Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense. The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching. Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures. About the Role Menlo Security is looking for a strategic, high-energy Director of Sales Engineering to lead and scale our US Commercial and Enterprise SE organization. This is a critical leadership role focused on driving technical excellence and accelerating revenue growth within our non-public sector segments. We are looking for a talented leader with proven experience motivating, setting a high standard for performance, and holding their team accountable to deliver results. You won't just be managing a team; you will be building the engine that powers our technical sales strategy. You will be responsible for mentoring a high-performing team of Sales Engineers, optimizing our technical sales processes, and acting as a key bridge between the field, Product Management, and Engineering. Responsibilities: - Work with sales leadership and clients to design, create and present business solutions to increase client revenue growth. - Establish key performance metrics and targets for the Sales Engineering team, regularly monitoring performance against goals and implementing strategies to drive improvement. - Collaborate with sales leadership to develop and execute effective sales strategies that align with company objectives and customer needs. - Oversee the technical validation process, ensuring POVs are scoped correctly, executed efficiently, and tied directly to business value. - Partner with global SE Leadership to refine and scale the core sales engineering processes such as discovery, technical qualification, targeted demos, and targeted POVs. - Provide leadership and engagement with key Menlo Partners and customers - Participate in regional industry events/organizations as a thought leader. - Drives regional product requirements with Product Management and Engineering. - Analyze market trends, competitive landscape, and customer feedback to identify opportunities for optimization and differentiation. Qualifications: - Bachelor’s Degree in Engineering or a related field or equivalent experience - 10+ years of experience in sales engineering or systems engineering with at least 2 years managing and directing a sales engineering team. - In-depth knowledge of IT Security Technology: Particularly hands on experience in the deployment, configuration and troubleshooting of Web Proxy technologies - In depth experience with SMTP, NGFW, SAML, ADFS, SSL - Experience with DLP, CASB and SD-WAN technologies a plus - Strong expertise in cloud infrastructure, virtualization (VDI/RDS), Zero Trust Network Access (ZTNA), or application delivery technology - Knowledge in GenAI playbooks for LLMs, Small Language Models (SLMs), retrieval-augmented generation (RAG), and agentic architectures - Demonstrated success working with Fortune 1000 companies. - Strong customer relationship and people skills as well as strong written communications and presentation skills. - Excellent project management skills. - Ability to influence technical decision makers and executives. - Ability to travel frequently. 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 $ 179,200 - $230,300. 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 Why Menlo? Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy. 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.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As Contech’s technical field specialist, the Engineered Pipe Consultant drives technical sales, marketing, and promotion for Contech’s pipe product line. This role involves obtaining and maintaining approvals for Contech’s pipe products from regional and local regulatory agencies. Additionally, the Engineered Pipe Consultant will grow and track the project pipeline with targeted accounts. This position demands a proactive, strategic, and engaged individual. Technical Responsibilities - Conduct technical presentations, perform analysis, develop specifications, and build project pipelines through Contech’s system. - Continuously improve technical expertise and knowledge of Contech pipe products, competitive products, and civil infrastructure trends. - Collaborate with regional and local agencies to gain approval of Contech pipe products including development of tailored sizing and design methodologies including preparation of formal submittals. Sales and Marketing Responsibilities - Manage project pipelines using CRM to measure project-specific performance. Update continuously to ensure information is timely, accurate, and complete. - Acquire and continuously improve consultative marketing selling skills. Relationship Management Responsibilities - Develop and maintain professional relationships with accounts. - Attend local Engineering Association functions and applicable trade shows. - Own the client relationship and leverage internal support network to deliver solutions. Qualifications - Bachelor's Degree in Civil, Environmental or related engineering field or equivalent combination of education and experience. - P.E. Certification strongly preferred. - Minimum of 3-5 years of experience in selling or specifying technical products. - Proficiency in consultative marketing and understanding designer needs to provide solutions. - Effective communication of technical information, concepts, and applications using consultative marketing skills. - Proficiency in PowerPoint, Excel, Word, Outlook, and CRM systems. - Valid Driver’s License required. - Willingness to travel up to 60%. Benefits - Contech empowers you. We value you as a person and equip you to succeed. - We foster a positive culture of work-life balance, where meaningful tasks aren’t always billable, and time spent on personal growth is encouraged. - Work in a team-oriented environment where collaboration is a priority. - Grow with an industry leader known for world-class design, manufacturing, sourcing, and distribution. - A comprehensive benefits package with options to choose what works best for you and your family.

• Be a trusted technical partner in Enterprise deals • Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments • Lead discovery and technical qualification • Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities • Deliver tailored demos and PoVs • Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact • Maintain continuity through the customer lifecycle • Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to • Translate technical depth into business value • Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency • Own technical deal strategy • Navigate objections, competitive positioning, and technical concerns throughout the sales cycle • Collaborate cross-functionally • Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning • Support enablement and knowledge sharing • Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment • Own post-close technical continuity

• Develop, maintain, and monitor a target list of key data center and/or process cooling customers and work with 3rd party independent reps as appropriate to hit target sales. • Grow strong relationships as the point of contact for these owner customers and channel partners. • Build an opportunity pipeline for process cooling; provide monthly forecasts for awards and revenue; and communicate regularly with the director of process cooling. • Work with marketing and engineering to create compelling sales presentations & proposals highlighting LG’s value proposition and differentiation. • Personally sell LG cooling technologies including chiller products to both reps and customers. • Providing ongoing training and education of reps and customers regarding process cooling technology and LG advantages focusing on chillers. • Enable required customer support directly or with the help of LG’s customer call center and field support teams. • Be an internal expert and customer advocate to influence product and process roadmap decisions.