Director, Global Sales Engineering & Field CTO

Why This Role, Why Now

This is a dual role internally, you’ll be our Director of Global Sales Engineering, leading a team of Sales Engineers supporting a ~$40M book of business; externally, you’ll be our Field CTO, the most credible technical voice ReversingLabs puts in front of CISOs, product security leaders, and conference audiences. You’ll report directly to the CRO and sit on the GTM leadership team.

Is This You?

You’re a genuine player-coach: current enough to run the hard demo yourself, and disciplined enough not to do your team’s job for them. You’ve written the playbook for a technical customer-facing function rather than inherited one, and you can move from a packet capture to a board-level risk conversation in the same afternoon, credible in both.

You’ll be in deals, on whiteboards, and in escalations while building the operating system that lets this function scale well past its current size, and you’ll carry what the market tells you back into Product and Engineering.

At a Glance

Role - Director, Global Sales Engineering & Field CTO

Team - Sales

Location - Remote, USA

Compensation - $200,000 – $210,000 base + commission + equity

Experience -12+ years in technical, customer-facing roles; 5+ years leading a team

Travel - ~30–40% (customers, field events, industry conferences)

What You’ll Own
- Lead and grow the team
- Lead, coach, and develop the global Sales Engineering team; own hiring, ramp, career pathing, and performance for the function.
- Operate as a player-coach, personally engaged in strategic and competitive deals and demonstrating the standard rather than describing it.
- Assess gaps in evolving skill and training needs, then build and run the programs that close them across sales, product, and technical depth.
- Design the team’s model for scale: coverage, specialization, capacity planning, and the case for the next hires as the business grows.

- Own the technical win
- Improve and codify the technical layer of our sales methodology (discovery, demo, evaluation, and proof of value) so it scales with a rapidly growing sales organization.
- Interpret prospective customer requirements and translate them into tailored demonstrations and solution designs across the Spectra portfolio.
- Lead technical evaluation cycles to a decisive technical win; design, validate, and document the solutions that get us there.
- Own the transition from technical win to successful deployment. A clean handoff into onboarding and production is part of the job, not someone else’s problem.
- Refine internal processes so performance is measurable, the customer experience is consistent, and the team’s impact on deal outcomes is visible.

- Be our technical voice in the market (Field CTO)
- Represent ReversingLabs on stage, on panels, in webinars, in the press, and with industry analysts.
- Build executive-level technical trust with CISOs, CTOs, and product security leaders: the conversations that happen above the evaluation.
- Develop and defend our competitive positioning, including against crowdsourced alternatives and legacy AST/SCA tooling, with substance rather than slideware.
- Develop deep expertise in industry trends, regulatory pressure, and competitive offerings, and make that expertise usable by the whole field team.
- Partner with Marketing to shape technical content, launches, and field programs that generate pipeline.

- Close the loop with Product
- Act as the technical liaison between prospective customers and our Product and Engineering teams.
- Collect, synthesize, and prioritize field feedback into roadmap influence, bringing evidence, not anecdotes.
- Provide timely, insightful input to Product Management, Marketing, and business leadership on what is winning, what is losing, and why.
- Maintain deep expertise in the feature functionality and practical application of all ReversingLabs offerings.
- Other duties as assigned

What Success Looks Like in Year One
- First 30 days: