Technical Pre-Sales Lead

Sr. Director, Field Engineering (Lakebase)

Databricks

We seek a seasoned technical leader for the Sr. Director of Field Engineering (Lakebase) position for North America. In this role, you will lead a leadership team managing technical field practitioners covering the end-to-end Databricks customer journey from Pre-Sales to Go-Live. Your teams will be accountable for driving the technical/business wins for the Databricks platform as well as accelerating the consumption of the Databricks platform, and driving workloads to production for all customers in your segment. Hiring, coaching, and motivating the team to success will be critical.  Req ID: FEQ327R205 The impact you will have: * You will report to the Americas Enterprise Field Engineering Leader and take full ownership and accountability for the global Lakebase Field Engineering organization scaling to over 50 SAs. * Tight alignment with Global Lakebase Sales leader to define and operationalize Lakebase GTM strategy coupled with resource prioritization and distribution. * Build a collaborative culture within a rapid-growth team. You will manage and mentor leaders and recruit talent focusing on inclusivity and resilience. * Rapidly scale the Field Engineering Lakebase team while maintaining an exceptionally high bar for talent and hiring at pace. * Drive a consistent, thorough management operating rhythm to review KPIs specific to a high-velocity database launch (developer adoption, production migration velocity, application launch timelines, and low-latency workload success). * Serve as a thought leader, consulting with strategic customer and partner contacts to position the strength of Databricks, the comprehensive solutions strategy, and build trust and credibility in the account. * Build Databricks' brand as a world-class operational database vendor with global GTM teams, positioning Lakebase as the definitive storage layer for modern data apps and AI agents. What we look for: * 10+ years of experience in building and scaling technical pre-sales and Customer Delivery teams. * Experience in scaling and mentoring field and technical teams, managing both in-person and remote working models. * Experience working with accounts - from Growth/Net New to Large and Complex accounts generating +$1M ARR. * Relevant high-growth enterprise software pre-sales success with senior-level tenure at a reputable software company, with experience in the database market. * Deep technical competence in operational databases (PostgreSQL/OLTP), application development paradigms, real-time data streaming, application APIs, and AI/ML state frameworks (like vector search extensions or agentic workflows), alongside a strong understanding of core Lakehouse architecture. * Experience instituting processes for technical field members to improve operational efficiency. * Organizational leadership, with an ability to attract, develop, and retain talent. * Ability to operate in a rapidly changing, ambiguous environment, while delivering results in the near term and building for durable, long-term growth. * As this is a global team, need to be open to a minimum travel expectation of 30%.   About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Director, Sales Engineering

Datadog

Datadog is looking for a results-driven Director of Sales Engineering to hire and lead Sales Engineering Managers and their teams in our Commercial segment, driving new logo acquisition across the LATAM region. As a member of the regional Sales Engineering leadership team, you will partner with Sales, Product, and Marketing counterparts to power a high-velocity go-to-market motion, helping prospective customers quickly evaluate Datadog and adopt our platform across Observability and Security. In this role, you will develop and lead frontline managers responsible for teams of Sales Engineers that will deliver professional, value-based technical presentations, product demonstrations, and efficient proof-of-value (POV) engagements at the pace a Commercial motion demands. You’ll act as a force multiplier for your managers coaching them on people leadership, repeatable team execution, and pipeline conversion, while engaging directly on strategic accounts and high-impact new logo opportunities where Leadership involvement accelerates the win. What You’ll Do: Leadership & Team Development * Lead a team of frontline Sales Engineering Managers and their SEs across the region; serve as a second-line manager responsible for team health, growth, and technical execution * Conduct regular 1:1s, regional team meetings, and performance review and development planning cycles for both managers and, where appropriate, ICs * Guide manager performance, facilitate coaching, and develop succession paths within the regional leadership bench * Build regional leadership capability in hiring, onboarding, and deal execution, partnering with Recruiting on hiring targets and pipeline health Strategic Sales Partnership * Partner with Sales leadership to translate the Datadog value proposition into regional execution, aligning technical engagement with account priorities * Maintain close involvement in top customer opportunities, acting as a technical escalation point and executive sponsor where needed * Ensure your team is proficient across Datadog’s product suite and current on new features, the competitive landscape, and industry trends * Relay structured customer feedback to Product Management and Marketing to inform the roadmap Process & Operational Excellence * Lead internal projects and initiatives that improve regional execution — cross-functional enablement, team processes, and OKR delivery * Drive documentation, process evolution, and team-wide competency development, including evaluation and POV consistency * Track regional KPIs, productivity, and pipeline coverage, and partner with Director-level leadership on planning and merit cycles Cross-functional Collaboration * Represent Sales Engineering in cross-department planning with Customer Success, Product, Technical Post Sales, Marketing, and Engineering, ensuring smooth handoffs and a unified customer experience * Develop a close working relationship with Datadog implementation partners in the LATAM region to ensure continuity between pre and post sales activities * Build trusted working relationships with GTM peers across the region Who You Are: * 10+ years of experience in Sales Engineering, Solutions Architecture, or a similar technical pre-sales role, with multiple years in a SE management second line leader position. * Prior people management experience required; second-line management experience strongly preferred, or demonstrated readiness to step into a second-line role *  Experience in the cloud, SaaS, or IT infrastructure space, with a strong understanding of monitoring, observability, and/or security solutions * Track record of developing managers and ICs, and of recruiting and retaining strong technical talent * Proven ability to meet or exceed revenue and KPI targets through your team *  Comfortable getting in the field to support top accounts and complex deal cycles * Able to travel via auto, train, or air up to 40% of the time * Ability to articulate complex technical concepts and corresponding business outcomes in simple, impactful terms, with excellent written and verbal communication skills *  Familiarity with MEDDICC, Command of Message (CoM), or similar sales methodologies * Must be proficient in English, Portuguese and ideally Spanish  Benefits and Growth * Best-in-breed onboarding * Generous global benefits *  Intra-departmental mentor and buddy program for in-house networking * New hire stock equity (RSUs) and employee stock purchase plan (ESPP) * Continuous professional development, leadership programs (including Manager Fundamentals and MAX), and clearly defined career pathing within Sales Engineering leadership * An inclusive company culture, able to join our Community Guilds and Inclusion Talks Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. ---------------------------------------------------------------------------------------------------------------------------------- About Datadog:  Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center. ---------------------------------------------------------------------------------------------------------------------------------- Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.  Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.  Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.

