• Lead and scale a national Sales Engineering organization • Build a high-performing team through regional leaders and direct contributor talent • Drive enterprise deal strategy, resource optimization, enablement programs, and cross-functional partnership with Sales, Product, Support, and Marketing to accelerate revenue growth and customer success • Recruit, develop, and retain a three-tier organization: regional SE managers and individual contributors • Coach regional leaders on team building, performance management, capacity planning, and career development • Foster a culture of learning, collaboration, and inclusion across geographically distributed teams • Design and implement scalable onboarding, skills development, and certification programs • Provide strategic guidance on enterprise and complex deals; engage directly with key accounts as needed • Set standards for discovery frameworks, technical qualification, demo excellence, POC methodology, and proposal quality • Review critical pursuits and coaching opportunities with regional leads; ensure consistent execution nationally • Partner with Sales leadership on territory design, coverage models, quota strategies, and SE-to-AE ratios • Build and optimize processes for resource allocation, demo environment management, and technical asset development • Own the demo system roadmap and prioritization in partnership with DemoOps and Product • Establish KPIs and dashboards to track team performance, pipeline health, win rates, and POC outcomes • Drive CRM hygiene and data quality standards to enable accurate forecasting and reporting • Serve as the voice of the field to Product; champion feedback loops and influence roadmap priorities • Collaborate with Marketing on thought leadership, competitive positioning, partner enablement, and content strategy • Align with Support on escalation protocols and post-sales technical handoffs • Represent Sales Engineering in executive forums and strategic planning sessions

• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Work cross functionally with your internal counterparts (AEs, Professional Services, BDRs, marketing, and support) to build and maintain a holistic account ownership plan • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running a tight proof-of-value process • Work closely with Fivetran’s Product and Engineering teams to ensure alignment of our solutions to Enterprise customer needs • Develop and maintain relationships with key Enterprise customers and partners • Stay up-to-date on the latest technologies and trends in our industry

• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Work cross-functionally with your internal counterparts (AEs, Professional Services, BDRs, marketing, and support) to build and maintain a holistic account ownership plan • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running a tight proof-of-value process • Work closely with Fivetran’s Product and Engineering teams to ensure alignment of our solutions to Enterprise customer needs • Develop and maintain relationships with key Enterprise customers and partners • Stay up-to-date on the latest technologies and trends in our industry

Role Description As a Senior Sales Engineer supporting US Federal accounts, you will partner with sales teams to deliver solution-based selling into prospective accounts and support the planning, preparation, and execution of strategic deals across complex sales cycles. You will engage new prospects while nurturing existing customer relationships to drive high renewal rates and strong customer satisfaction. This is a full-time, experienced-level role requiring residency within the continental United States. What you will do - Collaborate with sales teams to deliver solution-based selling into prospective accounts - Partner with sales colleagues to plan, prepare, and execute strategic deals in complex sales cycles - Develop and model financial business cases associated with each sales opportunity - Align customer needs and challenges to proposed solutions - Create and deliver clear, compelling presentations and demonstrations that communicate the unique value proposition - Manage all technical aspects of RFP and RFI responses - Promote, conduct, manage, and document Proof of Concept trials in the field - Provide customers and prospects with hands-on configuration support and training - Communicate customer needs effectively to Research & Development teams to inform future product enhancements - Gather and document competitive intelligence Qualifications - Seven (7) years of solution sales experience, or a Bachelor's degree with three to five (3–5) years of demonstrated solution sales experience - Experience working in a complex sales environment - Ability to build strong, lasting relationships with senior stakeholders - Ability to explain and present complex concepts in a clear and accessible manner - Solid technical background with knowledge and/or hands-on experience in networking and/or information security technologies - Strong written and verbal communication skills, including presentation abilities - Demonstrated integrity, accountability, and a consistent track record of achievement - Strong aptitude for business strategy and a collaborative working style - Sound problem-solving skills and the ability to assess situations and needs with accuracy - Ability to deliver a clear and compelling value proposition to customers and partners - Comfortable working in a fast-paced, team-oriented environment - Demonstrated leadership behaviors - Must currently reside within the continental United States Benefits - Competitive salary range dependent on various factors including location and candidate qualifications - Variable Compensation Plan with opportunity for sales commissions - Subsidized, nationwide PPO medical benefit options including low-deductible and qualifying High Deductible Health Plan (HDHP) - Subsidized dental and vision coverage - 401(k) plan with a 4% company match and immediate vesting - Company-paid basic life and AD&D insurance and disability benefits - Minimum of 15 days of accrued vacation, up to 3 personal days per year, 11 annual holidays, 8 hours of volunteer time, and 80 hours of sick time annually - Up to 16 weeks of paid maternity leave and 6 weeks of parental or adoption leave at 100% of pay - Comprehensive Employee Assistance Program, mobile therapy, and volunteer paid time off