Senior Sales Engineer

Opening Senior Sales Engineer is a pre-sales, customer-facing role working closely with the Sales team. You'll spend your days in discovery calls, demos, POVs, and deal strategy — not in a NOC or writing production code, but you will also participate in post-sales technical escalation support on occasion, as well as collaborate with customer success and customer onboarding requests. This is not a software or network architect role.” Pre-sales Engineering experience is required. About ZeroTier ZeroTier leads the world in next-generation connectivity and cybersecurity. Our platform provides highly secure, peer-to-peer virtual networks relied upon by millions of users and businesses - from individual users and startups to mid-scale enterprises and Fortune 500 companies. We’re backed by awesome investors including Battery Ventures, Bonfire Ventures, and Anorak Ventures. The Role You are the technical counterpart to our Account Executives and the trusted advisor to buyers across Europe, Africa, Asia, and other parts of the world — from a founder connecting a fleet of Raspberry Pis, to an industrial OT team bridging PLCs across plants, to a defense integrator architecting an air-gapped, post-quantum secure sovereign network. You own the technical win: discovery, solution architecture, demos, and proof-of-value engagements end-to-end, then hand off cleanly to Customer Success. What You’ll Do Own the technical win across the deal cycle: discovery and qualification with AEs, demo, POV design and execution, technical closeRun structured POVs with clear success criteria, mutual action plans, timelines, and exit decisions — for deployments from ten nodes to tens of thousandsDeliver demos and whiteboard sessions that land with audiences from hands-on network engineers to CISOs and procurement executivesWin competitive deals — articulating where ZeroTier beats WireGuard-based stacks and legacy VPN/SD-WAN vendors, and being honest about where it doesn'tAnswer RFPs, RFIs, and security questionnaires, translating NIST, European, and NATO, and post-quantum readiness requirements into concrete architecture answersArchitect across our full surface area: hosted Central, self-hosted controllers, flow rules, bridging, multipath, SSO/OIDC, and ZeroTier Quantum's SaaS, sovereign, and air-gapped modesBridge to Engineering when deals need it — reproduce issues, capture evidence, escalate defects and feature gapsBuild the SE machine: demo environments, reference architectures, battle cards, and POV runbooks that make the whole go-to-market team fasterFeed the field's voice into the product: structured win/loss insights, deployment patterns, roadmap input What We’re Looking For Pre-sales craft comes first. We can teach ZeroTier internals; we can't teach you how to run a deal. 5+ years “customer-facing” in a pre-sales role — Sales Engineer, Solutions Engineer, or Solutions Architect attached to a sales team and a quota. You can point to deals you helped win and explain your role in winning them. Excellent discovery skills: you ask the second and third question, uncover the real problem, and disqualify gracefully when there isn't a fitExecutive presence and range — equally credible whiteboarding Layer 2 internals with a network architect and presenting risk and ROI to a board-level audiencePOV/pilot management as a discipline: success criteria, mutual action plans, crisp status communication, on-time execution in parallelExcellent written communication — architecture docs, follow-up summaries, and RFP responses that are clear, polished, and technically preciseFluent professional English — with the ability to communicate complex technical concepts clearly with customers across Europe and other parts of the world. Additional languages are a plusA builder's mindset for a :30+-person company: low ego, high ownership, comfortable with ambiguity The technical bar (you'll be tested on this, conversationally): Strong networking fundamentals: Layer 2 vs. Layer 3 behavior, routing, NAT and NAT traversal, firewalls, DNS, and overlay/underlay separationComfort at the packet level — Wireshark/tcpdump is a working tool, not a party trickSolid Linux and real cloud experience (AWS/Azure/GCP): VPCs, routing, security groups, hybrid connectivityHands-on familiarity with at least two of: SD-WAN, ZTNA, VPN technologies (WireGuard, IPsec, OpenVPN), container networking, or embedded/IoT connectivityWorking knowledge of SSO/identity (OIDC, SAML, Entra ID/Okta) as it intersects with network accessScripting fluency (Python, Bash) — enough to automate a demo environment and exercise a REST API. ( Rust exp is nice but not critical) The ability to translate all of the above into plain-language business value for a non-cryptographer audience Nice to have Selling into defense, government, or regulated sectors (national Ministries of Defence, NATO, EU institutions, GovCloud, sovereign infrastructure)Familiarity with European cybersecurity and regulatory frameworks, such as NIS2, DORA, the EU Cyber Resilience Act, and European digital sovereignty requirements. Background in OT/industrial environments (Modbus, IEC-61850, SCADA)Prior work at an overlay networking, mesh VPN, ZTNA, or SD-WAN vendorExperience as a first or early SE hire — building the function, not just running playsA working grasp of modern cryptography and the quantum threat model — why "harvest now, decrypt later" makes PQC a today problem — and familiarity with the NIST PQC standards (FIPS 203/204/205), hybrid schemes, and the CNSA 2.0 compliance landscape. Most importantly: the ability to translate this into plain-language business value without oversellingFamiliarity with the NIST post-quantum standards (FIPS 203 / ML-KEM, FIPS 204 / ML-DSA, FIPS 205 / SLH-DSA), hybrid classical + PQC schemes, and crypto-agility as an architectural principleAwareness of the compliance landscape driving adoption: CNSA 2.0, European and NATO cryptographic requirements, and emerging PQC mandates across government and regulated industries How We Work You'll report to the Director of Pre-Sales Engineering & Customer Success and partner daily with Sales, Engineering, and Customer Success. Remote-first, with occasional travel for key customer engagements, POV kickoffs, and industry events. We move quickly, write things down, and hold a high bar for what we put in front of customers. Important: This is a hybrid role based in Utrecht, the Netherlands, with three days per week in our office at Utrecht Central Station and two days working from home. Benfits Benefits Competitive salaryHybrid work environment: we work 3 days at our office at Utrecht Central Station and 2 days from home Equity compensation package Retirement savings plan with employer contribution 25 holiday days of PTO per year Flexible work hours (subject to management approval) Career Enhancement Funds as well as a generous Employee Referral Bonus