Jobs / sales

Senior Sales Engineer (Pre-Sales)

ZeroTier · Remote

NewIND sponsor

What you will do

Own the technical win across the deal cycle: discovery and qualification with AEs, demo, POV design and execution, technical close.
Run structured POVs with clear success criteria, mutual action plans, timelines, and exit decisions — for deployments from ten nodes to tens of thousands.
Deliver demos and whiteboard sessions that land with audiences from hands-on network engineers to CISOs and procurement executives.
Win competitive deals — articulating where ZeroTier beats WireGuard-based stacks and legacy VPN/SD-WAN vendors, and being honest about where it doesn't.
Answer RFPs, RFIs, and security questionnaires, translating NIST, European, and NATO, and post-quantum readiness requirements into concrete architecture answers.
Architect across our full surface area: hosted Central, self-hosted controllers, flow rules, bridging, multipath, SSO/OIDC, and ZeroTier Quantum's SaaS, sovereign, and air-gapped modes.
Bridge to Engineering when deals need it — reproduce issues, capture evidence, escalate defects and feature gaps.
Build the SE machine: demo environments, reference architectures, battle cards, and POV runbooks that make the whole go-to-market team faster.
Feed the field's voice into the product: structured win/loss insights, deployment patterns, roadmap input.

What We’re Looking For

Pre-sales craft comes first. We can teach ZeroTier internals; we can't teach you how to run a deal.

5+ years “customer-facing” in a pre-sales role — Sales Engineer, Solutions Engineer, or Solutions Architect attached to a sales team and a quota. You can point to deals you helped win and explain your role in winning them.
Excellent discovery skills: you ask the second and third question, uncover the real problem, and disqualify gracefully when there isn't a fit.
Executive presence and range — equally credible whiteboarding Layer 2 internals with a network architect and presenting risk and ROI to a board-level audience.
POV/pilot management as a discipline: success criteria, mutual action plans, crisp status communication, on-time execution in parallel.
Excellent written communication — architecture docs, follow-up summaries, and RFP responses that are clear, polished, and technically precise.
Fluent professional English — with the ability to communicate complex technical concepts clearly with customers across Europe and other parts of the world. Additional languages are a plus.
A builder's mindset for a ~30+-person company: low ego, high ownership, comfortable with ambiguity.

The technical bar (you'll be tested on this, conversationally):

Strong networking fundamentals: Layer 2 vs. Layer 3 behavior, routing, NAT and NAT traversal, firewalls, DNS, and overlay/underlay separation.
Comfort at the packet level — Wireshark/tcpdump is a working tool, not a party trick.
Solid Linux and real cloud experience (AWS/Azure/GCP): VPCs, routing, security groups, hybrid connectivity.
Hands-on familiarity with at least two of: SD-WAN, ZTNA, VPN technologies (WireGuard, IPsec, OpenVPN), container networking, or embedded/IoT connectivity.
Working knowledge of SSO/identity (OIDC, SAML, Entra ID/Okta) as it intersects with network access.
Scripting fluency (Python, Bash) — enough to automate a demo environment and exercise a REST API. ( Rust exp is nice but not critical)
The ability to translate all of the above into plain-language business value for a non-cryptographer audience