Javascript, Java.
  • Comfortable with cloud infrastructure i.e. Docker and building solutions with APIs
  • Ability to connect a customer’s specific mission problems and Instabase’s solutions.

How you work

  • Analytical thinker - you have the ability to grasp the underlying concepts in complex information, identify root causes of problems, and formulate solutions based on a synthesis of information both quantitatively and qualitatively.
  • Intellectually curious - you’re driven by the desire to understand, empathize with the customer, and solve the root cause issue.
  • Emotionally intelligent - you are highly sensitive to others and seek to align with them.
  • Growth Mindset - you’re constantly seeking improvement in yourself; you think big, and use your team and customer collective IQ to improve customer outcomes.
  • Respectful and humble - to everyone, always.
For US-based roles: The base salary range for this role is $164000 to $199000 + bonus, equity, and US benefits. The actual pay may vary based on factors such as location, experience, and skills.

Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.