About the Role
We are seeking a Manager, Sales Engineering – EMEA to lead a team of Sales Engineers supporting opportunities across the region. Reporting to the Senior Director of Sales Engineering, this role will focus on elevating pre‑sales execution, strengthening AE partnership, and driving consistency in how we engage customers across complex, multi‑country deals.
This leader will play a key role in advancing a value- and outcomes‑based pre‑sales motion, ensuring discovery, solution positioning, and demonstrations clearly articulate the value of the Sovos platform to enterprise and mid‑market customers throughout Europe.
What You’ll Do
Lead & Develop a High-Performing Team
- Manage, coach, and develop a team of Sales Engineers aligned to regional Account Executives
- Reinforce a culture of accountability, collaboration, and continuous improvement
- Support hiring, onboarding, and ongoing skill development across the team
- Provide hands‑on coaching in discovery, demos, and deal strategy
Drive Strong Pre‑Sales Execution
- Ensure consistent execution of structured discovery focused on customer outcomes, risks, and requirements
- Guide the team in delivering clear, compelling, and tailored demonstrations
- Support deal strategy and positioning across complex opportunities, including multi‑country engagements
- Act as a point of escalation for high‑priority deals
Strengthen AE & Cross‑Functional Alignment
- Partner closely with Sales leadership to align on priorities, pipeline coverage, and deal strategy
- Foster strong working relationships between Sales Engineers and Account Executives
- Collaborate with Product, Product Marketing, and Professional Services to ensure alignment on messaging and solution fit
- Ensure smooth transition from pre‑sales to delivery through clear documentation and expectations
Operationalize Best Practices
- Reinforce standardized approaches to discovery, demos, and technical validation
- Track and improve key metrics such as win rates, deal progression, and SE utilization
- Identify gaps in tools, content, or processes and drive improvements
- Support regional consistency while adapting to country‑specific nuances
What We’re Looking For
- 6–10 years of experience in Sales Engineering / Pre‑Sales
- 2+ years of people management or team leadership experience
- Experience supporting enterprise or mid‑market sales cycles in Europe
- Strong understanding of complex, multi‑stakeholder deal environments
- Ability to coach teams on value‑based selling, discovery, and storytelling
- Strong collaboration skills across Sales, Product, and Services teams
- Comfortable operating in a fast‑paced, matrixed, and global environment
Preferred:
- Experience in tax, compliance, or regulatory technology (e.g., e‑invoicing, VAT, CTC)
- Familiarity with multi‑country European business and regulatory requirements
- Experience with structured sales methodologies (MEDDICC, Challenger, etc.)
- Multilingual capabilities are a plus
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