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 p