Director, SE

About Delinea: Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure. Role Overview Join Delinea as Sales Engineering Director for Northern Europe and shape how the world’s leading identity security platform is positioned and demonstrated to enterprise customers. In this role, you will build and mentor a team of 5-7 Sales Engineers across the region, develop technical strategy, and directly influence Delinea’s competitive positioning in the market. This role is based in the UK. You will report to the EMEA VP of Sales Engineering, work directly with regional leadership, and own the technical narrative for one of Delinea’s most strategic markets. This is an opportunity to lead at scale, invest in people, and help organisations embrace Zero Standing Privilege. Key Responsibilities Build and mentor the SE team Lead a team of 5-7 Sales Engineers, supporting individual development, career growth, and technical skill advancement. Establish an SE onboarding program with milestones that drive demo proficiency in 90 days or less, and embed coaching and mentorship practices across the team. Develop SE strategy and technical positioning Create a sustainable SE operating model for Northern Europe. Align technical messaging with market opportunity and competitive landscape. Identify and align KPIs with Sales Leadership so the SE function is clearly aligned to the business. Uphold demo & POC standards that include competitive trapping, Delinea value positioning, and business value alignment tailored to Northern European market requirements. Drive customer outcomes and win rates Work directly on high-value and complex deals. Support the sales team with technical validation, architecture design, and customer proof outcomes. Directly contribute to regional revenue, pipeline creation, and technical win rate targets. Partner across the organisation Establish a cross-functional program to regularly engage Product Management as Delinea’s “voice of the client,” ensuring Northern European requirements are communicated back to Product & Engineering leaders. Collaborate with Marketing and Customer Success to translate customer feedback into go-to-market opportunities. What You’ll Bring (Required) Demonstrated track record driving SE org scaling, team development, and customer outcomes across multiple markets; 2+ years management experience or equivalent impact from varied backgrounds Strong technical foundation in enterprise security, identity management, PAM, or infrastructure security Direct experience with customer POCs, demos, and solution architecture in complex enterprise sales cycles Comfortable mentoring teams through ambiguity and ownership of regional outcomes Nice-to-Have Experience in privileged access management, zero trust, or identity security space Familiarity with emerging security threats: non-human identities (NHI), AI agents, runtime authorization Experience managing distributed SE teams across multiple time zones and cultures Track record of building or improving SE organisations (ops, hiring, compensation strategy) Established relationships within Northern Europe’s cybersecurity ecosystem Familiarity with regulatory/compliance considerations across Northern European markets (GDPR, data residency) Relevant certifications: CISSP, CEH,