Senior Manager, Sales Engineering, Commercial and Channel

📋 Description

• • As the Senior Manager, Sales Engineering, Commercial and Channel at AgileBits Inc. (1Password), you will be instrumental in leading and scaling a high-performing team of Sales Engineers. This pivotal role is designed to drive revenue growth across both direct sales and channel partner ecosystems, ensuring technical pre-sales excellence and operational rigor.
• • You will spearhead the Sales Engineering efforts for direct commercial sales segments, focusing on accelerating complex deal cycles and increasing win rates in competitive cybersecurity landscapes. Your leadership will be crucial in developing and executing technical strategies that resonate with enterprise clients and address their evolving security needs.
• • A significant aspect of this role involves shaping and strengthening our Sales Engineering support for the Channel function. This includes ensuring seamless technical alignment in partner-led opportunities, equipping channel sellers with robust technical resources, and architecting a scalable model that enhances win rates in indirect and co-sell motions. Your expertise will be key to building strong, collaborative relationships with our channel partners, enabling them to effectively represent and sell 1Password solutions.
• • This is a strategic leadership position that demands close collaboration with Sales, Channel Partnerships, Product, Marketing, and Enablement teams. You will work cross-functionally to ensure our technical strategy not only supports but actively strengthens our sales efforts, accelerates deal closures, and deepens customer trust in 1Password's capabilities.
• • Success in this role will be measured by tangible improvements in win rates for technically complex cybersecurity deals, enhanced forecast accuracy through disciplined technical validation, and the cultivation of strong alignment across Sales, Channel, and Sales Engineering departments. You will be responsible for developing a team that is not only technically credible but also highly engaged and motivated.
• • Furthermore, you will establish scalable, repeatable pre-sales processes that are essential for supporting enterprise growth. This involves optimizing resource allocation, refining technical qualification discipline, and ensuring the team consistently demonstrates deep domain expertise in cybersecurity, identity, device trust, and access management.
• • You will play a key role in evolving our sales engineering model to support expansion initiatives, deepen technical expertise within the team, and strengthen our channel and partnership engagement strategy. This includes coaching Sales Engineers on navigating complex technical buyer personas, representing Sales Engineering in executive-level engagements, and ensuring adherence to sales methodologies like MEDDPICC.
• • Your responsibilities will extend to implementing robust processes for technical validation, proof-of-value demonstrations, and comprehensive deal support. Analyzing engagement patterns and pipeline data will be crucial for optimizing resource allocation and partnering with RevOps to align technical activities with revenue predictability.
• • You will also collaborate closely with Product and Engineering teams, ensuring that valuable field feedback informs product roadmap development and strategic positioning. This feedback loop is vital for maintaining 1Password's market leadership and ensuring our solutions meet the dynamic needs of the cybersecurity landscape.
• • The ideal candidate will possess a strong background in cybersecurity, identity, or enterprise security solutions, coupled with experience in selling high ARR deals to large customer accounts and supporting channel sales motions. A proven ability to lead teams through complex, multi-persona enterprise sales cycles and a strong executive presence are essential.
• • This is a remote opportunity within the US, with a preference for candidates residing in the Austin, TX area. Occasional travel, approximately 25%, will be required to support customers, partners, team development, and company events, including an in-person onboarding in Toronto.
• • You will be expected to manage, coach, and develop a team of high-performing Sales Engineers, establishing clear performance expectations and accountability standards. Hiring and developing top technical talent aligned with 1Password’s enterprise growth ambitions will be a core focus, fostering a culture of technical excellence, collaboration, and customer-centricity.
• • Driving technical strategy across direct and channel sales involves partnering closely with Sales leadership to align technical resources with revenue priorities, enabling SEs to effectively engage in partner-led deals, and strengthening the technical value proposition in competitive engagements.
• • Elevating cybersecurity and technical credibility means ensuring the team demonstrates deep domain expertise and coaching SEs on effectively engaging with various technical buyer personas. Representing Sales Engineering in executive-level and strategic customer engagements when needed, and enforcing sales methodologies, will be part of your remit.
• • Operational excellence and cross-functional alignment require implementing scalable processes, analyzing data for optimization, and collaborating with Product and Engineering to inform the roadmap. This role is critical to 1Password's continued rapid growth and market leadership in cybersecurity.