Note: The job is a remote job and is open to candidates in USA. LiveEO transforms Earth Observation data and AI into actionable intelligence for critical infrastructure and supply-chain operators worldwide. The Director Sales Engineering will build and lead a global Sales Engineering organization, establish technical sales standards, and oversee the pre-sales strategy for complex enterprise opportunities. The role also owns geospatial technical authority, MEDDPICC and value-selling practices, customer advocacy, and executive cross-functional collaboration.
Responsibilities
- Build, lead, and scale an international Sales Engineering team across North America, EMEA, and APAC; own hiring, onboarding, coaching, and career development for regional SEs and SE managers
- Set global SE strategy, headcount plan, and capacity model aligned to pipeline coverage and quota targets
- Establish consistent standards, certification, and career pathing so SEs anywhere in the world operate at the same bar
- Foster a culture of technical excellence, customer obsession, and collaborative deal support across regions and time zones
- Serve as the most senior technical authority in the sales organization on Earth Observation, remote sensing, GIS, and satellite analytics, and translate that expertise into customer-facing value
- Own the technical narrative for complex RFPs/RFIs, enterprise architecture discussions, and system integrations (GIS, EAM, ERP, SCADA/OMS/DMS)
- Partner with Product and Engineering to represent field and customer technical requirements back into the roadmap
- Personally engage on the company's largest, most technically complex, or highest-visibility opportunities, including large enterprise accounts
- Embed and continuously improve MEDDPICC qualification discipline across the global SE team, in lockstep with Sales leadership
- Own the SE contribution to the Value Framework, Deal Sheets, ROI modeling, and Champion Building processes; make quantified business cases the default, not the exception
- Coach SEs and AEs on champions, economic buyer engagement, decision-criteria influence, and competitive positioning
- Track and report qualification quality and value-selling maturity as a leading indicator of pipeline health
- Act as the voice of the customer inside LiveEO — ensuring product, delivery, and pricing decisions reflect real technical and operational realities in the field
- Build senior technical relationships with strategic accounts and act as an executive technical sponsor on flagship and expansion deals
- Champion customer success stories and reference-ability back into sales and marketing
- Partner with the VP Pre-Sales & Professional Services, VP Sales, CRO, RevOps, Product, and Customer Success on GTM strategy, forecasting, and territory/resourcing planning for the global SE function
- Partner with the Directors of product to provide field feedback to help drive the product roadmap forward
- Represent Sales Engineering in executive and board-level reporting on pipeline quality, win rates, and technical risk
- Own SE playbooks, demo environments, and enablement content in partnership with RevOps and Product Marketing
Skills
- 8+ years in Sales Engineering, Solutions Engineering, or technical pre-sales, including 4+ years leading distributed/global teams across multiple regions and time zones
- Enterprise experience, a demonstrated track record selling to and supporting complex enterprise accounts with multiple stakeholders and long, technical sales cycles
- Strong working knowledge of geospatial and remote sensing technologies, satellite/Earth Observation imagery, GIS, spatial analytics with the ability to speak credibly to technical buyers
- Experience with software-enabled services business models
- Demonstrated track record embedding MEDDPICC (or a comparable qualification framework) and quantitative value-selling/ROI methodology across a sales organization
- Proven customer advocacy, building trusted relationships with senior technical and business stakeholders at enterprise accounts
- Strong executive communication skills; comfortable operating with CRO/VP-level leadership and in board-level reporting
- Experience recruiting, coaching, and developing Sales Engineers and/or SE managers
- Experience scaling a pre-sales organization inside a high-growth (Series B/C) startup
- Experience selling SaaS/AI/analytics solutions into utilities, energy, oil & gas/midstream, rail, or supply chain/EUDR-compliance markets is a plus
- Familiarity with enterprise system integrations (EAM, ERP, SCADA/OMS/DMS, mobile workforce management) is a plus
- Familiar with product driven and tech enables services engineering organizations is a plus
Benefits
- The opportunity to create a product that can improve business processes and lives across the globe.
- Flexible working hours and hybrid work model.
- Employees are empowered to drive their own career development, take initiative, and have the freedom to be creative and bold.
- Overtime is offset with time off and rest when it is necessary.
- A collaborative and learning environment with frequent internal workshops, knowledge-sharing sessions, journal clubs, and hackathons.
- Office located in the centre of Berlin Kreuzberg with free fruit, nuts, and drinks.
- A diverse and vibrant international environment of 30+ different nationalities.
- Potential to participate in the employee stock option program.
- Urban Sports membership and BVG subsidy.
- Corporate pension program.
Company Overview