Sales Engineering Operations Lead

RegScale is a continuous controls monitoring (CCM) platform that helps organizations automate and scale their security, risk, and compliance programs. We are at an inflection point, transitioning from startup execution to a disciplined, enterprise ready engineering organization, and we are building the team that will take us there. This is a meaningful problem domain: the work you build directly helps organizations manage risk, meet regulatory requirements, and operate more securely at scale.

Mission

The mission for this role is to help RegScale continue to accelerate its hyper-growth sales engine by building the operational foundation within the Sales Engineering function by clearing the administrative and process weight that pulls SEs away from customers. Initial success will be achieved by ramping up on RegScale product knowledge, understanding the systems and processes supporting the sales organization, and establishing the standards, cadence, and measurement that allow the SE team to move efficiently and repeatably across the commercial and federal markets. This role will meaningfully contribute by making RegScale’s adoption of AI best-in-class across everything the SE function does.

Position

The Sales Engineering Operations Lead is an operations leader first and a technical practitioner second. You will build genuine product acumen, enough to provide air cover for the broader team, judge whether an artifact is technically sound, and hold your own in a room with Product Management and Engineering. Your work is making the SE work repeatable, measurable, and faster.

This role is heavily cross-functional by design. Most of what you accomplish will happen through teams you do not own. We need someone dynamic who builds relationships quickly, earns credibility with technical practitioners and executives alike, and can run a project team to a deliverable. The role reports to the Senior Director, Sales Engineering, and aligns tightly with the Sales, BDR, Customer Success, Product Management, Engineering, Marketing, Partner, and Finance teams.

Key Responsibilities

• Drive repeatability in the SE function through standardization of RFP and RFI response, proof-of-value engagements, and demo talk tracks and collateral

• Own AI best practices and rollout throughout the SE organization. Establish the workflows, prompt libraries, and internal knowledge base (product docs, demo scripts, POV artifacts) that power the team’s AI usage and set the standard for what best-in-class AI adoption looks like.

• Own first-line reporting, analytics, and insights for the SE function, in partnership with the Revenue Operations team, including deal velocity, win/loss analysis, capacity planning, and quarterly business review support. The goal is to turn performance into evidence the team and the business can take action upon.

• Support and drive best practices for the transition between the pre-sales and post-sales functions, delivering a seamless customer experience from first demo through value realization.

• Serve as the go-between with Product Management and Engineering by channeling field feedback into the roadmap for net-new capabilities and coordinating SE involvement in the software development and release processes

• Help drive technical enablement for the SE team and partner ecosystem from onboarding to ongoing training tied to the product release cadence, and partner readiness as the ecosystem scales.

Required Skills

• Influence without authority. Has driven adoption of process across teams that do not report directly to them, including what they did when adoption failed.

• Operational rigor: Has built standards and cadence from a blank page, and measures their own work.

• Project leadership. Has run cross-functional project teams to a defined deliverable and date.

• AI fluency and evangelism. Uses AI in their own workflow today and can teach others to.

• Technical credibility. Not a software engineering role, but hands-on fluency with the SE team’s toolset along with enough depth to judge whether a POV outcome or artifact is sound.

• High-growth software experience. Has operated inside a fast-scaling SaaS company

• Dynamic presence. Builds relationships fast; comfortable being the person others bring problems to.

• U.S. Citizenship required. Position is subject to background checks and unannounced drug testing.