Principal Sales Engineer

This is a fully remote position, open to applicants in Canada.

📋 Description

• Lead the technical discovery phase throughout the sales process, identifying partner program structures, CRM and tooling requirements, integration needs, security constraints, and success criteria.

• Scope, design, and implement proofs of concept that showcase the platform's capability to address the prospect's unique challenges.

• Manage the technical closure process, which includes RFPs, RFIs, security questionnaires, and architecture assessments.

• Ensure a structured transition from Sales to Onboarding for every finalized deal.

• Provide customized product demonstrations tailored to each prospect's industry, CRM setup, and partner strategy.

• Define and document the Sales Engineering playbook, encompassing discovery frameworks, POC templates, RFP repositories, and hand-off procedures.

⛳️ Requirements

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

• A proven history as the technical lead on enterprise or mid-market transactions that involve intricate integrations and configurations.

• Experience managing proofs of concept from inception to completion and facilitating timely customer decisions.

• Experience in leading or contributing to RFPs, RFIs, and security review processes.

• Exceptional proficiency in written and spoken English, with the capability to articulate complex concepts to both technical and non-technical audiences.

• Strong discovery skills, with the ability to uncover requirements, identify limitations, and evaluate technical compatibility.

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

• Practical knowledge of APIs, webhooks, OAuth, and data mapping principles.

• Hands-on capability to set up demo environments, configure complex products, and assist with custom solutions with minimal engineering assistance.

• Excellent project management and organizational abilities, with the capacity to handle multiple deals, POCs, and RFPs simultaneously.

• Solid understanding of B2B SaaS sales cycles and the significance of Solutions Engineering in achieving technical victories.

• Familiarity with PRM platforms, partnerships, channel programs, or RevOps tools is a definite advantage.

• Understanding of how SaaS applications integrate with CRMs, billing systems, and data warehouses.

🏝️ Benefits

• 100% Remote