At ExtraHop, we're on a mission to protect and empower the connected enterprise. We reveal what is happening in the very infrastructure that sustains businesses, lives, and communities, and ensure the integrity of networks, data, systems, and processes. Organizations rely on ExtraHop to provide visibility into the cyber threats, vulnerabilities, and network performance issues that evade their existing security and IT tools. With this insight, organizations can investigate smarter, stop threats faster, and keep operations running.
Our mission is fueled by a profound social and moral responsibility to be the best at what we do, ensuring a secure world where everyone can thrive. If this sounds like a place you'd like to spend the next chapter of your career, we'd love to hear from you.
Position Summary
As a Principal Sales Engineer, you will have a significant impact on the success of each sales presentation in which you participate and will share in its financial rewards. In this key position, you will contribute directly to the bottom-line health of the company.
As a Principal Sales Engineer, you will lead the technical sales strategy, deliver advanced product demonstrations, and guide customers through complex solution architectures. You'll mentor other sales engineers, collaborate closely with product and engineering teams to align customer feedback with roadmap priorities, and support executive-level discussions. Your deep understanding of our technology, market landscape, and customer challenges will allow you to design and advocate for customer-tailored solutions that drive measurable business outcomes. Additionally, you will proactively resolve pre-sales technical challenges and act as a trusted advisor to both internal teams and customer stakeholders throughout the buying journey.
Key Responsibilities
- 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
Required Qualifications & Experience
- 10-14 years selling Cloud and Cyber Security technology into large Enterprises with direct AWS, Azure or GCP experience.
- Bachelor's degree in computer science, information systems, or related area or demonstration of equivalent knowledge
- Minimum of 5 years of experience working directly with cloud concepts
- Complex and strategic selling experience required
Skills & Competencies
- Deep understanding of enterprise-architecture concepts, risk management, and excellent working knowledge of key protocols across Layers 2-7 (e.g., TCP/IP, HTTP, DNS, SSL/TLS, etc.).
- Expert level understanding of enterprise information technologies across the full OSI stack, cloud concepts (AWS, Azure, GCP).
- In-depth knowledge of Site Reliability Engineering Concepts
- Familiarity with automation and infrastructure as code technologies such as Ansible, Terraform, Cloud Formation
- Conducts highly complex work critical to the organisation
- Excellent organizational, interpersonal, and leadership skills, acts as a role model and a mentor for other sales engineers.
- Excellent communication (verbal and written) and presentation skills with the ability to interact and address Senior executive and technical audiences
- Ability to quickly learn new technologies and have an ongoing desire to stay current with the latest technologies
- Works without supervision with extensive latitude for independent judgement.
- Strong problem-solving skills: must be capable of accurately assessing needs, maintaining a calm business demeanor, and taking quick action to resolve issues
- Works cooperatively with others within the organization and other cross-functional stakeholders
- Works well in fast-paced, high-stress environments.
- Has predictable, reliable attendance.
The base salary range for this role is $180,000 to $190,000 CAD. This is a commission-eligible position with a 70/30 pay mix, for total target compensation of approximately $234,000 to $247,000 CAD at plan. Actual commission earnings are based on individual performance against quota.
ABOUT EXTRAHOP
ExtraHop is reinventing Network Detection and Response (NDR) to offer enterprises unparalleled visibility, context, and control against emerging threats. The platform integrates NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics, providing a single, comprehensive solution. By decrypting and analyzing complete packet-level data at wire speed and leveraging cloud-scale machine learning, ExtraHop empowers Security Operations Centers (SOCs) to detect, investigate, and remediate modern cyber risks in real time across their entire hybrid infrastructure, including data center, cloud, and SASE environments.
This comprehensive approach and market innovation have earned ExtraHop unique recognition as the only NDR vendor acknowledged as a leader by all major analyst firms, including the 2025 Gartner® Magic Quadrant for Network Detection and Response™, the 2025 Forrester® Wave for Network Analysis and Visibility, the 2024 IDC® Marketscape for NDR, and the 2025 Gigamon® Radar Report for Network Detection and Response. Since 2007, ExtraHop has consistently helped organizations worldwide extract in-depth network telemetry and contextual insights, affirming its commitment to protecting and empowering the connected enterprise.
OUR VALUES
Our culture is rooted in our five Values. These set the expectations for how we work individually and collectively as a team.
Lead with Purpose: We are driven to deliver results that create a positive impact for our customers, partners, and colleagues.
Act with Integrity: We operate with transparency, authenticity, and always in the best interest of the company.
Find a Way: We are resourceful, tackle hard problems with a sense of urgency and ownership, and do what it takes to get the job done.
Innovate: We listen to customers, partners, and the market, and respectfully push boundaries and challenge the status quo.
Share Success: We run together, we win together. We value diverse perspectives, hold space for all voices, and achieve the best results as a team.
BENEFITS
Employees' wellbeing is top of mind for the ExtraHop team. Employees and their families will have the option to participate in the following benefits:
- Health, Dental, and Vision Benefits
- Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
- FSA and Dependent Care Accounts + EAP, where applicable
- Educational Reimbursement
- 401k with Employer Match or Pension where applicable
- Pet Insurance (US Only)
- Parental Leave (US Only)
- Hybrid and Remote Work Model
Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today!
To learn more, visit our website or follow us on LinkedIn.
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