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Senior Manager, Solutions Engineering

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We are looking for a motivated, strategic, and solutions-driven Senior Manager, Solutions Engineering to lead a team of experienced Senior Solutions Engineers supporting enterprise customers (750+ employees). In this role, you will provide leadership and direction to a high-performing team, ensuring they are equipped to drive technical value, support complex sales cycles, and deliver successful customer outcomes. You will partner closely with sales leadership and cross-functional teams to refine strategy, improve execution, and enhance the customer experience. Success in this role will be measured by the effectiveness of the Solutions Engineering team, impact on enterprise sales performance, and contribution to overall business growth.

What you’ll do:

Lead & Develop a High-Performing Team

Manage, mentor, and coach a team of Senior Solutions Engineers supporting enterprise customers.
Drive professional growth and technical excellence within the team.
Foster a collaborative and customer-first culture.

Enterprise Sales Support & Strategy

Partner with enterprise sales leadership to refine technical sales strategies and support high-value deals.
Ensure the team effectively executes technical proof of concepts (POCs), demos, and solution alignment for complex enterprise prospects.

Solution & Product Support

Serve as an escalation point for technical pre-sales challenges and key customer engagements.
Ensure the team gathers and communicates customer insights to product, engineering, and customer success teams.

Operational Excellence & Enablement

Define and track key performance metrics to measure the effectiveness of the team.
Drive process improvements to optimize enterprise sales efficiency and technical engagement.
Support RFP/RFI responses, competitive analysis, and technical business case development.

What you’ll bring:

Leadership & People Development

Experience managing and scaling a high-performing technical sales/pre-sales team.
Ability to mentor and grow team members while fostering a culture of accountability and collaboration.

Enterprise Sales Acumen

Proven ability to support and influence complex enterprise sales cycles.
Strong understanding of procurement processes, compliance requirements, and enterprise IT environments.

Technical Expertise & Problem-Solving

Strong background in SaaS solutions and cloud-based architectures.
Experience working with common cloud platforms and enterprise IT tools, including:

Cloud Infrastructure – AWS, GCP, Azure
Identity & Access Management – Okta, Google Workspace, Entra ID
Version Control & DevOps – GitHub, Bitbucket, GitLab

Ability to translate technical capabilities into business value for customers.

Effective Communication & Executive Presence

Ability to clearly articulate complex technical solutions to both technical and non-technical stakeholders.
Strong storytelling and presentation skills for engaging with executives and decision-makers.

Requirements:

7+ years of experience in Solutions Engineering, Pre-Sales, or related technical customer-facing roles.
2+ years of experience managing a pre-sales team, ideally within the SaaS or cloud technology space.
Strong track record of supporting enterprise customers and high-value sales cycles.
Experience owning and improving technical sales processes, including POCs, demos, and solution design.
Excellent problem-solving skills and ability to work in a fast-paced, dynamic environment.

Benefits:

Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
100% paid short and long term disability plus life + AD&D benefits
Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change.

Tier 1: $230,600 - $284,900

Tier 2: $207,600 - $256,400

Tier 3: $184,500 - $227,900

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Drata is on a mission to serve as the trust layer between great companies.

Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.

Average salary estimate

$234700 / YEARLY (est.)

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$184500K

$284900K

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What You Should Know About Senior Manager, Solutions Engineering, Drata

At Drata, we are on the lookout for a dynamic and strategic Senior Manager, Solutions Engineering to join our innovative team. This role is all about leadership and collaboration, guiding a talented group of Senior Solutions Engineers who play a pivotal role in supporting our enterprise customers—those with over 750 employees. As the Senior Manager, you will lead these experienced professionals in driving technical value, optimizing complex sales cycles, and achieving exceptional customer outcomes. You’ll work alongside sales leadership and other cross-functional teams to refine strategies and enhance our customer experience. Your day-to-day responsibilities will include mentoring your team, managing high-stakes technical proof of concepts, and serving as an escalation point for challenging customer engagements. Your strong background in SaaS solutions and technical sales will be crucial as you translate technical capabilities into business value for our customers. If you thrive in a fast-paced environment and are passionate about fostering a culture of accountability and collaboration, this could be the perfect opportunity for you! With a comprehensive benefits package and a commitment to professional growth, Drata is not just a workplace but a place where you can impact enterprise sales performance and contribute to meaningful business growth.

Frequently Asked Questions (FAQs) for Senior Manager, Solutions Engineering Role at Drata

What are the key responsibilities of a Senior Manager, Solutions Engineering at Drata?

As a Senior Manager, Solutions Engineering at Drata, your primary responsibilities will include leading and developing a high-performing team of Senior Solutions Engineers, managing enterprise sales support strategies, driving operational excellence, and ensuring customer insights are effectively communicated across teams. You’ll also be instrumental in executing technical proof of concepts and providing solutions for complex enterprise prospects.