Manager, Sales Engineering

About the Role

We are seeking a Manager, Sales Engineering – EMEA to lead a team of Sales Engineers supporting opportunities across the region. Reporting to the Senior Director of Sales Engineering, this role will focus on elevating pre-sales execution, strengthening AE partnership, and driving consistency in how we engage customers across complex, multi-country deals.

This leader will play a key role in advancing a value- and outcomes-based pre-sales motion, ensuring discovery, solution positioning, and demonstrations clearly articulate the value of the Sovos platform to enterprise and mid-market customers throughout Europe.

What You’ll Do

Lead & Develop a High-Performing Team

• Manage, coach, and develop a team of Sales Engineers aligned to regional Account Executives
• Reinforce a culture of accountability, collaboration, and continuous improvement
• Support hiring, onboarding, and ongoing skill development across the team
• Provide hands-on coaching in discovery, demos, and deal strategy

Drive Strong Pre-Sales Execution

• Ensure consistent execution of structured discovery focused on customer outcomes, risks, and requirements
• Guide the team in delivering clear, compelling, and tailored demonstrations
• Support deal strategy and positioning across complex opportunities, including multi-country engagements
• Act as a point of escalation for high-priority deals

Strengthen AE & Cross-Functional Alignment

• Partner closely with Sales leadership to align on priorities, pipeline coverage, and deal strategy
• Foster strong working relationships between Sales Engineers and Account Executives
• Collaborate with Product, Product Marketing, and Professional Services to ensure alignment on messaging and solution fit
• Ensure smooth transition from pre-sales to delivery through clear documentation and expectations

Operationalize Best Practices

• Reinforce standardized approaches to discovery, demos, and technical validation
• Track and improve key metrics such as win rates, deal progression, and SE utilization
• Identify gaps in tools, content, or processes and drive improvements
• Support regional consistency while adapting to country-specific nuances

What We’re Looking For

• 6–10 years of experience in Sales Engineering / Pre-Sales
• 2+ years of people management or team leadership experience
• Experience supporting enterprise or mid-market sales cycles in Europe
• Strong understanding of complex, multi-stakeholder deal environments
• Ability to coach teams on value-based selling, discovery, and storytelling
• Strong collaboration skills across Sales, Product, and Services teams
• Comfortable operating in a fast-paced, matrixed, and global environment

Preferred:

• Experience in tax, compliance, or regulatory technology (e.g., e-invoicing, VAT, CTC)
• Familiarity with multi-country European business and regulatory requirements
• Experience with structured sales methodologies (MEDDICC, Challenger, etc.)
• Multilingual capabilities are a plus

Sovos is a global provider of tax, compliance and trust solutions and services that enable businesses to navigate an increasingly regulated world with true confidence. Purpose-built for always-on compliance capabilities, our scalable IT-driven solutions meet the demands of an evolving and complex global regulatory landscape. Sovos' cloud-based software platform provides an unparalleled level of integration with business applications and government compliance processes.

More than 100,000 customers in 100+ countries -- including half the Fortune 500 -- trust Sovos for their compliance needs. Sovos annually processes more than three billion transactions across 19,000 global tax jurisdictions. Bolstered by a robust partner program more than 400 strong, Sovos brings to bear an unrivaled global network for companies across industries and geographies. Founded in 1979, Sovos has operations across the Americas and Europe, and is owned by Hg and TA Associates. For more information visit http://www.sovos.com and follow us on LinkedIn and Twitter.