Job description

Menlo Security is the leader in Browser Security for human and agentic workforces. Our mission is to enable humans and agents to connect, communicate, and collaborate securely, without compromise. The Menlo Browser Security Platform protects organizations from cyberattacks by stopping threats across the web, documents, and email before they reach the user. With Menlo Agent Runtime Security (MARS), that protection now extends to the AI agents working alongside every employee. Menlo Security is trusted by major global businesses, including Fortune 500 companies and government agencies, to protect their most valuable asset, their data, and is backed by top-tier investors. SUMMARY The Menlo Security Senior Sales Engineer is a customer-focused, technical sales leader who provides guidance and support to prospective and current customers across the West and California territory. Partnering closely with Regional Sales Managers and channel partners, the Senior Sales Engineer scopes, recommends, and demonstrates security-focused solutions on the region's largest and most strategically important opportunities, while also serving as a technical mentor to less experienced Sales Engineers and partner engineers. Acting in a consultative capacity, they serve as a trusted technical authority for account teams, partners, and customers alike, often stepping in on the most complex or highest-visibility deals. The team uses AI-assisted tools throughout the sales cycle, from account research and call preparation to drafting technical responses, so more time goes to the customer conversation and strategic problem-solving and less to administration. OUTCOMES & KPIS Key Outcome(s) Owned: - Technical wins on strategic and enterprise sales opportunities in the assigned territory, from discovery through successful proof of concept to close. - Technical mentorship and enablement of junior Sales Engineers and channel partner engineers across the region. Success Metrics / KPIs: - Technical win rate on supported opportunities, weighted toward strategic and enterprise deals - Proof of concept conversion rate (POC to closed-won) - Average POC cycle time from kickoff to technical decision on complex opportunities - Number of Sales Engineers and partner engineers mentored, enabled, or certified per quarter - Quality of field feedback delivered to Product Management and Engineering (adoption of submitted insights) WHAT YOU'LL DO - Serve as the senior technical authority on complex, strategic sales opportunities, articulating the benefits of Menlo Security solutions to technical and executive audiences and architecting solutions that meet the customer's needs and budget. - Lead proof of concept engagements on the territory's largest and most complex opportunities, including deployment and configuration of Menlo Security services or software, training users, and acting as the interface between Sales and technical staff to resolve open issues. - Mentor and upskill junior Sales Engineers and channel partner engineers, sharing technical methodology and deal strategy to raise the bar across the team. - Use AI-assisted tools to prepare for customer engagements (account research, competitive positioning) and to draft and refine technical documentation, RFP responses, and follow-up communications, applying your own judgment for accuracy and fit. - Partner closely with Regional Sales Managers and channel partners to build technical strategy on top accounts and drive partner-led opportunities and partner self-sufficiency. - Act as the escalation point for technically challenging or high-visibility customer engagements across the territory. - Provide reporting and feedback on customer accounts and field activity to Sales, Product Management, and Engineering, using AI-generated call summaries and CRM enrichment to keep account records current with less manual effort. FUNCTIONAL COMPETENCIES Required: - Bachelor's or Master's degree in Computer Science or a related discipline, or equivalent experience - Based in New York, with travel throughout the Northeast territory as needed - 7+ years of pre-sales experience in the computer networking or security space, including experience leading technical strategy on complex or enterprise-scale deals - Strong knowledge and hands-on experience across core areas including web proxy technologies, network security (firewalls, IDS/IPS, HTTP/SSL proxies), network engineering fundamentals (OSI model, IPv4/6, routing, switching, DNS, VLANs and subnetting), and email security and mail flow - Excellent written and oral communication skills, with the ability to articulate both the business value and the technical advantages of Menlo Security solutions to audiences up to and including the executive level - Experience mentoring or informally leading other technical sales professionals - A strong sense of accountability and ownership, a proactive, get-it-done attitude, and a passion for continuous learning Preferred / Nice to Have: - Experience with malware analysis (static, delta, and dynamic/runtime approaches), sandboxing solutions, host-based forensics, and Windows internals - Network forensics experience, including packet capture and analysis - Incident response experience, including workflow procedures, evidence gathering, and chain of custody handling - Enterprise architecture familiarity (Active Directory, SCCM, LDAP/RADIUS/TACACS+, two-factor authentication) and virtualization technology (VMware, Citrix, VDI) - Familiarity with common hacking and exploitation tools and methodologies, malware families, and AV/IDS/IPS evasion techniques - Working knowledge of Menlo Security competitors, including their solutions, strengths, and weaknesses - Fluency with AI-assisted sales and productivity tools (LLM-based research, drafting, and summarization) as part of your everyday workflow - Self-directed, with the ability to prioritize and execute project tasks in a methodical, disciplined manner and set clear expectations with stakeholders and team members Our Compensation and Benefits At Menlo Security, Base Salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $149,800 - $193,200. In accordance with NY, CO, CA, and WA law, the range provided is Menlo Security’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance. Menlo Security does not accept unsolicited resumes from search firm recruiters. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of Menlo Security. Menlo Security is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law. MSGL-I4 Follow us on LinkedIn linkedin.com! Why Menlo? At Menlo, we don't settle for the status quo — in our technology or our culture. How we think and act is just as important as what we build. Our culture is defined by five core mindsets: Proactive Leadership, Straight Talk, United Impact, Elevated Talent, and Customer-Compelled. We take ownership and drive outcomes without waiting to be told. We communicate directly and seek hard truths. We break down silos and win together. We hold a high bar for ourselves and the people around us. And we treat every customer interaction as mission-critical. If you're someone who sees it, owns it, solves it, and does it — you'll thrive here. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability. TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.

