Senior Sales Engineer

September 26

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FOSSA

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Compliance • Cybersecurity • SaaS

FOSSA is a leading platform for open-source risk management, providing developers and security teams with tools to prioritize and fix open source issues. It offers solutions for vulnerability management, license compliance, and SBOM (Software Bill of Materials) management, ensuring organizations can manage open-source software efficiently and securely. FOSSA's platform integrates seamlessly with existing CI/CD pipelines and supports a wide range of languages and tools, making it easy for development teams to maintain compliance with legal and security standards. By automating these processes, FOSSA reduces manual work and helps organizations minimize their legal and security risks associated with open source software.

51 - 200 employees

📋 Compliance

🔒 Cybersecurity

☁️ SaaS

📋 Description

• Drive technical sales cycles: Lead discovery, deliver impactful demos, and guide prospects through RFPs, RFIs, POCs, and technical evaluations. • Be a trusted advisor: Articulate technology and product positioning to both technical and business audiences, from engineering teams to C-level executives. • Partner with Account Executives: Develop winning deal strategies for complex, multi-stakeholder enterprise opportunities. • Build business value: Create compelling cases that highlight ROI and strategic impact for customers across Security, Engineering, and Legal. • Engage stakeholders: Build and nurture relationships with champions and decision-makers across long enterprise sales cycles. • Influence product direction: Channel customer feedback to product and engineering teams to help shape roadmap priorities. • Evangelize FOSSA: Represent the company at industry events, with partners, and in developer-facing content. • Think outside the box: Identify and lead initiatives to continuously improve the customer experience.

🎯 Requirements

• 5+ years of Sales Engineering or technical pre-sales experience, ideally in enterprise software. • Proven track record supporting six-figure+ enterprise deals ($100K+ ACV). • Strong understanding of the software development lifecycle, DevSecOps, or open source ecosystem. • Experience engaging Engineering, Security, and Compliance teams in complex buying cycles. • Hands-on familiarity with DevOps tools (e.g., GitHub, GitLab, Jenkins, Artifactory, Maven) and comfort with scripting or programming (bash, Python, etc.). • Excellent communication skills with the ability to translate technical depth into business impact. • Self-starter with a startup mentality—adaptable, resourceful, and energized by fast-moving environments. • Bachelor’s degree in Engineering, Computer Science, or related technical field (preferred). • Bonus: Background in cybersecurity, DevOps tooling, or software composition analysis (SCA). • Bonus: Experience creating developer-facing content. • Bonus: Familiarity with enterprise procurement processes. • Bonus: Consistent history of exceeding quota in competitive markets. • Bonus: Proficiency with solution selling methodologies.

🏖️ Benefits

• Competitive base salary + commission structure. • Equity participation in a fast-growing category-defining company. • Comprehensive benefits package (health, dental, vision, 401k). • Opportunities for professional growth and career development. • A chance to help build an awesome culture while making a major revenue impact.