Role Overview

As the Systems Engineering Manager, you will set the technical direction for your Systems Engineering team. Working with the Sales Area Director, you and your team will build client relationships, identify cyber risks, and help customers select the right applications from Cato’s platform.

Your expertise and coaching will help the SE team stay current on emerging cyber threats and use modern approaches for prevention.

We are looking for a manager to grow our pre-sales teams through training, field guidance, and product expertise. You will also relay product feedback, feature requests, and enhancement ideas to Product Management based on customer insights.

Working with sales account managers, your team will help customers replace existing technologies, expand Cato’s presence in key accounts, and secure digital transactions with Cato’s products.

Responsibilities

• Recruit, train, and coach Systems Engineers within the territory, helping team members grow in their roles.

   

• Establish and maintain customer relationships to create reference accounts and assist account teams with account planning.

   

• Assist the field SE team with evaluations, proof-of-value exercises, troubleshooting, and issues encountered in client environments.

   

• Deliver technical and strategic content to external audiences, including clients, partners, and employees.

   

• Build relationships with channel partners and their technical teams to ensure they are trained and ready to assist with Cato installations.

   

• Serve as an escalation point for technical issues arising during pre-sales and post-sales stages.

   

• Guide discussions on industry trends and emerging changes in the security landscape that customers need to plan for.

   

• Provide design consultation and best-practice guidance during the pre-sales process for strategic opportunities, with focus on rollout, implementation, and policy conversion.

   

• Offer onboarding, training, and coaching to new and existing team members to maintain high technical proficiency and ownership.

   

• Work with clients and prospective clients to apply best practices in their digital environments.

   

• Assist in defining the periodic SE training curriculum.

   

• Work with the Channel team to ensure Partner SEs are trained and ready to assist with Cato Networks evaluation installations.

   

• Work with Product Management, Technical Marketing, and R&D to define requirements and product features for large customers and relay customer feedback.

Requirements

• Proven experience as a pre-sales Systems Engineering Manager managing a team of skilled technical professionals.

   

• In-depth knowledge of security product market trends, Cato’s roadmap, and technology development efforts.

   

• Willingness to engage with customers alongside account teams.

   

• Experience managing technical teams in a relevant discipline.

   

• General business management skills.

   

• Interest in ongoing education across technology areas relevant to Cato Networks.

   

• Experience working with account executives and system engineering teams to define a technical account plan for the region on a monthly, quarterly, and yearly basis.

   

• Ability to deliver broad security solutions to clients, with knowledge of market positioning and selling strategies.

   

• Experience creating System Engineering enablement tools, such as training materials and demos.

   

• Written and verbal communication skills, plus presentation skills.

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The Role

As a Technical Enablement Associate, you will support the development and delivery of technical enablement programs that drive onboarding and ongoing growth for our pre-sales teams.

This is a hands-on, execution-focused role where you will contribute to technical content, support key enablement platforms, and help deliver a high-impact learning experience for the field.

You will partner closely with Technical Enablement, Product, Engineering, Sales, and Marketing teams while building your expertise in Cato’s platform and pre-sales motions over time.

What You’ll Do

• Support the execution of technical enablement programs for the North America Commercial segment
• Assist in building and maintaining technical content, including presentations, demo scripts, videos, labs, and internal documentation
• Help translate technical concepts into clear, practical guidance for pre-sales teams
• Contribute to onboarding programs and ongoing training sessions for Solutions Engineers
• Deliver portions of training sessions and grow into broader facilitation responsibilities

Platform & Tools Support

• Support the management and improvement of Consensus, including demo content updates and organization
• Assist with administration of Skilljar (LMS), including course updates, user support, and reporting
• Help maintain SharePoint as a centralized enablement hub

Cross-Functional & Growth Focus

• Support product launches and enablement initiatives through content updates and coordination
• Help identify knowledge gaps and contribute to solutions
• Track engagement and usage metrics to support continuous improvement
• Grow into a go-to resource for enablement content and tools