Vice President, Solutions Architecture - EMEA

Mongodb

THE ROLE We are seeking a Vice President, Solutions Architecture – EMEA to lead a large, high-performing regional pre-sales organization of approximately 130 solutions architects and people leaders. Reporting to the SVP, Global Solutions Architecture, this executive will own the technical GTM strategy for the region, partner closely with EMEA Sales leadership to win complex modernization and AI workloads, and serve as a visible technical ambassador with MongoDB's most strategic customers across the region. This leader will also be a transformation agent for the function — elevating the role of Solutions Architecture as a driver of the consumption motion, grounded in clear accountability, execution rigor, and demonstrated customer value realization. WHAT YOU'LL DO * Own the regional pre-sales strategy. Define and execute the vision for Solutions Architecture across EMEA, aligning technical strategy to the region's pre-sales priorities and driving new customer acquisition, expansion, and technical win strategies that accelerate post-close consumption growth * Drive the team's transformation to take a prime role in the consumption motion. Evolve Solutions Architecture from a technical validation function into a primary driver of consumption growth, built on clear accountability, execution rigor, and demonstrated customer value realization * Lead a large, distributed team. Manage and scale a ~130-person organization of solutions architecture leaders and practitioners across EMEA's countries and sub-regions, building the operating rhythm, capacity planning, and leadership bench required to sustain growth * Partner tightly with EMEA Sales leadership. Drive pre-sales excellence and technical differentiation on complex, strategic deals; collaborate on bespoke solution design; and build trusted executive relationships with the region's most important accounts * Serve as an executive technical sponsor. Represent MongoDB as a trusted advisor in strategic customer conversations, executive briefings, and Customer Advisory Board engagements, leading architecture discussions focused on AI-native and modernization use cases * Build and develop leadership talent. Attract, develop, and retain exceptional Director- and Manager-level leaders across the region; foster an inclusive, high-performance culture aligned to MongoDB's Leadership Commitment * Drive consistency in methodology and execution. Champion global best practices in value-based technical discovery, strategic POC engagements, and reference architectures, adapting them to EMEA's regional and cultural nuances to increase win rates and deal velocity * Collaborate cross-functionally with Product, Marketing, and the global Solutions Architecture leadership team, feeding regional customer and market insight into roadmap and GTM decisions. * Ensure seamless pre- to post-sales handoff. Partner with Professional Services and Customer Success leadership across EMEA to ensure unified, consistent customer experiences throughout the lifecycle. * Own regional budget and resourcing decisions for the Solutions Architecture function, prioritizing investments that maximize pre-sales impact and long-term revenue growth across the region WHAT YOU'LL BRING * 15+ years of relevant experience, including significant time in technical pre-sales, solutions architecture, or enterprise solutions engineering within enterprise software, cloud, or data platform businesses * 5+ years leading large, multi-country pre-sales or solutions architecture organizations at regional or global scale, with a demonstrated track record of driving technical differentiation and material revenue outcomes * Experience managing organizations of comparable scale (100+ team members) across multiple countries, including leaders of leaders * Deep expertise in value-driven technical discovery and sales methodologies (e.g., MEDDIC / MEDDPICC), with a track record of institutionalizing scalable frameworks for technical validation and solution design * Strong understanding of consumption-based business models and experience driving technical strategies that accelerate post-close usage growth * Track record of leading organizational transformation within pre-sales or technical GTM functions — shifting team focus, metrics, and operating discipline toward proactive accountability and measurable customer value realization, particularly in consumption-based environments * Demonstrated ability to win complex, AI-native, and modernization workloads at the enterprise level, with sound technical and commercial judgment across cloud, data, and AI architectures * Proven experience owning a functional budget, including strategic investment decisions and productivity/ROI tradeoffs * Exceptional executive presence, with credibility in front of customer CIOs, senior technology leaders, and internal executive stakeholders across EMEA's diverse markets * Fluency in English required; additional European language proficiency is an advantage given the breadth of the region * Willingness to travel extensively across EMEA to support customers, teams, and events ABOUT MONGODB MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software. Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.  To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world! MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter. MongoDB is an equal opportunities employer.   REQ ID: 2273491684