David Smalley

I lead global Sales Engineering organizations focused on one thing: helping customers make confident buying decisions while driving measurable revenue outcomes.

My background is in building and scaling high-performing SE teams that operate beyond demos. The teams I lead partner closely with Sales, Product, and Customer Success to improve win rates, accelerate deal cycles, and bring real customer feedback into the business.

Today, I oversee global presales functions supporting complex enterprise and government sales. This includes:

● Structuring SE coverage models and scaling teams effectively
● Standardizing discovery, demos, and proof strategies
● Improving trial-to-paid conversion through guided engagement
● Creating feedback loops between the field and product teams

I’m particularly focused on elevating the role of Sales Engineering from a support function to a strategic driver of revenue. That means:

● Clear engagement models
● Measurable impact on pipeline and close rates
● Strong alignment with executive leadership

I believe great SE organizations don’t just help close deals - they shape product direction, influence strategy, and create better customer outcomes.