What You Bring

• 1–3 years of experience in technical enablement, pre-sales, customer-facing technical roles, or practitioner experience
• Foundational knowledge in networking, cloud, or cybersecurity
• Strong written and verbal communication skills
• An outgoing, engaging personality with confidence presenting to small and mid-sized groups
• Interest in content creation (presentations, videos, documentation, etc.)
• Familiarity with LMS platforms, demo tools, or content management systems is a plus
• Highly organized with strong attention to detail
• Eagerness to learn and grow in a fast-paced environment
• Strong collaboration skills and a team-first mindset

Preferred Qualifications

• Networking or security certifications (e.g., CCNA, Security+)
• Experience building or supporting demo environments or labs
• Experience supporting enablement or learning platforms (e.g., Skilljar)
• Familiarity with demo automation platforms (e.g., Consensus)
• Experience creating technical training content
• Exposure to network troubleshooting or traffic simulation concepts
• Background in cybersecurity, SASE, networking, or cloud technologies
• Experience presenting or explaining technical concepts in an engaging way

Why This Role Matters

This role ensures our pre-sales teams are equipped with the knowledge, tools, and content they need to effectively represent our platform in real customer conversations.

The content you help build and the platforms you support will directly impact how our solutions are demonstrated and positioned in the field—improving consistency, accelerating onboarding, and strengthening field confidence.

Your work will play a key role in elevating the overall enablement experience and how we communicate value to our customers.

As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.

About the Role

As a Deal Desk Analyst, you will be at the forefront of improving sales processes, boosting sales team productivity, and providing critical support to ensure operational efficiency. Working closely with Sales, Revenue, Legal, and Customer Success teams, you will help streamline deal cycles, deliver actionable insights, and drive operational excellence.

This is a fast-paced role ideal for a detail-oriented, analytical team player with experience in Salesforce and a background in SaaS. If you’re passionate about enhancing performance and scalability within a sales organization, this role is for you!

Key Responsibilities

• Deal Management (Primary Focus):
• Assist in creating and managing deals, starting with quote and proposal generation through to execution.
• Provide guidance on deal economics, commercial terms, and operational requirements, balancing customer needs with company strategies and goals.
• Collaborate cross-functionally with Sales, Customer Success, Legal, Finance, Systems, and other stakeholders to ensure seamless communication, alignment, and efficient progression of non-standard deals.
• Minimize deal cycle time through process optimization and proactive support.
• Sales Enablement:
• Collaborate with the global Sales Operations team to enhance sales productivity.
• Train and empower sales representatives on tools, systems, and best practices.
• Data Analytics & Reporting:
• Develop dashboards and reports to track key sales metrics for leadership and sales teams.
• Provide insights and recommendations based on sales data trends to drive informed decision-making.
• Tool Management:
• Troubleshoot and maintain all sales-support tools to ensure smooth daily operations.
• Continuously improve systems to meet the evolving needs of the business.

What We’re Looking For

• Experience:
• 3+ years in sales operations, business systems, or a related role.
• Prior experience in high-tech SaaS companies or start-ups preferred.
• Strong familiarity with Salesforce and CPQ tools is highly desirable.
• Skills:
• Exceptional organizational and time management skills.
• Analytical mindset with a keen eye for detail and problem-solving.
• Advanced proficiency in Microsoft Excel; experience with Outlook, Word, and PowerPoint.
• Excellent communication skills, both verbal and written.
• Attributes:
• Self-motivated, adaptable, and thrives in a fast-paced, dynamic environment.
• Service-oriented with a positive attitude and a commitment to teamwork.

As an Area Sales Director, you will take sales responsibility for generating all revenue from Northern California in a period of dramatic and expected growth to significant seven-digit revenue numbers. You will personally close numerous high-value new customer wins in the market and lead a team of Sales Directors responsible for new business quota attainment in their assigned territories. As a member of an ambitious global sales organization seeking category leadership, you will be a close collaborator and a highly active and resilient member of the team driving the business forward.

The role will work remotely from a home office and report to AVP Sales, West.

