Vice President, Sales Engineering

About Druva

Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world.

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Role Purpose & Impact 

The Vice President of Sales Engineering will lead and scale our global pre-sales organization, driving technical sales excellence and customer success. This strategic leadership role requires a proven technical executive who can build high-performing teams, establish best practices, and enable complex enterprise sales cycles in the data security and cloud infrastructure space. You will be a key member of the sales leadership team, partnering closely with Sales, Product, and Customer Success to accelerate revenue growth and ensure technical win rates.

What You’ll Do:

Team Leadership & Development

• Build, mentor, and scale a world-class global Sales Engineering organization across regions and market segments
• Establish career development frameworks, technical certification programs, and ongoing training to elevate team capabilities
• Foster a culture of technical excellence, customer advocacy, and collaborative problem-solving
• Implement performance metrics and accountability frameworks that align with revenue objectives

Sales Enablement & Execution

• Partner with Sales leadership to develop technical sales strategies for enterprise, mid-market, and strategic accounts
• Lead technical aspects of complex sales cycles, including architecture reviews, proof of concepts, and competitive evaluations
• Establish standardized methodologies for discovery, solution design, and value demonstration
• Drive cross-functional alignment with Product Management and Engineering to influence the roadmap based on market requirements
• Ensure sales engineers effectively articulate Druva's differentiation against competitors in data protection, ransomware recovery, and compliance

Strategic Initiatives

• Develop technical sales playbooks for key use cases, including ransomware recovery, cloud migration, and compliance
• Build demonstration environments, reference architectures, and technical content that accelerate sales cycles
• Establish executive briefing programs and technical workshops for strategic prospects and customers
• Partner with Marketing on technical content strategy, webinars, and thought leadership
• Drive adoption of sales engineering tools and platforms to improve productivity and customer engagement

Customer Success & Retention

• Ensure seamless technical handoffs from pre-sales to post-sales implementation and success teams
• Engage directly with strategic customers and prospects on technical strategy and architecture
• Build trusted advisor relationships with customer technical leaders (CIOs, CISOs, VPs of Infrastructure)
• Contribute to expansion revenue through technical engagement on upsell and cross-sell opportunities

What Makes You a Great Fit

• 12+ years of progressive experience in technical pre-sales, sales engineering, or solutions architecture roles
• 5+ years in sales engineering leadership, managing global teams of 20+ professionals
• Deep expertise in enterprise data protection, backup/recovery, cybersecurity, or cloud infrastructure
• Proven track record scaling sales engineering organizations in high-growth SaaS companies
• Strong understanding of data security, ransomware protection, and cyber resilience solutions
• Knowledge of cloud platforms (AWS, Azure, Google Cloud) and multi-cloud architectures
• Familiarity with SaaS application ecosystems, endpoint management, and data governance
• Understanding of compliance frameworks (GDPR, HIPAA, SOC 2, etc.)
• Demonstrated success in building and mentoring high-performing technical teams across geographies
• Excellent executive presence with the ability to engage C-level stakeholders
• Strong business acumen with an understanding of SaaS metrics, sales processes, and revenue operations
• Track record of cross-functional collaboration and influencing without direct authority
• Data-driven approach to team management, forecasting, and performance optimization
• Outstanding presentation and communication skills for technical and business audiences
• Ability to translate complex technical concepts into business value and ROI
• Experience creating technical content, playbooks, and enablement materials
• Skilled at competitive positioning and articulating differentiation

What Success Looks Like in the VP, Sales Engineering Role 

• Technical win rate and sales engineering-influenced pipeline growth
• Sales engineering team productivity and quota attainment
• Customer technical satisfaction scores and referenceability
• Time-to-productivity for new sales engineers
• Proof of concept success rates and conversion metrics
• Team retention and employee engagement scores

Why You’ll Love Working Here

• Opportunity to be part of the leading SaaS data resiliency company, working on problems that matter
• Your work will have a visible impact — contribute to Druva’s growth, customer success, and internal culture
• You’ll operate in a culture of transparency, trust, and ownership
• Exposure to global teams, fast scaling challenges, and cross-functional collaboration
• Excellent growth opportunities across roles, geographies, and levels as Druva scales

The pay range for this position is expected to be between $335,169 - 384,368/year (US3) or $394,216 - $452,198 (US1); however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of a discretionary annual bonus, commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.