Senior Sales Engineer (II)

Who We Are

Founded in 2012 by 3 expert hackers with no investment capital, Trail of Bits is the premier place for security experts to boldly advance security and address technology’s newest and most challenging risks. It has helped secure some of the world's most targeted organizations and devices. Our combination of novel research with practical solutions reduces the security risks that our clients face from emerging technologies. Our work helps drive the security industry and the public understanding of the technology underlying our world.

Cybersecurity preparedness is a moving target. Companies like ours are the tip of the spear in the fight against attackers. Our research-based and custom-engineering approach ensures that our client’s capabilities are at the forefront of what’s available. For companies and technologies that live and die by their security, a proactive, tailored approach is required to keep one step ahead of attackers.

Democratizing security information is essential. As part of our business, we provide ongoing informational support through blogs, whitepapers, newsletters, meetups, and open-source tools. The more the community understands security, the more they’ll understand why a company like ours is so unique and valuable.

Role:

The primary responsibility of the Senior Sales Engineer (II) will be to serve as a technical expert throughout the sales lifecycle, bridging the gap between Trail of Bits' advanced security capabilities and client technical requirements. This role will focus on technical solution selling, proposal development, and ensuring seamless alignment between sales commitments and delivery capabilities across all business units.

The Senior Sales Engineer (II) will act as a key technical point of contact for prospective and existing clients, working closely with our sales team to drive complex technical sales cycles. They will collaborate with technical delivery teams to ensure accurate project scoping, resource alignment, and successful handoffs while maintaining high client satisfaction throughout the engagement lifecycle.

The Senior Sales Engineer (II) will contribute to Trail of Bits' growth by supporting our strategic account development initiatives, expanding our technical sales capabilities, and reducing dependency on key technical sales resources. They will help drive process improvements and automation to enhance sales efficiency and scalability.

What You'll Achieve

Client Engagement Expertise: Independently host kick-off sales calls to gather client qualifications, needs, and expectations with a focus on our Assurance, Research & Engineering Business Units.

Ongoing Service Line Positioning: Unlock and support opportunities and pipeline geared towards: AI/ML, AppSec, Blockchain, Cryptography.

Technical Solution Selling: Determine the technical needs of customers and successfully sell the Trail of Bits service(s) that best address these needs.

Strategic Client Partnership: Prioritize high-profile client opportunities; ensure their success while fostering strong client relationships and building strategic alliances with the support of Trail of Bits' Leadership.

Industry Engagement and Knowledge Expansion: Research and cultivate trust with prospective client accounts to expand Trail of Bits' reach in the industry while continuously expanding cybersecurity consulting, sales, and engineering knowledge.

Sales Team Collaboration: Work jointly with other Sales Team Members on client communications, schedules, quote generation, and sales negotiations.

Cross-Functional Collaboration: Operate in a cross matrix environment and provide valuable input to other departments (Marketing, Technical, Legal) for feedback loops.

Resource Alignment: Partner with Project Management Team to ensure accurate engineer resource alignment based on the needs of the customer and project.

Workflow and Data Management: Adhere to and improve Trail of Bits CRM within Hubspot and other related systems.

Company Evangelist: Although Remote-first, occasional travel of 5% is needed to meet with clients and attend selective industry events throughout the year.

What You’ll Bring:

• 5+ years of B2B technical sales experience with cybersecurity solutions, consulting services, or complex technical products, with demonstrated quota achievement.
• Strong understanding of cybersecurity concepts and experience in one or more of the following areas: Application Security, Blockchain/Web3, Cryptography, or AI/ML security.
• Exceptional ability to explain complex technical concepts to diverse audiences, from technical practitioners to C-level executives, with a proven track record of building credibility with technical stakeholders. 
• Experience with consultative selling methodologies, technical discovery processes, and complex sales cycles involving multiple stakeholders and lengthy evaluation periods. 
• Proven ability to work effectively with technical delivery teams, project managers, and engineers to ensure accurate scoping and successful project outcomes. 
• Strong analytical and process improvement skills with experience using CRM systems (preferably HubSpot) and sales automation tools. 
• Willingness to represent Trail of Bits at industry events, conferences, and client meetings. 
• Self-motivated professional with excellent organizational skills and commitment to continuous learning in the rapidly evolving cybersecurity landscape.

Reporting Manager: Lead, Sales Engineering

The base salary for this full-time position ranges from $150,000 to $200,000, excluding benefits and potential bonuses. Various factors influence our salary ranges, including the specific role, level of seniority, geographic location, and the nature of the employment contract. An individual's specific work location, unique skills, experience, and relevant background will determine the final offer within this range.

Trail of Bits, Inc. participates in E-Verify, the US federal electronic employment eligibility verification program. Learn more.

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Benefits, Perks & Wellness

Trail of Bits is our people, not a place. With over 100+ employees working from every time zone across the globe, our remote-first culture is built on autonomy and trust (and backed by smile-worthy benefits) for full-time employees:

Empowered Living:

• Competitive salary complemented by performance-based bonuses.
• Fully company-paid insurance packages, including health, dental, vision, disability, and life.
• A solid 401(k) plan with a 5% match of your base salary.
• 20 days of paid vacation with flexibility for more, adhering to jurisdictional regulations.

Nurturing New Beginnings:

• 4 months of parental leave to cherish the arrival of new family members.
• Our team is global and remote-first. However, if you are interested in moving to NYC, we offer $10,000 in relocation assistance to support your transition.

Work & Life Enrichment:

• $1,000 Working-from-Home stipend to create a comfortable and productive home office.
• Annual $750 Learning & Development stipend for continuous personal and professional growth.
• Company-sponsored all-team celebrations, including travel and accommodation, to foster community and recognize achievements.

Community Impact:

• Philanthropic contribution matching up to $2,000 annually.

Dedication to Diversity, Equity, Inclusion & Belonging (DEIB)

Trail of Bits is a community of innovators, risk-takers, and trailblazers who celebrate individual differences and recognize that unique perspectives make us stronger, smarter, and more successful. We actively seeks applicants who can bring a variety of experiences, perspectives, and backgrounds to the team. We provide equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sex, pregnancy, pregnancy-related condition, sexual orientation, marital status, religion, age, disability, qualified handicap, gender identity, results of genetic testing, military status, veteran status, or any other characteristic protected by applicable law. Our team values diversity in experience and backgrounds—we do our best work when we create space for different voices and perspectives. Whatever unique experiences or skill sets you bring, we look forward to learning from each other.