VP, Sales Engineering

About Us

Observe.AI is the fastest way to boost contact center performance with live conversation intelligence. Built on the most accurate AI engine in the industry, Observe.AI uncovers insights from 100% of customer interactions and maximizes frontline team performance through coaching and end-to-end workflow automation. With Observe.AI, companies can act faster with real-time insights and guidance to improve performance, from more sales to higher retention.

Observe.AI is trusted by hundreds of customers and partners, including Pearson, Accolade, Group 1 Automotive, Southeast Trans, and Public Storage. Raised our $125 million Series C led by Softbank Vision Fund 2 with participation from Zoom Video Communications, Inc., brings our total funding to date to $213M, with investments from Menlo Ventures, Next47, NGP Capital, Emergent Ventures, Scale Ventures, Nexus Ventures, and Y-Combinator. For more information, visit www.observe.ai.

The Opportunity

The VP of Sales Engineering will be responsible for leading and managing the sales engineering team to support the Sales and CS organization in achieving our revenue goals. This role will require a deep understanding of the Observe.AI’s technology, the ability to articulate its value to prospective customers, and the skill to guide the team in aligning technical solutions with customer needs. The VP of Sales Engineering plays a strategic role in developing and executing sales strategies that leverage technical resources to win business and build long-term customer relationships.

This role will be reporting directly to our Chief Revenue Officer.

What you’ll do day to day as a <INSERT TITLE>:

• Leadership and Management
  • Lead, mentor, and develop a team of sales engineers, providing guidance on technical presentations, demonstrations, and customer engagements.
  • Set clear goals and objectives for the sales engineering team, ensuring alignment with the overall sales strategy and business objectives.
  • Foster a collaborative and innovative team culture that prioritizes continuous learning and professional development.
• Sales Strategy and Execution:
  • Collaborate with our CRO and other senior leaders to develop and implement sales strategies that leverage technical resources effectively.
  • Partner with the sales team to identify and prioritize high-impact opportunities, providing technical insights and strategic guidance.
• Customer Engagement:
  • Serve as a senior technical advisor to key customers and prospects, participating in high-level meetings and negotiations as needed.
  • Understand customer needs and challenges, and tailor technical solutions to address these effectively.
  • Manage the technical aspects of complex sales cycles, including RFP responses, solution design, and technical presentations.
• Product and Technology Advocacy:
  • Act as a bridge between the sales team and product management, providing feedback on customer requirements and competitive trends.
  • Stay current on industry trends, competitive landscape, and emerging technologies to position the company effectively in the market.
  • Advocate for product enhancements and innovations based on customer feedback and market demands.
• Process and Performance Optimization:
  • Develop and implement best practices for the sales engineering team, including processes for technical discovery, solution design, and competitive positioning.
  • Monitor and analyze team performance, implementing metrics and KPIs to drive continuous improvement.
  • Optimize resource allocation and ensure that the team is effectively supporting the sales organization in achieving its goals.
• Cross-Functional Collaboration:
  
  • Collaborate with product management, marketing, and customer success teams to ensure alignment on product messaging, go-to-market strategies, and customer satisfaction.
  • Participate in strategic planning and provide input on company direction based on customer feedback and market insights.

What you’ll bring to the role:

• 10+ years of experience in sales engineering or technical sales roles, with at least 5 years in a leadership position. Proven track record of successfully leading and scaling a sales engineering team in a high-growth environment.
• Telephony stack, Basic Understand of AI, and exp