Manager, Sales Engineering

Fireblocks

8d•Remote

About The Position

The world of digital assets is accelerating in speed, magnitude, and complexity, opening the door to new ways for leveraging the blockchain. Fireblocks’ platform and network provide the simplest and most secure way for companies to work with digital assets and it trusted by some of the largest financial institutions, banks, globally-recognized brands, and Web3 companies in the world, including BNY Mellon, BNP Paribas, ANZ Bank, Revolut, and thousands more. The Role The Sales Engineering Manager is a people-first, execution-focused leadership role responsible for the day-to-day effectiveness of the Core Sales Engineering team. This role exists to ensure high-quality, consistent pre-sales execution as the organization scales, while creating a supportive environment where Sales Engineers can do their best work and continue to grow. This is a non-player manager role. The focus is not on owning deals directly, but on coaching, prioritization, execution discipline, and team health. The role partners closely with Sales, Product, and Sales Engineering leadership to ensure Core opportunities are supported effectively and sustainably.

Requirements

3+ years of people management experience, including direct responsibility for coaching, performance management, and professional development of individual contributors.
Experience in Sales Engineering, Solutions Engineering, or similar technical pre-sales roles within B2B SaaS, fintech, digital assets, or infrastructure platforms.
Demonstrated experience leading, coaching, or mentoring technical teams, either formally or informally.
Experience supporting complex, enterprise multi-stakeholder sales cycles.
Strong people leadership skills, with a genuine interest in developing others.
Excellent judgement around prioritisation, scope, and execution quality.
Ability to communicate clearly with both technical and non-technical stakeholders.
Collaborative mindset with comfort working cross-functionally.
Calm, structured approach in fast-moving and ambiguous environments.

Nice To Haves

Familiarity with blockchain, digital assets, or adjacent financial technology ecosystems is strongly preferred, but not required.

Responsibilities

Lead, coach, and develop a diverse team of Sales Engineers
Create an inclusive, high-performance team culture built on trust, collaboration, and continuous learning.
Support individual growth through regular feedback, clear expectations, and career development conversations.
Promote psychological safety, encouraging open discussion, healthy challenge, and shared ownership of outcomes.
Own day-to-day execution quality across Core opportunities, ensuring consistent technical standards and customer experience.
Help Sales Engineers prioritise their time effectively across concurrent opportunities, balancing depth with scale.
Reinforce disciplined qualification and appropriate engagement sizing to avoid over-investment in low-quality opportunities.
Act as an escalation point where prioritisation, scope, or execution risk needs leadership input.
Reinforce consistent application of Fireblocks’ consultative selling approach, including Command of the Message and MEDDPICC.
Support Sales Engineers in structuring discovery, framing value, and positioning Fireblocks clearly and accurately.
Ensure Proofs of Concept, technical workshops, and RFx responses are well-scoped, high quality, and aligned with customer objectives.
Maintain a strong working understanding of the Fireblocks Core platform, including common use cases, integrations, and deployment patterns.
Review and challenge technical approaches where needed to ensure credibility, accuracy, and consistency.
Translate platform updates and new capabilities into practical guidance for the team.
Serve as a sounding board for technical decision-making without becoming a default deal owner.
Partner closely with Sales leadership to align technical support with commercial objectives.
Collaborate with Product, Product Marketing, and adjacent teams to surface field feedback and share customer insights.
Represent the Core Sales Engineering perspective in cross-functional discussions, raising risks or capacity constraints early.