Senior Sales Engineer - Indianapolis

Extra Hop is reinventing Network Detection and Response (NDR) to help enterprises and organizations stay ahead of emerging threats with unmatched network visibility, context, and control.

Today’s attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exploit and exit whenever they want. But all of that movement is visible on the network… if you can see it.

By combining the power of NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, Extra Hop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all your networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to SOC to detect, investigate, and remediate modern cyber risks in real time.

As a Senior Sales Engineer, you will play a pivotal role in shaping the success of strategic sales engagements, bringing technical leadership, industry insight, and a deep understanding of customer needs to each opportunity. You will influence high-impact sales cycles and contribute directly to revenue growth and the company’s long-term success.

In this senior-level position, you will lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. You’ll mentor other sales engineers, collaborate closely with product and engineering teams to align customer feedback with roadmap priorities, and support executive-level discussions. Your deep understanding of our technology, market landscape, and customer challenges will allow you to design and advocate for customer-tailored solutions that drive measurable business outcomes.

Additionally, you will proactively resolve pre-sales technical challenges and act as a trusted advisor to both internal teams and customer stakeholders throughout the buying journey.

• Lead technical strategy across the full sales lifecycle, aligning Extra Hop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization.
• Drive customer discovery efforts to uncover requirements for Extra Hop solutions.
• Proactively mitigate technology-related buying objections from the sales opportunities.
• Demonstrate Extra Hop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market.
• Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing and presenting a summary of the value demonstrated.
• Surface and define compelling events, strategic business drivers and offer the optimal Extra Hop solution that addresses that requirement.
• Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners.
• Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM.
• Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs.
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs.
• Provide post-sales follow-up, technical training, and consulting.
• Help with post-implementation support for key customers.
• Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience.
• Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position Extra Hop and advocate on our behalf with their customers.
• Accurately capture sales updates and leverage SFDC to communicate to sales…