Build deep expertise in a defined product group and associated buyer personas; act as the primary subject matter expert (SME) for active sales opportunities and representing their product domain in multi-product pursuits.
Partner with SDRs and AEs in early discovery to qualify opportunities and assess alignment of systems, data flows, integration points, and non-functional requirements (e.g., security, scalability, accessibility) to support pursuit strategy.
Translate functional requirements into actionable solution designs and configuration options; lead product proofs of concept (POCs) to validate solution fit and convert pipeline.
Document MEDDPICC-aligned insights, particularly Metrics and Decision Criteria, in CRM or pursuit documentation.
Provide accurate, comprehensive responses to RFPs and RFIs that address the needs of functional buyers.
Serve as the SKU configuration SME to validate quotes against the proposed solution and customer technical landscape.
Design and deliver persona-specific demos, workshops, and proofs of concept that align product capabilities with buyer outcomes and Decision Criteria.
Maintain demo environments with up-to-date data, reusable scripts, scenario assets, and runbooks that support Sales progression.
Prepare detailed post-sale handoff materials to ensure seamless transitions to Services and Customer Success.
Provide structured feedback to Product and Enablement teams on gaps, objections, and content needed based on real-world sales cycles to enhance team effectiveness and performance.
Support enablement by developing onboarding content, certification programs, and demo practice cards.
Travel extensively (60–75%), with weekly customer visits common. Travel supports high-impact activities such as advancing strategic deals, conducting onsite demos, and leading executive workshops.

Requirements

Understanding of one K–12 technical domain (Student Information Systems and analytics, learning and engagement, or ERP and talent) and relevant K–12 buyer personas.
Proven ability to lead complex demos and validate solutions with senior-level K–12 buyers (e.g., CIO, CFO, CAO).
Able to build reusable demo assets, runbooks, or checklists that improved team demo quality and consistency.
Experience contributing to RFPs, RFIs, or security questionnaires in the public sector.
Familiar with integrations, data flows, and EdTech standards, including APIs, rostering, SFTP, authentication, basic security controls, and identity models such as Ed-Fi, OneRoster, LTI, SAML, and OIDC; able to identify and flag technical risks.
Clear written and verbal communication that explains technical topics to non-technical audiences.
Comfortable using Salesforce or a similar CRM for notes, artifacts, and basic MEDDPICC capture.
Strong organization and time management across multiple live pursuits.
8+ years in solution consulting, sales engineering, implementation, or a related K–12 SaaS role.
Bachelor’s degree or equivalent experience.

Benefits

Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
Flexible Spending Accounts and Health Savings Accounts
Short-Term Disability and Long-Term Disability
Comprehensive 401(k) plan
Generous Parental Leave
Unrestricted paid time off (known as Discretionary Time Off - DTO)
Wellness Program, including ClassPass & Employee Assistance Program
Tuition Reimbursement
Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

solution designproduct proofs of conceptRFP responsedemo asset creationdata flow integrationAPI integrationsecurity controlsidentity modelsK–12 technical domain expertisesales engineering

Soft Skills

communicationorganizationtime managementcollaborationleadershipproblem-solvingadaptabilitycustomer engagementfeedback provisiontraining development

Certifications

Bachelor’s degreecertification programs