Director, Sales Engineering

ABOUT THE ROLE

FirstLight Fiber is seeking a Director of Sales Engineering to lead and scale a high-performing Sales Engineering team that supports revenue growth, customer acquisition, and retention across our fiber-based solutions portfolio. This role is ideal for a proven leader who blends deep technical and product expertise with strong sales instincts, business acumen, and the ability to inspire and develop top talent.

As a senior leader within the Sales organization, you will partner closely with Sales, Product, and Operations to deliver differentiated, customer-centric solutions that align technical architectures with business outcomes.

WHAT YOU'LL DO

Lead & Develop the Team

• Build, coach, and retain a high-performing team of Sales Engineers
• Set clear expectations, performance standards, and career development plans
• Foster a culture of accountability, collaboration, and continuous improvement

Drive Revenue & Sales Excellence

• Serve as a strategic partner and trusted advisor to Sales leadership and Account Executives
• Support complex, high-value opportunities from strategy through close
• Influence deal positioning, competitive differentiation, and solution design
• Participate in key customer and executive-level engagements

Own Technical & Product Excellence

• Ensure mastery of FirstLight's product portfolio, including:

• Fiber-based Ethernet, DIA, Wave, and Dark Fiber

• Data center, colocation, and interconnection services

• Cloud connectivity, managed, and professional services

• Network resiliency, diversity, and custom WAN architectures

• Oversee the design of scalable, reliable, and commercially sound customer solutions

Apply Strong Business Acumen

• Align Sales Engineering resources to pipeline demand and strategic priorities
• Contribute to forecasting, pipeline reviews, and opportunity inspections
• Identify and implement process improvements that increase efficiency and scalability
• Balance customer needs with margin, cost, and operational considerations

Collaborate Cross-Functionally

• Partner with Product, Operations, Service Delivery, and Network Engineering to ensure solution feasibility and successful handoff
• Provide field feedback to influence product strategy and roadmap decisions

WHAT YOU BRING

• Seasoned Sales Engineering professional with demonstrated experience managing and scaling technical pre-sales teams

• Proven people leader with the ability to coach, mentor, and develop Sales Engineers while driving accountability and results

• Strong sales acumen with a track record of influencing complex deal strategy and outcomes

• Hands-on experience supporting, managing, and implementing solutions across:

• Cloud services and cloud connectivity

• Security solutions (network, edge, and cloud-adjacent)

• Data center and colocation services

• Fiber-based transport solutions including Ethernet, DIA, Wave, and Dark Fiber

• Deep understanding of WAN architectures, IP networking, and integrated hybrid solutions

• Consultative selling mindset with the ability to translate customer business needs into scalable technical and commercial solutions

• Strong business and financial acumen, including pricing strategy, margins, and cost drivers

• Excellent communication, presentation, and executive-level customer engagement skills

• Ability to thrive in a fast-paced, growth-oriented environment

EXPERIENCE & EDUCATION

• Bachelor's degree in Engineering, Computer Science, Business, or a related field preferred
• 8-12 years of experience in Sales Engineering, Solutions Engineering, or technical sales roles
• 3-5+ years of people leadership experience preferred
• Equivalent combinations of education and experience will be considered

WHY FIRSTLIGHT

At FirstLight Fiber, you'll play a critical role in shaping how we bring advanced fiber-based solutions to market. We offer a collaborative culture, meaningful growth opportunities, and the chance to lead a team that directly impacts customer success and company performance.

FirstLight Fiber is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.