Director of Solutions Engineering
ABOUT THE ROLE
We are looking for an experienced Director of Solutions Engineering to lead a high-performing, globally distributed SE team — currently ~10 strong and growing — across North America, Europe, and Asia-Pacific. This is a critical leadership role at the intersection of sales, product, and customer success — responsible for driving technical win rates, elevating the quality of our pre-sales engagements, and building the processes and people that scale a world-class SE organization.
This person will serve as the technical authority within the go-to-market motion, partnering tightly with Sales, Product/Engineering, and Customer Success leadership to ensure our solutions are positioned, demonstrated, and validated in ways that win.
KEY RESPONSIBILITIES
Team Leadership & Development
Lead, coach, and develop a growing global SE team across NA, EMEA, and APAC, with direct management responsibility
Build a culture of technical excellence, continuous learning, and customer obsession
Establish clear career paths and performance frameworks for the SE team
Hire and onboard top SE talent as the business scales
Pre-Sales Execution & Technical Win Rate
Own the technical win rate metric and drive strategies to improve it across all regions
Establish consistent standards for discovery, demos, POCs/POVs, and technical evaluations
Personally engage in strategic and complex enterprise opportunities as executive SE sponsor
Define and enforce qualification criteria for SE time and resource allocation
Cross-Functional Leadership
Partner with Sales leadership to align SE capacity to pipeline, territories, and deal strategy
Collaborate with Product and Engineering to close the feedback loop between field insights and roadmap prioritization
Work with CS leadership to ensure seamless technical handoffs that set customers up for success post-sale
Represent the SE team in executive and cross-functional forums; contribute to go-to-market strategy and planning
Operational Excellence
Build and maintain SE playbooks, demo environments, and technical asset libraries
Define and track key SE metrics: technical win rate, POC-to-close rate, and SE-to-AE coverage ratios
Drive CRM hygiene and SE activity logging discipline (e.g., HubSpot or equivalent)
Manage SE tools, sandbox environments, and technical infrastructure in partnership with engineering
WHAT WE'RE LOOKING FOR
Experience
7+ years of Solutions Engineering / Sales Engineering experience, with at least 3 years in a management or leadership role
Proven track record of leading distributed or global SE teams in a B2B enterprise software environment
Strong background in complex, technical sales cycles with exposure to enterprise accounts
Experience operating in a high-growth environment with evolving product offerings and customer segments
Skills & Competencies
Exceptional communication and executive presence — comfortable presenting to C-suite buyers and internal leadership alike
Deep ability to translate complex technical capabilities into clear business value
Strong analytical mindset with experience using data to drive SE team decisions and improvements
Collaborative leader who builds trust across Sales, Product, and CS organizations
Experience building or refining SE methodologies (MEDDIC/MEDDPICC, Challenger, or similar frameworks)
Logistics
Must be located in the United States; ability to travel domestically and internationally as needed (est. 20%)
Experience managing across time zones, including EMEA and APAC, is strongly preferred
WHAT SUCCESS LOOKS LIKE
In your first 90 days, you will have assessed the current SE team's strengths and gaps, established relationships with Sales, Product, and CS leadership, and begun building a roadmap for SE operational improvements. Within 6 months, you will have implemented a consistent pre-sales methodology, improved visibility into SE metrics, and demonstrably increased technical win rates in at least one region.
About NetBox Labs:
NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community.
NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox.
NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital.
Our culture and values:
We own and solve problems with high attention to detail.
Our open source contributors, users, customers & team are all part of our community. When our community wins, we win.
We prioritize simplicity and think twice before adding complexity
Clear communication helps keep our team aligned and collaborating smoothly.
NetBox Labs is proud to be an equal opportunity employer. We believe diverse teams build better software, and we welcome applicants of every race, color, religion, gender identity, sexual orientation, national origin, age, disability, and veteran status. If you need accommodation at any point in the process, just let us know.