Director of Sales Engineering

Director of Sales Engineering

Location: Remote / Hybrid, U.S.
Department: Sales / Revenue
Reports to: VP of Sales
Travel: Approximately 25–35% for customer meetings, executive briefings, field enablement, and industry events
 

About ServiceChannel

ServiceChannel helps multi-location brands optimize facilities operations through software, data, automation, service-provider marketplace capabilities, and managed services. Our platform gives facilities, operations, procurement, finance, and service-provider teams the visibility and workflows they need to improve uptime, control spend, reduce manual work, and deliver better guest and employee experiences across every location.

About the Role

ServiceChannel is hiring a Director of Sales Engineering to lead and scale a high-performing pre-sales organization supporting our enterprise growth strategy. This leader will own the technical and value-selling motion across discovery, solution design, product demonstrations, executive presentations, RFPs, proof-of-concept strategy, and cross-functional deal support.

The ideal candidate is a strong people leader and operator who can coach Sales Engineers, partner tightly with Sales leadership, and translate complex facilities, data, marketplace, integration, and AI-enabled workflow capabilities into clear business value for enterprise buyers. This role is critical to improving win rates, accelerating sales cycles, increasing deal quality, and ensuring prospects understand how ServiceChannel can transform facilities performance at scale.

What You’ll Do

• Lead, coach, and develop a team of Sales Engineers / Solution Consultants supporting enterprise and commercial opportunities.
• Partner with Sales leadership to improve technical sales strategy, account planning, discovery quality, demo execution, mutual action plans, and late-stage deal conversion.
• Build scalable pre-sales processes, playbooks, demo standards, qualification frameworks, and enablement programs.
• Own the quality of solution discovery, business-value mapping, platform storytelling, technical validation, and executive-level presentations.
• Help prospects understand how ServiceChannel supports work order management, asset management, provider performance, spend visibility, compliance, integrations, managed services, marketplace strategy, and AI-enabled facilities workflows.
• Support strategic deals directly as an executive pre-sales leader, including complex enterprise evaluations, procurement cycles, security reviews, and senior stakeholder meetings.
• Partner with Product, Marketing, Customer Success, Implementation, and Operations to translate market feedback into sharper positioning, roadmap input, and stronger customer outcomes.
• Improve the team’s use of CRM, demo environments, discovery notes, win/loss insights, and performance metrics.
• Establish a culture of preparation, commercial judgment, customer empathy, continuous improvement, and crisp execution.

What Success Looks Like

Within 6–12 months, you will have improved pre-sales consistency, elevated demo and discovery quality, strengthened Sales/SE operating cadence, increased executive confidence in complex deals, and created a measurable impact on win rate, sales-cycle velocity, technical validation, and pipeline conversion.

What You Bring

• 8+ years of experience in Sales Engineering, Solution Consulting, Value Engineering, Technical Pre-Sales, or related enterprise SaaS roles.
• 3+ years leading Sales Engineering or Solution Consulting teams.
• Proven success supporting complex B2B SaaS sales cycles with multiple stakeholders, technical validation, procurement, security, integration, and executive approval steps.
• Strong ability to connect platform capabilities to business outcomes, ROI, operational efficiency, risk reduction, and customer experience.
• Experience coaching teams on discovery, demo strategy, storytelling, objection handling, and executive communication.
• Working knowledge of enterprise SaaS architecture, APIs/integrations, data workflows, analytics, implementation handoffs, and customer lifecycle considerations.
• Strong cross-functional instincts with Product, Sales, Marketing, Customer Success, Services, and Implementation teams.
• Operational discipline with CRM hygiene, forecasting inputs, deal inspection, process improvement, and performance management.
• Excellent written and verbal communication skills, with the ability to influence technical and non-technical audiences.

Preferred Qualifications

• Experience in facilities management, field service, asset management, procurement, service marketplaces, retail operations, restaurant operations, healthcare operations, or other multi-location operating environments.
• Experience selling to Facilities, Operations, Procurement, Finance, Real Estate, IT, or executive stakeholders.
• Familiarity with AI-enabled workflow automation, analytics, or data-driven enterprise transformation.
• Experience leading distributed teams in a remote or hybrid environment.

Benefits

ServiceChannel offers a comprehensive benefits package, including medical, dental, vision, life and disability insurance, HSA options, 401(k), wellness programs, paid parental leave, tuition reimbursement, paid time off to volunteer, and other benefits designed to support balanced, well-rounded lives.

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. 

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. 

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. 

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

Fortive: For you, for us, for growth.