ExtraHop

Sales Engineer

• Complete mastery of all ExtraHop demo narratives
• Sufficiently versatile with the ExtraHop platform to conduct any ad-hoc demo upon request
• Key stakeholder in our demo creation/update process
• Maintain documents that are key to the SE workflow; deployment guidelines, POC best-practices, compelling use-cases, etc.
• Guide and mentor new ExtraHop SEs
• Recognized throughout the company as an expert in specific technologies/domains
• Recognized by peer SEs for their significant contributions that have benefited the broader SE community
• Ability to create and deliver public speaking sessions, blog posts, social media activity and analyst interactions.
• Interface with Product Management to relay market demands from prospects/customers and play a role in shaping the product roadmap
• Play an active role in the continuous refinement of our POC process; scoping questions/materials, output documents and best practices for aligning POC results to compelling business value
• Become an acknowledged expert in one or more competitive products and lend assistance to other SEs that encounter that vendor
• Identify new areas of opportunity/revenue growth based on your customer/industry relationships and knowledge of the verticals we support
• Expert SFDC user very familiar with our use of the tool and capable of suggesting improvements to our SFDC workflows that would benefit the SE organization
• Considers the business at-large when advocating for product/process changes and is able to assess the situation from the perspective of other organizations within the company
• Actively drives changes to SE/company processes; comes up with an idea, vets it with peers/leadership, fleshes it out and leads the execution in concert with other internal stakeholders
• Expert-level understanding of the sales process; incorporates business requirements into the demo narrative, ensures POC outcomes are aligned with business impact, able to quickly/accurate qualify an opportunity
• Mastery of solution design; capable of translating customer input into a solution architecture that seamlessly aligns with the business proposal being developed by the RSM

Principal Sales Engineer

Salesforce Administrator

• Manage user accounts, profiles, permissions, and roles in Salesforce.
• Assist in building, maintaining, and supporting Salesforce CPQ implementations, and stay updated on the Quote-to-Cash product suite.
• Customize Salesforce using declarative tools like Flows, Validation Rules, and Page Layouts. Leverage Einstein where appropriate.
• Ensure data integrity through tasks such as deduplication and data imports/exports.
• Provide support to end-users, troubleshoot system issues, and assist with system enhancement requests.
• Assist in creating and maintaining reports and dashboards to help business teams make data-driven decisions within Standard reporting and CRM analytics.
• Support user training on Salesforce features and maintain system documentation.
• Evaluate platform performance and recommend improvements to enhance user experience.
• Help automate business processes using Salesforce tools like flows, approvals, and scheduled jobs.
• Assist with Salesforce updates, testing new features, and ensuring smooth integration with business processes.

Senior Salesforce Administrator

• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization.
• Drive customer discovery efforts to uncover requirements for ExtraHop solutions
• Proactively mitigate technology-related buying objections from the sales opportunities
• Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market
• Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated
• Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement
• Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners
• Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM.
• Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs.
• Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs.
• Provide post-sales follow-up, technical training, and consulting
• Help with post-implementation support for key customers
• Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience
• Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers
• Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development

Senior Sales Engineer

Data Engineer

• Design, develop, test, and maintain AI/ML models and pipelines powering ExtraHop's products.
• Monitor, evaluate, refine, and optimize algorithms to improve accuracy and reduce false positives for model-based behavioral detectors.
• Participate in agile development processes, code reviews, and technical strategy discussions.
• Collaborate with cross-functional teams to ensure that AI/ML features are integrated seamlessly into the broader product architecture.
• Provide technical leadership to junior team members and leverage design and mentorship experience to enable the broader team.
• Act as a technical expert, fostering a culture of excellence, curiosity, and collaborative problem solving.
• Write clean, maintainable, and efficient code while adhering to best practices.
• Address technical debt proactively, continually improving our codebase and technical stack.
• Stay current on the latest cybersecurity threats, trends, and technologies to contribute to product enhancements.
• Assist in the documentation of product features, technical specifications, and engineering guides.

Senior Software Engineer, Data Science

Machine Learning Engineer

• Work as a product owner to deliver on the product vision and feature priorities. You should have a strong track record of making tough tradeoffs to balance scope, quality, supportability, performance, and time criticality.
• Guide the team through design/implementation for complex technical projects.
• Work closely with the internal stakeholders to ensure the product meets quality/stability requirements of enterprise customers, leveraging experience inventing and improving technology of performance/stability/scale.
• Manage end to end product ownership, from planning and design to on call product support. Manage/fix/communicate issues that arise during escalations/customer issues.

Manager, Engineering – ML Infrastructure & Tooling

Sales

• Consistently meet and exceed assigned sales targets by securing new Federal accounts and expanding revenue within existing government customer installations.
• Proactively identify prospects for ExtraHop products through targeted cold calls, diligent lead follow-up, and in-person meetings with Federal decision-makers.
• Engage with senior executives within government agencies to thoroughly understand their mission-critical business requirements, decision-making processes, and funding mechanisms.
• Deliver compelling presentations and demonstrations of ExtraHop products tailored to the specific needs and challenges of Federal customers.
• Provide valuable customer and competitor feedback, along with pertinent field intelligence, to inform product development and sales strategies for the Federal market.
• Prepare and rigorously implement strategic sales account plans for all Federal customers, actively identifying business growth opportunities within the assigned government customer base.
• Ensure seamless collaboration between Federal resellers, field sales engineers, and management throughout the sales process, including lead generation, opportunity registration, accurate revenue forecasting, and adherence to established revenue goals.
• Work strategically with Federal resellers and integrators to cultivate and expand business within your assigned territory.
• Prepare and maintain an accurate and comprehensive sales forecast for your Federal territory.
• Actively network within Federal customer organizations and related government industry groups.

Principal Sales Engineer

Senior Salesforce Administrator

Senior Sales Engineer

Senior Software Engineer, Data Science

Manager, Engineering – ML Infrastructure & Tooling

Regional Sales Manager – Federal