Responsibilities:

• Manage a team of Sales Directors in achieving individual and team quota
• Effectively run and manage all aspects of the sales cycle, quote, negotiate, and assist sales reps in closing complex transactions through the development of executive-level relationships with key prospects
• Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
• Develop the Southeast US market and foster and maintain key relationships with existing and/or potential partners
• Coordinate and manage weekly and monthly one-on-one and team-wide pipeline reviews, meetings, mentoring and training sessions to ensure ongoing improvement and best practice sharing
• Develop and implement corporate objectives scorecards with management to maintain the productivity standard of the sales team
• Attract, hire, coach, on-board and retain top sales talent
• Be a change agent within Cato Networks, help define new models and processes to grow our business
• Maintain highly collaborative relationships with the Presales, Operations, Product, and Customer Success teams
• Make our customers successful!

Requirements:

• Senior sales experience with strong leadership and management track record, a hands-on world-class sales executive
• A Hunter with over 10 years of field and remote sales experience with consistent over-achievement of quotas
• Networking and/or Security solutions B2B sales experience in a highly competitive market
• Enterprise experience selling to C-Level and Technical buyers
• A minimum of 2 years experience managing an individual contributor sales team
• Channel recruitment and enablement experience with demonstrable track record of channel sales success
• Demonstrated ability to accurately forecast sales results
• Strong skill set in contract negotiations
• Ability to work in a rapidly expanding, fast paced environment
• Collaborative approach and demonstrable success in highly team-oriented sales organizations with great communication skills
• Willingness to work hard to make exceptional success happen
• Start-up experience is an advantage
• Experience in selling cloud-based solutions is an advantage
• Computer Science or Engineering degree or work experience is a strong advantage

Cato Networks is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability or veteran status. A reasonable estimate of the salary for this role, at the time of posting, is $350,000 - $420,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skill set, experience, location, training, and certifications.

We’re looking for a Regional Sales Director who shares our enthusiasm for cybersecurity and SaaS innovation. If you're ready to take on the challenge of selling cutting-edge solutions to organizations within a defined territory, we’d love to have you on our team.

What You’ll Do:

• Drive Sales in Your Territory: Own the sales cycle within your assigned region, from prospecting to closing, securing deals with mid-to-large accounts and building lasting relationships.
• Engage with Decision-Makers: Connect with key decision-makers (CIOs, CISOs, CTOs) and align our cybersecurity and SaaS solutions with their business needs.
• Strategic Focus: Position our solutions as integral to customers' long-term success and become a trusted advisor within your territory.
• Manage Sales Cycles: Navigate sales cycles of varying lengths, managing multiple stakeholders and maintaining momentum throughout.
• Leverage Data: Use sales intelligence, win-loss analysis, and pipeline metrics to refine strategies for ongoing success.
• Collaborate & Share Knowledge: Work alongside the sales team, sharing insights and best practices to drive success within the territory.
• Partner for Growth: Develop relationships with local MSSPs, VARs, and other strategic partners to expand market reach and bring solutions to more organizations.
• Stay Informed: Stay ahead of industry trends and help position our solutions as leaders in the market.

What We’re Looking For:

• Experience: 5-7 years of experience in territory sales within cybersecurity, SaaS, or related industries, with proven success in managing sales cycles and engaging with decision-makers.
• Proven Success: A demonstrated history of consistently meeting or exceeding sales quotas and driving revenue growth.
• Industry Knowledge: Strong understanding of cybersecurity, SaaS, or networking solutions, with awareness of current market trends and competitive positioning.
• Relationship-Driven: Ability to build long-term, trust-based relationships with key stakeholders and decision-makers.
• Collaborative: Experience working with partners, MSSPs, VARs, and other strategic collaborators to drive sales and expand business opportunities.

A reasonable estimate of compensation for this role, at the time of posting, is $270,000 - $330,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skill set, experience, location, training, and certifications. If your requirements fall outside of this range, you are still welcome to apply.

As an EEO/Affirmative Action Employer all qualified applicants will receive consideration foremployment without regard to race, color, religion, sex, sexual orientation, gender identity,national origin, disability, veteran status.

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