Manager, Sales Engineering - EMEA

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

What You'll Do

• Partner with our International Sales Leader to help our customers evaluate and prove the value of our solution and develop and execute technical sales strategies and account plans for EMEA clients.
• Lead and manage a team of sales engineers, providing guidance, mentorship, and professional development opportunities.
• Hire and staff Sales Engineers to support Chainguard’s EMEA business and its growth.
• Set performance goals and conduct regular performance evaluations.
• Collaborate with the sales team to identify customer requirements and provide technical expertise during the sales process.
• Conduct product demonstrations, technical presentations, and proof-of-concept trials to showcase product capabilities.
• Design customized solutions that meet customer needs and requirements.
• Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.
• Build and maintain strong relationships with key customers, acting as a trusted advisor.
• Provide ongoing technical support and address any issues or concerns that arise during and after the sales process.
• Stay current with industry trends, competitive products, and emerging technologies relevant to the EMEA region.
• Provide feedback to product management on customer requirements and market demands.
• Work closely with product management, engineering, and marketing teams to ensure alignment of strategies with product capabilities.
• Create and maintain technical sales collateral, including presentations, data sheets, and white papers pertinent to the EMEA business.
• Track and report on key performance metrics, including Tech Wins/Losses, POV Time to Close, and ARR.
• Identify areas for staff improvement and implement corrective actions as needed.
• Monitor expenses and ensure adherence to budgetary constraints.

What We're Looking For

• Minimum of 5+ years of experience in Sales Engineering Leadership supporting clients in EMEA.
• Minimum of 4+ years of experience as a Sales Engineer supporting clients in EMEA, with deep experience in:
  • Container technologies (Kubernetes, Serverless, Docker)
  • Cloud technology (AWS, Azure, Google Cloud, etc.)
  • Cloud security or container security
  • High-level development languages (Java, JavaScript/Node.js, Python, and scripting)
• Experience with MEDDPICC and/or Command of the Message sales frameworks.
• Smart and passionate individuals who can persevere to success.
• Proven ability to act as a trusted advisor and build credibility with enterprise customers.
• Strong team players committed to helping and mentoring their peers.

Company Values

• We are customer obsessed: We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action: We prioritize, plan, try things, and fail fast.
• We don't take ourselves too seriously (but we do serious work): We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assume good intentions: We're transparent with decisions to empower team members to make well-informed decisions.

Benefits & Perks

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone, and internet costs.
• Equity: Receive stock options upon hire and promotion, secondary offering participation, and 10 years to exercise options.
• 100% Covered Health Insurance: 100% covered health, vision, and dental insurance premiums for you and your dependents.
• Flexible Time Off: Unlimited FTO to recharge and reset.
• 18 Weeks Paid Parental Leave: 18 weeks for birthing parents and 12 weeks for non-birthing parents.