Sales Engineer

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

📋 Description

• Collaborate with Account Executives and sales leadership on qualified opportunities to achieve technical success.

• Conduct in-depth technical discovery across workflows, data, security, integrations, architecture, and implementation challenges.

• Develop and present customized demos, technical walkthroughs, prototypes, sandbox events, and proof-of-value initiatives.

• Manage the technical aspect of demos, focusing on API and integration architecture, solution design, and implementation inquiries.

• Lead technical responses to DDQs, security evaluations, compliance requests, and architectural discussions.

• Create, oversee, and monitor gap analyses related to product capabilities, configuration, professional services, roadmap, and custom requests.

• Convert business requirements into solution designs, implementation assumptions, scope boundaries, and phased deliverables.

• Take full ownership of statement-of-work creation from start to finish, including technical scope, assumptions, dependencies, templates, and appendices.

• Generate solution outlines and scope appendices for delivery and customer success.

• Organize, plan, build, and lead sandbox or pilot events.

• Configure platform features and manage light, bounded customization such as workflow automation, reporting, and dashboard setup.

• Identify customer objections, missing capabilities, implementation challenges, and product feedback.

• Systematize and enhance technical sales assets including demos, reference architectures, videos, FAQs, templates, and response materials.

• Use discretion to determine when to push, simplify, escalate, or decline requests.

• Enhance technical sales accuracy, predictability, win rates, cycle times, handoffs, and implementation results.

⛳️ Requirements

• Over 5 years of experience in solutions engineering, sales engineering, solutions architecture, technical consulting, or similar customer-facing technical roles within enterprise software.

• Strong understanding of claims operations and claims organizations, acquired through direct operator experience or ongoing collaboration with carriers, MGAs, TPAs, claims consultancies, or claims technology.

• Ability to credibly discuss the operating model and metrics of claims organizations, including loss ratio, leakage, cycle time, and operational improvement strategies.

• Experience in supporting complex enterprise software evaluations involving multiple stakeholders.

• Demonstrated capability to conduct technical discovery and translate ambiguous needs into clear solution designs and scope definitions.

• Experience in creating and delivering customized demos, sandbox environments, pilots, proofs of value, or other technical validation efforts.

• Strong architectural instincts pertaining to APIs, integrations, cloud environments, data flows, security and compliance, and enterprise systems.

• Practical technical proficiency with APIs, data mappings, workflow logic, and technical troubleshooting.

• Proficiency in Python and/or JavaScript is highly preferred.

• Excellent written documentation skills with the ability to produce client-facing technical deliverables, statements of work, and scoped implementation assumptions.

• Capability to work cross-functionally and build trust with sales, product, delivery, and executive stakeholders.

• High level of ownership and confidence in establishing a function from the ground up.

• Experience from the customer perspective in purchasing or implementing enterprise software is a plus.

• Familiarity with AI, LLM, workflow automation, document processing, copilots, or agentic systems is advantageous.

• Experience with low-code workflow tools, reporting and dashboard configuration, or scoped implementation planning is beneficial.

• Background in developing repeatable demo factories, technical asset libraries, or pre-sales playbooks is advantageous.

• Familiarity with Salesforce, HubSpot, or similar systems is a plus.

🏝️ Benefits

• Remote work arrangement.