Lead technical discovery with prospects to understand their security, compliance, cloud infrastructure, and development workflows.
Partner closely with Account Executives to develop deal strategy, identify technical champions, and guide prospects through evaluation, proof-of-value, and purchase decisions.
Deliver tailored product demonstrations, walkthroughs, and integration deep dives aligned to customer use cases and success criteria.
Act as the primary technical advisor during the evaluation process, addressing technical objections, competitive comparisons, and solution fit.
Develop and maintain deep expertise in our product capabilities, integrations, configurations, APIs, partner ecosystem, and competitive landscape.
Design and explain how our solution integrates with customers’ cloud providers, identity systems, version control platforms, and security tooling.
Ensure a clean technical handoff to Customer Success and Implementation teams post-sale.
Support revenue growth by responding quickly and effectively to inbound technical questions from Sales and prospects.
Help qualify opportunities by identifying technical fit, risks, and dependencies early in the sales cycle.
Participate in account planning, QBRs, and expansion conversations by demonstrating ongoing technical value.
Capture and communicate structured customer feedback to Product, helping influence roadmap priorities for the Upmarket segment.
Build reusable demos, technical documentation, reference architectures, and enablement materials in partnership with Product, Success, and Marketing.
Contribute to a collaborative, inclusive Solutions Engineering culture focused on continuous improvement, technical excellence, and customer empathy.

Requirements

3-5 years of pre-sales customer-facing, technical experience as a Solutions Engineer, Sales Engineer or equivalent title
Hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure & Operating Systems (Windows, MacOS, Linux) and cloud application architecture
Strong project management skills with a proven ability to operate effectively in uncertain environments.
General knowledge with a scripting language (Python, Ruby, Bash, and JavaScript) and a desire to expand those skills
Familiarity with REST API development and service integrations is a plus
Ideally has prior B2B SaaS experience
Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Benefits

Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
16 weeks fully-paid Parental Leave for all new parents
Health & wellness stipend
Remote workspace, internet, and cellphone stipend
Commuter benefits for team members who report to the SF and NYC office
Family planning benefits
Matching 401(k) contribution with immediate vesting
Flexible PTO policy, plus 80 hours of Sick Time
11 company-paid holidays
Virtual team building activities, lunch and learns, and other company-wide events!

Applicant Tracking System Keywords

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

Hard Skills & Tools

cloud platformsAWSGoogle CloudMicrosoft AzureOperating SystemsWindowsMacOSLinuxscripting languagesPython

Soft Skills

project managementcustomer empathycollaborationcuriositywillingness to learnsound judgment