Sales Engineer

Description

The company is building an AI-native software platform that helps US manufacturers find and work with the critical suppliers they need to build and manage supply chains. It serves both DoD and commercial customers, with the aim of making the American supplier base more connected, secure and resilient.

Manufacturers still rely on manual handoffs and ERPs configured long before modern SaaS existed to connect with their suppliers. The company sells to upper mid-market and enterprise manufacturers facing this problem.

This is the company's first Sales Engineer role, so you will shape the playbook from scratch. You will be the technical partner on every deal, acting as product expert, demo builder, and the person who shows a prospect how their own process would run on the platform.

What you learn in the field will feed into the roadmap, the sales approach, and how the function grows.

Responsibilities

• Know the product better than anyone outside Engineering, and keep exploring how it can serve users next.
• Build custom demos around each prospect's real situation, using AI to solve problems with internal teams, prospects and customers. This is the core of the role.
• Work with Product and Engineering to keep the demo instance current and showing the product at its best.
• Work with the Technical Success Manager, who maps how each prospect buys today and designs their future state. Align the demo and story with that picture and pass field insights back to them.
• Lead hands-on on-site workshops for prospect buyers, engineers and IT teams.
• Lead technical discovery, handle objections, run proofs of concept, and own technical conversations with IT and other technical stakeholders from first call to signature alongside AEs.
• Connect product capabilities to business impact in your storytelling, working with AEs.
• Raise product knowledge across AEs and BDRs, help Marketing create scalable technical content, and turn successful deal approaches into plays the whole team can use.
• Relay what you learn in technical discovery to Product and Engineering, where your input will carry weight.

Requirements

• At least 5 years in Sales Engineering, solutions consulting or a similar technical pre-sales role.
• Hands-on exposure to ERP integrations through scoping, validation or implementation. Any ERP counts.
• A practical sense of what requirements cost to build, such as API versus flat file, on-prem versus cloud, who owns middleware and whether IT will grant access. You don't need to code, but you can separate a two-week request from a two-quarter one.
• Ability to walk through a prospect's current process and map it to how they would work in the platform, using their terms.
• A record of winning the technical decision in complex B2B sales with several stakeholders, including IT.
• Enjoy teaching and measure your success partly by how much you raise the people around you.
• Enthusiasm for being the only SE on the team and for shaping growth strategy, team design and go-to-market.
• Nice to have: SAP or other ERP experience.
• Nice to have: knowledge of procurement, RFQ or supply chain workflows.
• Nice to have: experience selling into or implementing in manufacturing or industrial settings.
• Nice to have: experience as an early or founding technical hire at a Series A or B company.

Conditions

The company is a Public Benefit Corporation based in Austin. The team includes retired military leaders and operators who have built under real constraints. Work centres on clear ownership, measurable results and a bias to action, and the team screens for low ego.

Full-time employees receive medical, dental and vision coverage, paid time off, company holidays and 401K matching.

The company is an equal opportunity employer and does not discriminate on any protected basis.

Applicants must be authorised to work for any US employer. The company cannot sponsor or take over sponsorship of an employment visa at this time.

Benefits

• Competitive benefits package for full-time employees, including medical, dental, vision, paid time off, company holidays and 401K matching.