Director, Enterprise Sales Engineering

We need to output HTML fragment with sections for headings: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. Must not repeat job title. Must not include Job ID etc. Must preserve all substantive info, not invent or summarize away detail. Remove boilerplate, navigation, legal, EEO, equal-opportunity, scam-warning, duplicated lines, application instructions. We need to parse the posting. Let's extract sections: - About the role: The first paragraph: "Altana is the network for trusted trade... The Opportunity at Altana You'll lead a team of enterprise Sales Engineers and own the technical side of Altana’s enterprise sales motion. You'll be at the forefront of our sales initiatives, playing a crucial role in translating technical jargon into practical value for our clients and partners. You’ll collaborate cross-functionally with partners in Sales, Revenue Enablement, Account Management, Product Marketing, and Product Management in order to shape the entire customer journey, including how we run discovery, what a great demo looks like, how a proof of concept is scoped and judged, and how what we learn in the field makes its way back into the product. This role requires a perfect blend of technical acumen and interpersonal skills, as you will be tasked with presenting our innovative solutions to diverse audiences, ranging from technical contributors to executives. This is primarily a people-leadership role. You won't be the default SE on deals. However there will be times when you’ll have to step into an IC role, and you’ll need to be enough of a product expert to demo the product or run a POV. This role reports to the Head of Enterprise." That's about the role. - Responsibilities: The bullet list under "You Will". Let's extract each bullet: Lead and grow the team - Hire, onboard, and ramp SEs as the Enterprise business scales - Define role expectations and a career path so each SE knows what good looks like and what comes next - Coach each SE through growth plans and direct feedback, drawn from watching them in live customer engagements - Define how Sales Engineering works in the sales process - Set the standard for discovery into a customer's trade compliance or supply chain process, and partner with AEs to turn it into a business case - Own our demo narratives — the story we tell for each product and use case, and how it shifts for a compliance analyst versus a Chief Supply Chain Officer - Own our POV methodology: entry criteria, success criteria, process, and how results get presented back - Own the customer value journey from signature to realized value, including the handoff to Account Management and every commitment made during the evaluation - Travel 25-50% depending on deal flow, for customer meetings, on-site workshops, and time in the field with your team - Own the technical practice - Build and maintain demo environments for each industry we sell into - Build and maintain the documentation library: technical collateral, reference architectures, reusable demo flows, and security and RFP content - Keep the team fluent as the product line expands, partnering with Revenue Enablement to make every release demo-ready - Become a subject matter expert in trade compliance and supply chain - Close the loop with Product: own the field-to-product feedback pipeline so the roadmap reflects what the market is asking for - Partner with Product Marketing on positioning, messaging, and competitive content - Represent Sales Engineering in cross-functional initiatives That's responsibilities. - Requirements: The "You Have" section: list of required qualifications: 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers — hiring, ramping, and performance-managing them A track record of coaching technical, customer-facing people from competent to excellent — you can walk us through how you've developed someone Hands-on implementation experience — you've configured a tenant, untangled messy customer data, and chased bugs in a live deployment Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review The ability to lead a technical deep dive — architecture, integration strategy, InfoSec, PSR — and tell a compelling product story to a business audience. If you lean one way, tell us how you've built a team that covers the other Experience standing up an AI-driven pre-sales approach — using AI tools to make an SE team measurably faster Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure Credibility with a data engineer and a Chief Supply Chain Officer in the same afternoon Clear judgment about when a deal is winnable, and the willingness to say so More satisfaction from your team's win than from your own demo Nice to Have: Domain familiarity with supply chain, global trade, logistics, or customs We could treat "Nice to Have" as part of Requirements or Skills? Probably part of Requirements (or maybe Skills). But we have separate sections for Skills. The posting includes "Nice to Have" which is domain familiarity. Could be considered a skill. We'll put under Skills maybe. - Qualifications: Might overlap with Requirements. The posting doesn't have a separate "Qualifications" heading; but we could treat the "You Have" as Qualifications. However we need to decide which sections to output. We have to include sections only when posting has real specific content. We have content for About the role, Responsibilities, Requirements (You Have), Skills (Nice to Have), Benefits, Pay, Schedule. Pay: The posting includes "US Salary Range And Benefits $200,000 - $230,000 USD". Also details about benefits. So we have Pay and Benefits. Schedule: Travel 25-50% depending on deal flow, for customer meetings, on-site workshops, and time in the field with your team. That's schedule/travel expectation. Could be under Schedule. We also have location: "This role is based in Brooklyn, NY or Washington, DC with hybrid work flexibility. We prefer candidates within commuting distance of one of our offices, but will consider remote US-based candidates who are a strong match." That could be under About the role or maybe a separate section like Location, but not required headings. We could incorporate into About the role paragraph. We must not include boilerplate like "Our Values", etc. Must remove those. We must not repeat job title. Not include Job ID. We must not include application instructions. We must not include duplicated lines. We need to output only HTML fragment, using

for section headings,

• for any list of duties/requirements/benefits, and

  for prose. We need to decide which sections to include: About the role, Responsibilities, Requirements, Skills, Benefits, Pay, Schedule. Check if any section content is just filler like "commensurate with experience" etc. Not present. Now craft content. About the role: combine the initial paragraphs plus location/hybrid info. Let's write:

