Sales, Engineering - TOLA

The company is building the modern networking infrastructure that businesses like Lyft and Reddit rely on to stay connected. As an Enterprise Sales Engineer, you will partner with our Enterprise Sales team to bring better networks to more customers by using your technical expertise to win over the hearts and minds of IT and network engineers alike.

You will be an integral part of an early team of Enterprise SEs that will design and build the technical engine needed to chase down the legacy vendors in a giant industry that hasn’t seen a successful new entrant in decades.

WHAT SUCCESS LOOKS LIKE

In your first few weeks, you’ll start to build relationships with the teams you’d work with on a regular basis: the Sales team, both sales reps and leaders that you’d support; your peers on the Sales Engineering team; the teams designing and manufacturing our hardware and software products; and the teams deploying and maintaining these networks for our customers. Building these relationships will allow you to establish a role as a trusted advisor internally.

You’ll also begin to hone your networking skills across routing, switching, wireless, and security, with the ultimate goal of becoming a Subject Matter Expert across the entire the company portfolio. This will help you establish credibility and confidence when working with customers and partners.

As you build up your the company product expertise, you will also quickly join sales calls, and contribute to an immediate increase ($1M+) in our committed quarterly Enterprise revenue by leading technical discovery calls, and designing technical solutions for prospects that help our Sales team win deals.

Once you’ve gained more exposure, you’ll help the Sales Engineering team build more process and structure. You will design and build new assets that cover common Enterprise use cases (e.g., EVPN-VXLAN reference architectures or 802.1X integration guides) and standardize documentation and training for core networking areas, which will ultimately allow the sales team to accelerate deal cycles by at least a week and increase win rate.

As we build the standards needed for a successful Sales Engineering team and drive significant revenue for the Sales team through your partnership, you will have a clear path into becoming a Principal Sales Engineer, specializing in a new vertical, or moving into a leadership track. You can specialize in leading our most strategic accounts or have the opportunity to hire, mentor and define the onboarding for the next cohort of Sales Engineers at the company.

WHAT YOUR DAY WILL LOOK LIKE

Your days will be a mix of selling, building assets and standards and product translation, supporting both the Sales and Product teams.

About 60% of your day will be spent on deal execution. This will include:

• Leading technical discovery calls to understand what customers find painful or frustrating about their current legacy solutions.

• Delivering world-class demonstrations that inspire, getting buy-in across multiple stakeholders, from office managers to CIOs.

• Building solutions, removing obstacles, and closing deals through work with customers and partners.

• Partnering directly with the Account Executives on your team to create urgency and drive deals forward.

25% of your day will be spent building assets and standards. This involves creating new internal training, designing assets for Sales, and standardizing our approach to more complex technical use cases.

The other 15% of your day will be spent on product translation. You’ll collect customer feedback from complex deployments and translate their requirements directly to the Product team, which will influence our hardware and software product roadmap.

WHO YOU ARE

You are an elite Sales Engineer who knows that enterprise networking can be complex, rigid, and is prime for disruption. You’re tired of selling marginal upgrades on legacy infrastructure. You don’t want to do things the way they've been done before. You want to help be on the forefront of innovation and offer the change your customers and partners have been asking for. You’re excited about working with a vertically integrated solution that can deliver effortless and resilient connectivity that can be delivered as simply as any other utility.

Building and growing the business with highly motivated technical Sales Engineers at a fast pace is a refreshing change you’ve been looking for. You’ve seen success as a high performing SE at high growth companies, but you want the opportunity for your voice to be heard and influence the trajectory of a company. You are obsessed with networking and hate losing more than you love winning. You come up with creative solutions and will remove any roadblocks to not only meet the customers where they are, but bring them forward into the future of wired, wireless, and cellular networking.

You have expert knowledge in TCP/IP, 802.11ax/be, TLS, DHCP, DNS, NAT, 802.1X, VPNs, SD-WAN, IDS/IPS, Multicast, OSPF, BGP & EVPN-VXLAN. You take your professional development seriously, and ideally have completed several standard industry certifications, such as CCNA, CCNP, CCIE, CWNA, CWDP, CWSP, CWDE, JNCIA, JNCIS, JNCIE, Network+, Security+, etc

WHY the company?

The internet runs the world. Every purchase you make, video call you join, it's all packets flowing through networks. But those networks haven’t changed for decades. They’re brittle, complex, and surprisingly hard to set up in an enterprise space.

We started the company to build better networks. We had to build everything from the ground-up: designing and building our own enterprise hardware, intuitive software, and streamlined operations to deliver great outcomes for our customers. Today, we build and deploy these networks at scale. Ambitious companies and enduring institutions like Bridgewater, Lyft, Reddit, rely on the company to keep their thousands of employees and locations online and productive.

Our bet with the company is simple: we will all use the internet more than we do today. We believe we have the definitive networking stack in place to enable business to do so as seamlessly and reliably as any modern utility.

COMPENSATION

• The estimated base salary range for this role is $140,000 - $190,000.

• Additionally, this role is eligible to earn commissions and to participate in the company’s equity plan.