Senior Director, Sales Engineering - Majors

The role

Lead the pre-sales engineering organization for Zscaler's highest-revenue Major accounts in the region. Manage first-line Systems Engineering Directors, Principal Architects and senior engineers, working with Area Vice Presidents of Sales on technical go-to-market execution.

What you will do

• Partner with Regional Sales VPs on quarterly territory reviews, account tiering and technical coverage planning.
• Balance and govern SE team capacity across accounts, focusing resources where win probability and deal value are highest.
• Manage technical win rates, POV cycle times and resource utilization across the region.
• Enforce entry and exit criteria for customer evaluations, including documented executive business goals and CISO/CIO alignment.
• Act as executive technical sponsor on flagship deals.
• Drive technical pipeline generation and expansion within existing Major accounts.
• Hire, develop and retain SE Directors, SE Managers, Principal Architects and Senior SEs.
• Run field retrospectives and give data-backed product feedback to Product Management and Engineering.
• Drive adoption of AI tooling across the organization for RFP responses, discovery and solution modeling.

Required qualifications

• 12+ years of technical pre-sales engineering experience in enterprise software, cybersecurity, cloud architecture or networking infrastructure.
• 5+ years in a formal leadership role, managing managers or leading large distributed field engineering organizations ($100M+ ARR scope).
• Demonstrated curiosity and active use of AI tools to improve workflows.
• Proven track record partnering with senior sales leadership on quota attainment, capacity forecasting and MEDDPICC-governed sales motions.
• Deep knowledge of Zero Trust principles, SASE/SSE architectures, cloud security and enterprise networking.

Nice to have

• Prior experience establishing or overhauling POV governance frameworks and improving technical win rates.
• Strong AI fluency using coding assistants, LLMs and Generative AI tools.
• Direct experience engaging Fortune 500 / Global 2000 C-level security and IT executives.
• Track record of incorporating AI-assisted engineering tools into pre-sales workflows.
• Bachelor's or Master's degree in Computer Science, Engineering, Information Systems or equivalent enterprise experience.

Benefits

• Various health plans.
• Time off plans for vacation and sick time.
• Parental leave options.
• Retirement options.
• Education reimbursement.
• In-office perks.

Before you apply

• Zscaler complies with applicable federal, state and local pay transparency rules.
• Accommodations are available in the recruiting process for candidates who are differently abled, neurodivergent, or need pregnancy-related support.

About the company

Zscaler (NASDAQ: ZS) provides a cloud security platform, the Zero Trust Exchange, that protects customers from cyberattacks and data loss. The company is committed to equal employment opportunity and an inclusive workplace.