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.

The Role

The primary responsibility of the Sales Engineer II will be to act as the technical expert on sales-related conversations, properly map Trail of Bits services and expertise to client projects, draft technical proposals, ensure alignment with the technical delivery teams, and drive efficiencies within the sales process. As a result, the Sales Engineer will assist in managing sales leads, retaining existing client relationships, and expanding key customer interactions or strategic upsells. 

The Sales Engineer II will be a key technical Trail of Bits point of contact for individual clients, with support from Sales and Business Development Team members. In addition, they will help liaise with the customer project team, internal project managers, and engineers to drive the success of each engagement. The Sales Engineer II will stay closely aligned throughout notable engagements to ensure customer satisfaction and retention. 

The Sales Engineer II will collaborate with technical team members to ensure accurate and efficient project handoff of each engagement, while following an organized and repeatable sales process lifecycle. They will provide process improvement recommendations and serve as the driver for building new internal sales processes to best serve the needs of our customers and Trail of Bits, especially through tooling enhancements and automation. 

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 toward: 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 sales experience with technical solutions and/or solution architecture.
• Experience collaborating with project managers and engineers, delivering services or products to solve technical challenges.
• General understanding of the software development lifecycle, and common testing methodologies.
• Experience, passion, and understanding of concepts relating to AI & ML, Application Security, Blockchain, and/or Cryptography.
• Experience selling cybersecurity consulting services. 
• Strong ability to understand technical customer security needs.
• Excellent written and verbal communication skills.
• Excellent time management and organizational skills.
• Strong problem-solving skills.
• Highly motivated, driven, and self-starter.
• Team-oriented, open to providing and receiving coaching for optimal performance. 

Reporting Manager: Global Head of Sales

The base salary for this full-time position ranges from $150,000 to $200,000, excluding benefits and potential bonuses. Various factors influence our salary ranges, including the specific role, level of seniority, geographic location, and the nature of the employment contract. An individual's specific work location, unique skills, experience, and relevant educational background will determine the final offer within this range. The presented salary range encompasses the starting salaries for all U.S. locations. For a precise salary estimate tailored to your preferred location, please discuss it with your recruiter during the hiring process.

Trail of Bits, Inc. participates in E-Verify, the US federal electronic employment eligibility verification program. Learn more. 

Benefits, Perks & Wellness

Trail of Bits is our people, not a place. With over 100+ employees working from every time zone across the globe, our remote-first culture is built on autonomy and trust (and backed by smile-worthy benefits) for full-time employees:

Empowered Living:

• Competitive salary complemented by performance-based bonuses.
• Fully company-paid insurance packages, including health, dental, vision, disability, and life.
• A solid 401(k) plan with a 5% match of your base salary.
• 20 days of paid vacation with flexibility for more, adhering to jurisdictional regulations.

Nurturing New Beginnings:

• 4 months of parental leave to cherish the arrival of new family members.
• $5,000 relocation assistance for moves to New York City, supporting your transition.

Work & Life Enrichment:

• $1,000 Working-from-Home stipend to create a comfortable and productive home office.
• Annual $750 Learning & Development stipend for continuous personal and professional growth.
• Company-sponsored all-team celebrations, including travel and accommodation, to foster community and recognize achievements.

Community Impact:

• Philanthropic contribution matching up to $2,000 annually.
• Opportunity to participate in Project Wren, promoting environmental responsibility and carbon footprint offset.

Dedication to Diversity, Equity, Inclusion & Belonging (DEIB)

Trail of Bits is a community of innovators, risk-takers, and trailblazers who celebrate individual differences and recognize that unique perspectives make us stronger, smarter, and more successful. We actively seeks applicants who can bring a variety of experiences, perspectives, and backgrounds to the team. We provide equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sex, pregnancy, pregnancy-related condition, sexual orientation, marital status, religion, age, disability, qualified handicap, gender identity, results of genetic testing, military status, veteran status, or any other characteristic protected by applicable law. Our team values diversity in experience and backgrounds—we do our best work when we create space for different voices and perspectives. Whatever unique experiences or skill sets you bring, we look forward to learning from each other.

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