Director, Enterprise Sales Engineering

🏢 Altanaai · 📍 Brooklyn, NY ; Washington, DC ; Boston, MA 💰 $200,000 - $230,000 / yr

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Position Summary & Responsibilities

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.

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.

You Will

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% d

🎯 Candidate Preparation Guide For Altanaai Applicants

Key Role Competencies & Evaluation Highlights

Key Role Focus:

Evaluates mastery over complex global supply chain networks, AI/ML graph database comprehension, and mission-driven urgency.

📋 Preparation Priorities (Key Areas to Clarify):

1. Viewing supply chain management purely as logistics rather than a complex graph-theoretic data problem
2. Lack of alignment with the mission of securing global trade and geopolitical supply networks
3. Over-hyping AI buzzwords without understanding the underlying data trust and provenance challenges

✨ Recommended Role Alignment Hook:

I leverage graph AI and network intelligence to help organizations map, secure, and future-proof their global supply chains.

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