Sales Engineer

About the role

Shield is a global startup with offices in Tel Aviv, New York, London and Lisbon. We're growing and looking for the next important piece of the puzzle. Is it you? We're hiring a Sales Engineer to join our North America Sales team, reporting to the SVP of Sales. You'll be a core member of the GTM team and the technical backbone of a successful sale: partnering with Account Executives to advance deals by uncovering requirements, designing solutions around Shield's Communications Compliance suite, overcoming technical objections and proving value through evaluations. You'll be working with compliance, surveillance, IT and information security leaders across financial services, and you'll be expected to earn their trust. The sales engineer at Shield supports the sale and shapes it. The best people here don't wait to be asked for a demo; they see what a deal needs and go get it.

Responsibilities

• Serve as the technical lead on enterprise accounts from discovery through solution design, evaluation and hand-off to Professional Services and Customer Success
• Partner with Account Executives to map Shield's capabilities to each prospect's compliance requirements, communication landscape and surveillance priorities, and to proactively push deals past technical objections
• Lead technical discovery, client workshops and remote and in-person product demonstrations that are built around the prospect's use cases rather than a script
• Own technical scoping: data sources, capture and archiving requirements, integrations, deployment model, security posture and the assumptions that feed pricing
• Own responses to RFPs, RFIs and information security questionnaires, working with Product, Security and Legal to produce answers that hold up under scrutiny
• Design and run POCs and other solution validation exercises: define success criteria up front, diagnose gaps, guide trade-offs and turn results into a clear recommendation
• Build relationships and technical credibility with stakeholders across Compliance, Surveillance, IT, InfoSec and Sourcing in customer, prospect and partner accounts
• Bring structured field feedback to Product Management, Solution Management and Marketing, and help shape the messaging, sales assets and technical playbooks that come back to the field
• Prepare for, attend and present at industry trade events and webinars
• Share what you learn with the wider team and raise the bar

Requirements

• 5+ years in a hands-on technical field, including 3+ years in a customer-facing presales, consulting or solutions role
• Experience selling into or working with financial institutions is valued; experience in compliance, communications surveillance, archiving or a related regulated industry is a strong plus
• Knowledge of messaging and collaboration platforms and other communication technologies, and the networking, security and identity infrastructure they rely on
• Strong background in SaaS infrastructure and cloud technologies, including APIs, data ingestion and integration patterns
• Comfort operating where technical, regulatory and commercial considerations meet, and the ability to connect technical choices to business outcomes
• Demonstrated strong written, verbal and presentation abilities
• Proven ability to manage customers and their expectations, and to work independently and deliver without being micromanaged
• An energetic, positive, "get it done" attitude
• Willingness and ability to travel up to 30% of the time

Pay

The base salary for this role is between $145,000 USD and $160,000 USD. This role includes variable compensation and equity, with the final salary dependent upon experience level, skill set, and market knowledge.