About this role.
ExtraHop is seeking a senior pre-sales technical professional to lead strategic cybersecurity sales engagements for financial-services enterprise customers. The role combines solution architecture, executive discovery, technical demonstrations, proof-of-concept delivery, proposal support, and technical deal strategy. Candidates need at least seven years of enterprise network and cybersecurity selling experience, including routing, switching, firewall technologies, cloud platforms, and Layer 2–7 protocols. The Senior Sales Engineer will also mentor peers, influence product direction through field feedback, support post-sale adoption, and maintain partner relationships. Success depends on translating complex network detection and response capabilities into measurable security and business outcomes.
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 with a discovery workshop to define security objectives, priority use cases, success criteria, stakeholders, data sources, and an implementation timeline. I would validate network placement and access requirements, deploy the solution, guide the customer through relevant detections and network insights, and provide regular progress updates. I would conclude with an executive-ready readout that maps demonstrated value to the agreed technical and business outcomes.
For the SOC analyst, I focus on workflows, telemetry, detections, investigation context, integrations, and response efficiency. For the CISO, I frame the discussion around risk reduction, visibility gaps, resilience, operational impact, and measurable outcomes. The underlying architecture remains consistent, but the level of technical detail and value narrative is tailored to the audience.
I would first clarify what tools are in place, which use cases they cover, and where analysts still encounter blind spots or investigation delays. I would then use discovery findings and a targeted demonstration to show how packet-level visibility, contextual analytics, and integrations can complement—not necessarily replace—the existing stack. The goal is to establish a differentiated outcome tied to their specific threat detection and operational priorities.
I would assess network topology, traffic volumes, encryption patterns, data center and cloud presence, segmentation, critical applications, existing security controls, SIEM/SOAR workflows, identity context, and operational ownership. I would also identify regulatory requirements, incident-response processes, deployment constraints, and the customer's intended success metrics. This enables accurate architecture design, BOM scoping, and risk management for the engagement.
I capture recurring field feedback in a structured way, separating urgent deal blockers from broader market patterns and validated customer needs. I share evidence-based feedback with product management, including use cases, business impact, competitive context, and proposed priorities. At the same time, I maintain clear expectations with customers and sales teams so that roadmap conversations do not distract from delivering value with currently available capabilities.
At ExtraHop, we’re on a mission to protect and empower the connected enterprise. We reveal what is happening in the very infrastructure that sustains businesses, lives, and communities, and ensure the integrity of networks, data, systems, and processes. Organizations rely on ExtraHop to provide visibility into the cyber threats, vulnerabilities, and network performance issues that evade their existing security and IT tools. With this insight, organizations can investigate smarter, stop threats faster, and keep operations running.
Our mission is fueled by a profound social and moral responsibility to be the best at what we do, ensuring a secure world where everyone can thrive. If this sounds like a place you’d like to spend the next chapter of your career, we’d love to hear from you.
Position Summary
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.
Key Responsibilities
- Lead technical strategy across the full sales lifecycle, aligning ExtraHop’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 ExtraHop solutions
- Proactively mitigate technology-related buying objections from the sales opportunities
- Demonstrate ExtraHop’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/presenting a summary of the value demonstrated
- Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop 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.
- 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 ExtraHop and advocate on our behalf with their customers
- Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development
Required Qualifications & Experience
- 7+ years selling Network and Cyber Security technology into large Enterprises with experience in routing/switching/firewall technology
- Bachelor’s degree in computer science, information systems, or related area or demonstration of equivalent knowledge
- Complex and strategic selling experience required
Skills & Competencies
- Deep understanding of enterprise-architecture concepts, risk management, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.).
- Knowledge of emerging agentic SOC and NOC workflows
- Broad understanding of enterprise information technologies across the full OSI stack, cloud concepts (AWS, Azure, GCP).
- In-depth knowledge of Site Reliability Engineering Concepts
- Excellent organizational, interpersonal, and leadership skills
- Outstanding communication (verbal and written) and presentation skills with the ability to address both executive and technical audiences
- Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies
- Ability to focus on results while working independently when given a broad direction and desired results
- Ability to adapt to changing goals based on customer demands and market conditions while working with development and sales teams
- Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues
- Works cooperatively with others within the organization and other cross-functional stakeholders
- Works well in fast-paced, high-stress environments.
- Has predictable, reliable attendance.
The salary range for this role is $150,000 – $165,000 with a 70/30 split + benefits
ABOUT EXTRAHOP
ExtraHop is reinventing Network Detection and Response (NDR) to offer enterprises unparalleled visibility, context, and control against emerging threats. The platform integrates NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics, providing a single, comprehensive solution. By decrypting and analyzing complete packet-level data at wire speed and leveraging cloud-scale machine learning, ExtraHop empowers Security Operations Centers (SOCs) to detect, investigate, and remediate modern cyber risks in real time across their entire hybrid infrastructure, including data center, cloud, and SASE environments.
This comprehensive approach and market innovation have earned ExtraHop unique recognition as the only NDR vendor acknowledged as a leader by all major analyst firms, including the 2025 Gartner® Magic Quadrant for Network Detection and Response™, the 2025 Forrester® Wave for Network Analysis and Visibility, the 2024 IDC® Marketscape for NDR, and the 2025 Gigamon® Radar Report for Network Detection and Response. Since 2007, ExtraHop has consistently helped organizations worldwide extract in-depth network telemetry and contextual insights, affirming its commitment to protecting and empowering the connected enterprise.
OUR VALUES
Our culture is rooted in our five Values. These set the expectations for how we work individually and collectively as a team.
Lead with Purpose: We are driven to deliver results that create a positive impact for our customers, partners, and colleagues.
Act with Integrity: We operate with transparency, authenticity, and always in the best interest of the company.
Find a Way: We are resourceful, tackle hard problems with a sense of urgency and ownership, and do what it takes to get the job done.
Innovate: We listen to customers, partners, and the market, and respectfully push boundaries and challenge the status quo.
Share Success: We run together, we win together. We value diverse perspectives, hold space for all voices, and achieve the best results as a team.
BENEFITS
Employees’ wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:
- Health, Dental, and Vision Benefits
- Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
- FSA and Dependent Care Accounts + EAP, where applicable
- Educational Reimbursement
- 401k with Employer Match or Pension where applicable
- Pet Insurance (US Only)
- Parental Leave (US Only)
- Hybrid and Remote Work Model
Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today!
To learn more, visit our website or follow us on LinkedIn.
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