Senior Sales Engineering Manager

Pipefy is one of OpenView’s fastest growing tech companies and is recognized in Gartner’s 2020 Market Guide for Intelligent Business Process Management. Pipefy is a cloud-based, no-code/low-code platform that empowers managers and citizen developers to design, build and automate all processes and workflows. Through a simple Kanban-type interface, companies can achieve process excellence without the need for IT departments, technical skills, or professional services. For customer processes - with complex multi-stakeholder workflows requiring integration to core and vertical/delivery systems, Pipefy has 500+ integrations and an open API to orchestrate and further automate front and back office business processes. Founded in 2015, Pipefy has helped thousands of companies around the world solving business problems on their own. Today, over 3,000 companies in 150+ countries use Pipefy - from startups to industry leaders such as Accenture, Visa, GE, and Volvo.

Job Description:

We are looking for an experienced and dynamic Sales Engineering Senior Manager to join our team. In this role, you will lead our sales engineering and solution engineering teams, working closely with Sales, Product, Customer Success, Services and Go-to-Market teams to drive Pipefy’s value to our customers. The ideal candidate will be a strategic leader with deep knowledge of SaaS solutions, a proven track record of managing high-performance teams, and a passion for solving complex customer problems. They should have experience working in a fast-paced environment and supporting initiatives across both the Brazilian and US markets. This role offers the opportunity to impact global strategies and contribute to the company’s growth.

Main Responsibilities:

• Lead, coach, and mentor a team of Sales Engineers and Solution Engineers to achieve and exceed their sales targets, ensuring they deliver value-driven, technical expertise to the sales process;
• Foster a collaborative environment that encourages knowledge-sharing, personal development, and technical excellence;
• Establish performance metrics, conduct regular performance reviews, and support the career development of team members;
• Develop and implement a scalable and efficient Sales Engineering strategy that aligns with Pipefy’s overall growth objectives;
• Collaborate with the Sales leadership to refine sales methodologies, ensuring that the technical aspects of the sales cycle are well-integrated and supported;
• Support large and strategic deals through direct involvement in the sales process, acting as a trusted advisor to prospects and customers;
• Structure and execute Account Planning Program in partnership with Business Operations and Sales to ensure deep account mapping and stakeholders’ collaboration driving pipeline generation and assertiveness;
• Engage in use case and offering creation with Product, Commercial Intelligence and Product Marketing Team;
• Oversee the delivery of high-quality, customized product demonstrations, technical workshops, and proof-of-concept solutions that address the unique needs of prospects and customers;
• Assist the sales team in creating compelling, value-based proposals, ensuring that technical requirements are thoroughly understood and aligned with customer objectives;
• Act as the technical expert during contract negotiations, providing guidance and support to ensure that expectations are clearly defined;
• Collaborate with the Product and Engineering teams to communicate customer feedback, feature requests, and pain points, driving product improvements and alignment with customer needs;
• Work closely with Customer Success to ensure smooth handoffs and excellent post-sales support, ensuring that customers are successfully onboarded and realizing the value of Pipefy;
• Equip the sales team with the necessary technical tools, resources, and training to effectively sell Pipefy’s solutions to a wide variety of industries and customer segments;
• Develop and deliver technical enablement materials, training programs, and best practices to continuously improve the team's technical competency and sales effectiveness;
• Stay current with industry trends, competitive landscape, and emerging technologies to provide strategic insights that help shape Pipefy’s go-to-market approach;
• Regularly report on team performance, sales engineering impact, and customer feedback to senior leadership, providing actionable insights and recommendations.

Requirements:

• 7+ years of experience in a sales engineering or solution engineering role, with at least 3 years in a managerial or leadership position, preferably in SaaS or technology-driven companies;
• Proven track record of leading and scaling successful sales engineering teams;
• Strong technical background in SaaS solutions, process automation, and cloud-based platforms;
• Bachelor’s degree in Business, Computer Science, Engineering, or a related field. Advanced degree is a plus;
• Deep understanding of the SaaS landscape, and ability to articulate the value of complex solutions to both technical and business stakeholders;
• Strong leadership, team-building, and mentoring skills, with the ability to influence and inspire teams towards achieving excellence;
• Proficiency in CRM tools (e.g., Salesforce) and Sales Engineering tools (e.g., demos, proof-of-concept environments);
• Excellent communication and presentation skills in both English and Portuguese (fluency required);
• Strong analytical and problem-solving abilities with a solution-oriented mindset;
• Ability to travel occasionally (both within Brazil and internationally) to support key customer engagements and events.

Benefits:

• Health Insurance
• Life Insurance
• Dental Insurance
• Flexible Meal Allowance
• Psychological Assistance
• Yoga & Meditation
• Gym Pass
• Labor Classes
• Individual Funeral Aid
• Maternity / Paternity Leave
• Babysitting / Early Preschool Allowance
• Vet Allowance
• Birthday PTO
• Education Allowance
• Udemy
• Coworking Space
• Subsistence Allowance