  Altana is the network for trusted trade. Our AI-powered product network empowers governments and businesses to build a more resilient and secure global economy while keeping trade flowing. You'll lead a team of enterprise Sales Engineers and own the technical side of Altana’s enterprise sales motion. You'll be at the forefront of our sales initiatives, playing a crucial role in translating technical jargon into practical value for our clients and partners. You’ll collaborate cross-functionally with partners in Sales, Revenue Enablement, Account Management, Product Marketing, and Product Management to shape the entire customer journey, including how we run discovery, what a great demo looks like, how a proof of concept is scoped and judged, and how what we learn in the field makes its way back into the product. This role requires a perfect blend of technical acumen and interpersonal skills, as you will be tasked with presenting our innovative solutions to diverse audiences, ranging from technical contributors to executives. This is primarily a people‑leadership role. You won't be the default SE on deals, but you’ll step into an IC role when needed and must be able to demo the product or run a POV. The role reports to the Head of Enterprise and is based in Brooklyn, NY or Washington, DC with hybrid work flexibility; we prefer candidates within commuting distance of one of our offices but will consider remote US‑based candidates who are a strong match.

  That seems good. Responsibilities: list as
  • each bullet. We need to ensure we capture all responsibilities bullets. Let's list them: - Lead and grow the team - Hire, onboard, and ramp SEs as the Enterprise business scales - Define role expectations and a career path so each SE knows what good looks like and what comes next - Coach each SE through growth plans and direct feedback, drawn from watching them in live customer engagements - Define how Sales Engineering works in the sales process - Set the standard for discovery into a customer's trade compliance or supply chain process, and partner with AEs to turn it into a business case - Own our demo narratives — the story we tell for each product and use case, and how it shifts for a compliance analyst versus a Chief Supply Chain Officer - Own our POV methodology: entry criteria, success criteria, process, and how results get presented back - Own the customer value journey from signature to realized value, including the handoff to Account Management and every commitment made during the evaluation - Travel 25-50% depending on deal flow, for customer meetings, on-site workshops, and time in the field with your team - Own the technical practice - Build and maintain demo environments for each industry we sell into - Build and maintain the documentation library: technical collateral, reference architectures, reusable demo flows, and security and RFP content - Keep the team fluent as the product line expands, partnering with Revenue Enablement to make every release demo-ready - Become a subject matter expert in trade compliance and supply chain - Close the loop with Product: own the field-to-product feedback pipeline so the roadmap reflects what the market is asking for - Partner with Product Marketing on positioning, messaging, and competitive content - Represent Sales Engineering in cross-functional initiatives We could combine some but keep as list. Now Requirements: The "You Have" list. Let's list each: - 5–8 years in sales engineering or solutions consulting, plus 2+ years directly managing sales engineers — hiring, ramping, and performance-managing them - A track record of coaching technical, customer-facing people from competent to excellent — you can walk us through how you've developed someone - Hands-on implementation experience — you've configured a tenant, untangled messy customer data, and chased bugs in a live deployment - Credible depth in enterprise pre-sales: complex, multi-stakeholder evaluations at six-figure-plus ACV, including security, data, and procurement review - The ability to lead a technical deep dive — architecture, integration strategy, InfoSec, PSR — and tell a compelling product story to a business audience. If you lean one way, tell us how you've built a team that covers the other - Experience standing up an AI-driven pre-sales approach — using AI tools to make an SE team measurably faster - Fluency in enterprise data architecture: data models, integration and ingestion patterns, APIs, cloud infrastructure - Credibility with a data engineer and a Chief Supply Chain Officer in the same afternoon - Clear judgment about when a deal is winnable, and the willingness to say so - More satisfaction from your team's win than from your own demo Now Skills: Nice to Have: Domain familiarity with supply chain, global trade, logistics, or customs. We could also include other skills like "Fluency in enterprise data architecture" etc but those are in Requirements. So Skills section just for nice-to-have. Now Benefits: list from posting. Benefits list: - Flexible Time Off: Altana operates with a Flexible Time Off (FTO) policy that gives you agency over your own time off so you can maximize your work-life balance. - Parental Leave: We offer industry leading Paid Parental Leave (PPL), providing 14 weeks of leave for non-birthing, adoptive, and foster