B2B SaaS Sales Engineer

This is a fully remote position, open to applicants in Canada, +1 more state.

📋 Description

• Lead the technical discovery phase throughout the sales journey, identifying partner program structures, CRM and tooling requirements, integration necessities, security limitations, and success metrics.

• Convert prospect specifications into prioritized solution narratives and assist in qualifying or disqualifying opportunities based on technical compatibility.

• Scope, design, and implement proofs of concept tailored to address prospect challenges.

• Create custom demo environments and POC instances that align with prospect data, workflows, and CRM ecosystems.

• Establish POC success metrics and guide prospects towards prompt decision-making.

• Collaborate with Product and Engineering teams on functionality gaps and provide insights for the roadmap.

• Manage the technical close process, including RFPs, RFIs, security questionnaires, and architecture evaluations.

• Develop and maintain repositories of RFP responses, security documentation, and technical content.

• Coordinate with Product, Engineering, and Security teams to leverage specialized expertise.

• Ensure structured Sales-to-Onboarding transitions for finalized deals.

• Document customer objectives, technical environments, integration requirements, and success criteria.

• Remain engaged throughout the onboarding kickoff to ensure alignment and expedite time to value.

• Provide customized product demonstrations for both executive and technical stakeholders.

• Maintain scalable demo environments, narratives, and supporting materials.

• Define and document the SE playbook, incorporating discovery frameworks, POC templates, RFP libraries, and hand-off procedures.

• Set metrics for technical win rates, deal velocities, and onboarding quality.

• Assist in recruiting, onboarding, and developing future Solutions Engineers.

⛳️ Requirements

• Over 5 years of experience in Sales Engineering, Solutions Consulting, or Solutions Architecture within a B2B SaaS context.

• Demonstrated success as a technical lead on enterprise or mid-market transactions involving intricate integrations and configurations.

• Proven experience in managing proofs of concept from start to finish and facilitating timely customer decisions.

• Experience in leading or participating in RFPs, RFIs, and security review procedures.

• Willingness to travel and assist with in-person sales events as required.

• Excellent written and verbal communication skills in English.

• Strong discovery capabilities and the ability to evaluate technical compatibility.

• In-depth knowledge of CRM data models, especially Salesforce and HubSpot, including objects, fields, and relationships.

• Familiarity with APIs, webhooks, OAuth, and data mapping concepts.

• Practical ability to construct demo environments, configure complex products, and support custom solutions with minimal engineering involvement.

• Strong project management and organizational abilities.

• Comprehensive understanding of B2B SaaS sales cycles and Solutions Engineering.

• Knowledge of SaaS integrations with CRMs, billing systems, and data warehouses.

• Customer-oriented, highly organized, proactive, detail-focused, process-minded, and comfortable with building from scratch.

🏝️ Benefits

• Salary: $100,000 - $150,000 USD per year + 20-30% OTE

• 100% Remote from Canada and United States