Requirements

Must-haves

Technical wins on strategic and enterprise sales opportunities in the assigned territory, from discovery through successful proof of concept to close.
Technical mentorship and enablement of junior Sales Engineers and channel partner engineers across the region.
Technical win rate on supported opportunities, weighted toward strategic and enterprise deals
Proof of concept conversion rate (POC to closed-won)
Average POC cycle time from kickoff to technical decision on complex opportunities
Number of Sales Engineers and partner engineers mentored, enabled, or certified per quarter
Quality of field feedback delivered to Product Management and Engineering (adoption of submitted insights)
Mentor and upskill junior Sales Engineers and channel partner engineers, sharing technical methodology and deal strategy to raise the bar across the team.
Partner closely with Regional Sales Managers and channel partners to build technical strategy on top accounts and drive partner-led opportunities and partner self-sufficiency.
Act as the escalation point for technically challenging or high-visibility customer engagements across the territory.
Bachelor's or Master's degree in Computer Science or a related discipline, or equivalent experience
Based in New York, with travel throughout the Northeast territory as needed
7+ years of pre-sales experience in the computer networking or security space, including experience leading technical strategy on complex or enterprise-scale deals
Excellent written and oral communication skills, with the ability to articulate both the business value and the technical advantages of Menlo Security solutions to audiences up to and including the executive level
Experience mentoring or informally leading other technical sales professionals
A strong sense of accountability and ownership, a proactive, get-it-done attitude, and a passion for continuous learning
Experience with malware analysis (static, delta, and dynamic/runtime approaches), sandboxing solutions, host-based forensics, and Windows internals
Network forensics experience, including packet capture and analysis
Incident response experience, including workflow procedures, evidence gathering, and chain of custody handling
Enterprise architecture familiarity (Active Directory, SCCM, LDAP/RADIUS/TACACS+, two-factor authentication) and virtualization technology (VMware, Citrix, VDI)
Familiarity with common hacking and exploitation tools and methodologies, malware families, and AV/IDS/IPS evasion techniques
Working knowledge of Menlo Security competitors, including their solutions, strengths, and weaknesses
Fluency with AI-assisted sales and productivity tools (LLM-based research, drafting, and summarization) as part of your everyday workflow
Self-directed, with the ability to prioritize and execute project tasks in a methodical, disciplined manner and set clear expectations with stakeholders and team members

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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Platform: ashby
Effort: quick