About this role.
Zscaler is seeking a Director of Specialist Sales Engineering to lead the Data Security sales engineering organization across the Americas. The role combines team leadership, technical go-to-market strategy, value-based selling, and direct partnership with sales, product management, engineering, customers, and partners. The director will recruit and develop sales engineers while scaling discovery, technical qualification, and proof-of-concept processes for data protection and GenAI-related solutions. Success requires deep data security expertise, strong executive communication, comfort operating in ambiguity, and the ability to shift between strategic planning and hands-on deal support.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would begin by defining coverage, role expectations, competency levels, and measurable operating metrics across pipeline influence, technical win rate, POC conversion, and ramp time. I would standardize repeatable discovery and qualification plays, then invest in enablement around data protection, GenAI use cases, and executive value messaging. Regular deal reviews and coaching would ensure the framework improves field execution without reducing the team's flexibility.
I would align early on the customer's business drivers, risk posture, buying process, and mutual account strategy. The sales engineer should validate technical requirements and establish a compelling solution narrative tied to measurable business and security outcomes. I would use executive checkpoints, a clearly scoped success plan, and disciplined POC criteria to maintain momentum and prevent technical activity from becoming disconnected from the commercial path.
For technical stakeholders, I focus on architecture, data classification, controls, integrations, deployment approach, and operational outcomes. For executives, I translate those capabilities into reduced breach exposure, stronger compliance posture, protected AI adoption, and lower operational complexity. In both cases, I tailor the message to the customer's priorities and substantiate value with relevant use cases and success metrics.
I establish a clear direction using the information available, identify the highest-risk assumptions, and create short feedback loops with the field, customers, and product teams. I prioritize decisions that unlock customer impact and team execution, while documenting what needs to be revisited as evidence changes. This creates enough structure for consistent execution without waiting for perfect information.
I would provide transparent expectations, individualized development plans, regular coaching, and opportunities to take ownership of meaningful customer and strategic initiatives. I believe strong retention comes from pairing high standards with visible career paths, recognition, and an environment where people can safely share feedback and learn from wins and losses. I would also ensure managers and senior engineers have time to mentor others rather than only responding to urgent deals.
About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.
We are looking for a Director – Data Security Specialist based in the United States, reporting to our Sr Director, Data Security Specialist within the Sales and Go-to-Market department.
You will lead and grow the sales engineering organization for the Data Security Product line, including the Gen AI market, across the US, Canada and LATAM. You will align closely with GTM Sales Leaders, Product Management, and Engineering to execute strategic solutions and close deals for customers and partners.
What you’ll do (Role Expectations)
Recruit, mentor, and develop the sales engineering team covering the Americas.
Refine and scale core sales engineering processes including discovery, technical qualification, and proof-of-concept
Partner with sales leadership and clients to design and present business solutions that drive revenue growth
Work within a matrixed environment to promote and support the Data Security Business line through value-based selling
Who You Are (Success Profile)
You thrive in ambiguity. You’re comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
What We’re Looking for (Minimum Qualifications)
- Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
Bachelor’s Degree in Engineering, a related field, or equivalent experience
Proven track record in sales or systems engineering with experience managing and directing a sales engineering team by mentoring, coaching, and developing talent
Technical expertise in Data Protection and web-related technologies
Proven ability to communicate value-based selling in a matrixed GTM environment
What Will Make You Stand Out (Preferred Qualifications)
Experience working with Zscaler or competitive solutions within the Data Protection Market
Deep understanding of SaaS-based technologies and regulatory compliance across EMEA and APJ
Experience teaming with large GTM and Partner Ecosystems in a matrix environment
#LI-remote #LI-AA5
Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.
The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.
Base Pay Range
$194,250—$277,500 USD
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s hybrid working model and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
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