Principal Sales Engineer

Company Overview

ExtraHop is dedicated to safeguarding and empowering connected enterprises by delivering comprehensive visibility into the infrastructures that support businesses and communities. The company’s solutions enable organizations to detect cyber threats, vulnerabilities, and network issues that standard security tools may miss, thereby enhancing operational security and efficiency.

Position Summary

The Principal Sales Engineer plays a crucial role in driving sales success by leading technical engagements, delivering sophisticated product demonstrations, mentoring team members, and directly contributing to the company’s revenue. This role involves collaborating cross-functionally to influence product development and refining sales processes to align with customer needs and business outcomes.

Key Responsibilities

• Master ExtraHop's demonstration narratives and be capable of performing any on-demand product demo.
• Contribute as a vital stakeholder in demo content creation and updates.
• Maintain essential documentation such as deployment guidelines, best practices for proof of concept (POC), and relevant use cases.
• Provide guidance and mentorship to newly hired sales engineers.
• Establish expertise in specific technologies or domains and be a recognized leader within the sales engineering community.
• Create and deliver public presentations, blog content, social media engagement, and analyst interactions.
• Collaborate closely with Product Management to incorporate market feedback into the product roadmap.
• Continuously improve the POC process regarding scoping, documentation, and aligning results with business value.
• Develop expertise in competitors' offerings and support colleagues with competitive analysis.
• Identify new business opportunities and revenue streams based on customer and industry insights.
• Exhibit advanced proficiency in Salesforce CRM, suggesting workflow enhancements for sales engineers.
• Drive company-wide process improvements by proposing, validating, and leading implementation efforts.
• Demonstrate expert understanding of the sales cycle, aligning demos and POCs with business impacts and accurate opportunity qualification.
• Create tailored solution architectures that complement business proposals developed by sales teams.

Required Experience and Qualifications

• 10 to 14 years of experience selling cloud and cybersecurity solutions to large enterprises, including direct experience with AWS, Azure, or Google Cloud Platform.
• Bachelor’s degree in computer science, information systems, or a related discipline, or equivalent demonstrated expertise.
• At least 5 years of hands-on exposure to cloud technologies and concepts.
• Proven capability in complex and strategic sales engagements.

Technical Skills and Competencies

• Comprehensive knowledge of enterprise architecture, risk management, and deep understanding of network protocols across OSI layers 2 through 7 (TCP/IP, HTTP, DNS, SSL/TLS, etc.).
• Expertise in enterprise IT infrastructure spanning the full OSI model and major cloud platforms (AWS, Azure, GCP).
• Strong familiarity with Site Reliability Engineering principles.
• Experience with infrastructure automation and as code tools such as Ansible, Terraform, and CloudFormation.
• Ability to independently handle highly complex tasks critical to organizational success.
• Outstanding organizational, interpersonal, and leadership capabilities; recognized as a mentor and role model.
• Exceptional communication and presentation skills suitable for senior-level technical and executive audiences.
• Quick adaptability to new technologies with a strong motivation for continuous learning.
• Autonomous work style with sound judgement and problem-solving in high-stress environments.
• Collaborative approach working effectively with internal teams and external stakeholders.
• Dependable attendance and professional conduct.

Compensation

The base salary range is CAD 180,000 to CAD 190,000 annually, with an additional commission component based on a 70/30 base-to-commission split. Total target compensation ranges from approximately CAD 234,000 to CAD 247,000 depending on quota achievement.

Company Culture and Values

ExtraHop values purposeful leadership, integrity, resourcefulness, innovation, and shared success. These guiding principles shape their collaborative and inclusive environment where diverse perspectives are valued and success is a collective achievement.

Benefits

• Comprehensive medical, dental, and vision plans.
• Flexible paid time off, sick leave prorated by hire date, federal holidays (U.S.), and paid volunteer time.
• Eligibility for annual discretionary bonuses in non-commission roles.
• Flexible Spending Accounts, Dependent Care Accounts, and Employee Assistance Programs as applicable.
• Education reimbursement opportunities.
• Retirement savings plans including 401(k) with employer match or pension programs as relevant.
• Pet insurance and parental leave available for U.S. employees.
• Options for hybrid and remote work arrangements.

Additional Information

This position is remote but based in Vancouver, British Columbia, Canada. Candidates with appropriate qualifications and experience in cloud cybersecurity sales are encouraged to apply to join a market-leading company committed to innovation and employee well-being.