Principal Sales Engineer

Pantheon WebOps Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale WordPress and Drupal sites to reach billions of people globally. Pantheon’s multitenant, container-based platform enables organizations to manage all of their websites from a single dashboard. Organizations including Clorox and the United Nations drive results through accelerated development and real-time publishing using Pantheon’s collaborative workflows.

We are looking for a Principal Sales Engineer who will act with broad independence to define organizational and functional standards and direct large-scale projects with cross-functional influence, making key technical and strategic decisions.

1. → Strategic Deal Execution:

• →Lead technical strategy and execution on Pantheon's most complex enterprise opportunities, including multi-product portfolio deals, competitive displacements, and large-scale migrations.
• →Develop and deliver tailored technical narratives, demos, POCs, and proof-of-value engagements for strategic accounts.
• →Build and present technical proposals, RFP responses, and TCO analyses for high-value pursuits.
• →Navigate complex buying committees across developer, marketing, and CIO/CTO personas.
• →Partner with Professional Services, Customer Success, and Product to ensure technical feasibility and successful handoffs.
• →Capture and codify successful technical strategies from complex enterprise deals, establishing new playbooks and global best practices for the broader Sales Engineering organization.

1. → Organizational Leadership and System Building:

• →Act with broad independence, making key decisions to define and shape organizational and functional standards, while leading complex, large-scale projects that influence GTM strategy and product roadmap across functions.
• →Act as a trusted advisor, establishing systems for customer feedback loops to proactively identify and propose solutions for new problem spaces.
• →Define and build scalable systems for Sales Engineer enablement and continuous improvement across the organization.
• →Represent Pantheon within the broader technical community — defining Pantheon’s technical narrative on modern web architecture and field enablement.
• →Provide deep, continuous mentorship and coaching to Sales Engineers across the organization, raising the bar for technical quality and strategic engagement on complex opportunities.

• 10+ years in Sales Engineering, Solutions Consulting, or a customer-facing technical role within SaaS or enterprise software.
• Proven ability to drive technical wins and revenue impact in complex, consultative sales cycles.
• Strong technical acumen across modern web infrastructure, CMS, and development workflows (WordPress, Drupal, Next.js).
• Exceptional communication and presentation skills — able to translate technical value for business and technical audiences alike.
• Deep curiosity and a growth mindset; comfortable navigating ambiguity and learning continuously.
• Collaborative, team-first approach with a bias for action and measurable outcomes
• Proven track record of proactive ownership in identifying new problem spaces (e.g., process gaps, competitive threats, technical enablement deficits) and designing scalable, measurable, organization-wide solutions.
• Willingness and ability to travel domestically and internationally up to 25% for client engagements, conferences, and internal leadership sessions.