Job Description

A Sales Engineer (SE) will partner with Sales in driving technical success throughout the pre-sales and early post-sales lifecycle. In this role, you will act as the technical authority during evaluations, helping prospective customers in Operational Technology (OT) and Industrial Control System (ICS) environments understand how our cybersecurity solutions address their operational and security challenges.

As a mid-level SE, you will independently support sales opportunities, lead technical discovery, deliver product demonstrations, and design solutions for complex OT environments. You will collaborate closely with Account Executives, Product, and Engineering to ensure customer requirements are met while contributing to the evolution of our technical sales motion.

Requirements

Key Responsibilities

Pre-Sales Technical Leadership

• Partner with Account Executives to support mid-market and enterprise sales opportunities
• Lead technical discovery to understand customer OT/ICS environments, constraints, and security requirements
• Design and present solution architectures that align with customer needs and operational realities

Demos, Evaluations & Proofs

• Deliver tailored product demonstrations and technical presentations to OT engineers, security teams, and executive stakeholders
• Support proof-of-concept (POC) and pilot deployments, including environment setup and success criteria definition
• Respond to technical questions, RFPs, and security questionnaires during the sales process

Customer & Sales Enablement

• Act as a trusted technical advisor to prospects throughout the buying journey
• Assist with technical aspects of deal strategy, including positioning, differentiation, and risk mitigation
• Support handoff from sales to post-sales teams to ensure smooth implementation and customer onboarding

Cross-Functional Collaboration

• Provide field feedback to Product and Engineering based on customer needs and objections
• Contribute to sales tools, demo environments, and technical documentation
• Share best practices and lessons learned with the broader Solutions Engineering team

Qualifications

• 3–6 years of experience in a Solutions Engineer, Sales Engineer, Systems Engineer, or similar customer-facing technical role
• Hands-on experience with OT, ICS, or industrial environments
• Strong understanding of networking, security fundamentals, and Linux/Unix-based systems
• Experience supporting enterprise or mid-market customers through technical evaluations
• Ability to explain complex technical concepts to both technical and non-technical audiences
• Strong presentation and communication skills
• Experience in a SaaS or high-growth startup environment

What Success Looks Like

• Sales opportunities progress efficiently through technical stages
• Prospects clearly understand the value and architecture of the solution
• POCs and demos are well-executed with defined success criteria
• Strong collaboration with Sales and post-sales teams
• Increasing independence in handling complex technical scenarios

Benefits

Compensation & Ramp Support

• Competitive base salary
• 70 / 30 split between base and commission
• OTE between $180,000- $200,000.00
• Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning
• 401K match
• Unlimited PTO
• Remote
• Medical, vision, dental insurance
• Clear performance milestones tied to expanded responsibility

This is a career growth opportunity and an FLSA-exempt role. The position will require working more than 40 hours per week at times to meet business needs.

Dispel is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. We are committed to building a diverse team and encourage applicants from all backgrounds to apply.

Beware of Hiring Scams: Dispel will never ask for payment or sensitive personal information such as social security numbers during the hiring process. All official communication will come from a verified company email address. If you receive suspicious requests or communications, please report them to people@dispel.com All of our legitimate openings can be found on the Dispel Career Site at https://apply.workable.com/dispel/