Job description

ScaleOps is redefining autonomous cloud and AI infrastructure. We're on a mission to free DevOps and platform engineers from manual resource management so they can focus on innovation, not tuning resources. The results: maximized performance and a reduction of cloud costs by up to 80%. As the category leader in Autonomous Cloud and AI Infrastructure Resource Management, we're trusted by leading enterprises including Adobe, Wiz, Epic Games, Northwestern Mutual, Coinbase, DocuSign, and Fortune 100 companies to autonomously manage their most critical production environments. Backed by Insight Partners, Lightspeed Venture Partners, and other leading VCs with over $210M in funding, ScaleOps is the leading player in a massive and growing market. We are building the autonomous infrastructure management platform that will power the next decade of enterprise compute. What You'll Be Doing Build, lead, and scale the Sales Engineering team, hiring and developing SEs as ScaleOps grows across new segments and regions. Partner with Sales leadership to design and execute the technical sales strategy across the full customer journey, from discovery to technical win. Engage directly with strategic and enterprise customers to drive technical wins on the most complex, highest-value opportunities. Own SE team performance, coverage, and capacity planning, ensuring every deal has the right technical support at the right time. Develop and maintain deep product expertise across the team, setting the standard for how ScaleOps is demonstrated in sales meetings, meetups, and conferences. Build scalable SE processes, playbooks, and enablement programs that improve technical win rates and shorten sales cycles. Act as a key voice of the customer and field back into Product and Engineering, shaping roadmap based on recurring technical objections and requests. Advise sales leadership on team structure, deal strategy, and effective positioning of the ScaleOps product. Own partner technical enablement strategy, ensuring partners are onboarded, educated, and supported through their sales cycles. Champion a culture of continuous learning, coaching SEs on both technical depth and sales skill development. What You'll Bring 8+ years of hands-on experience with cloud-native technologies such as containers and Kubernetes (required). 5+ years of experience in customer-facing technical roles such as sales/solutions engineering, with 2+ years directly managing or leading a technical team (required). Proven track record building or scaling a Sales Engineering function at a high-growth technology company. Demonstrated success partnering with sales leadership to drive strategy, pipeline quality, and technical win rates. Strong executive presence, with experience engaging C-level and VP-level stakeholders in customer organizations. Demonstrable ability to articulate and sell the benefits of modern platforms, software, and technologies.

Requirements

Must-haves

Build, lead, and scale the Sales Engineering team, hiring and developing SEs as ScaleOps grows across new segments and regions.
Partner with Sales leadership to design and execute the technical sales strategy across the full customer journey, from discovery to technical win.
Engage directly with strategic and enterprise customers to drive technical wins on the most complex, highest-value opportunities.
Own SE team performance, coverage, and capacity planning, ensuring every deal has the right technical support at the right time.
Develop and maintain deep product expertise across the team, setting the standard for how ScaleOps is demonstrated in sales meetings, meetups, and conferences.
Build scalable SE processes, playbooks, and enablement programs that improve technical win rates and shorten sales cycles.
Act as a key voice of the customer and field back into Product and Engineering, shaping roadmap based on recurring technical objections and requests.
Advise sales leadership on team structure, deal strategy, and effective positioning of the ScaleOps product.
Own partner technical enablement strategy, ensuring partners are onboarded, educated, and supported through their sales cycles.
Champion a culture of continuous learning, coaching SEs on both technical depth and sales skill development.
8+ years of hands-on experience with cloud-native technologies such as containers and Kubernetes (required).
5+ years of experience in customer-facing technical roles such as sales/solutions engineering, with 2+ years directly managing or leading a technical team (required).
Proven track record building or scaling a Sales Engineering function at a high-growth technology company.
Demonstrated success partnering with sales leadership to drive strategy, pipeline quality, and technical win rates.
Strong executive presence, with experience engaging C-level and VP-level stakeholders in customer organizations.
Demonstrable ability to articulate and sell the benefits of modern platforms, software, and technologies.

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

aikubernetes

Platform: greenhouse
Effort: quick