About the Sales Engineer role
A Sales Engineer bridges the gap between a technical product and a commercial deal. They join sales calls as the technical expert, run tailored product demos, answer architecture and security questions, design proof-of-concept evaluations, and give prospects the confidence that the product will work in their environment. In complex B2B sales, the technical win they deliver is often the difference between a signed contract and a stalled deal.
The role blends engineering depth with sales instincts. A strong sales engineer understands the product well enough to improvise in a live demo, translates features into business outcomes for executives, and handles objections from skeptical technical buyers. In many companies, sales engineers also respond to RFPs and security questionnaires, support integrations during trials, and feed field insights back to the product team.
In your posting, describe your product's technical depth, the typical buyer, and the sales process the engineer will support: deal size, sales cycle length, and the ratio of sales engineers to account executives. Candidates also want to know how much travel is expected, how variable compensation works for this role, and whether they will influence product direction with what they learn in the field.
Sales Engineer job description template
Job brief
We are looking for a Sales Engineer to partner with our account executives and win the technical side of every deal. You will run discovery on technical requirements, deliver compelling product demonstrations, lead proof-of-concept projects, and answer the hard questions about integration, security, and scalability. You will also relay what you learn in the field to our product team. To succeed in this role, you should combine solid technical foundations with the communication skills to make complex technology feel simple.
Responsibilities
- Partner with account executives throughout the sales cycle as the technical lead on deals
- Run technical discovery to understand each prospect's environment, requirements, and success criteria
- Prepare and deliver product demonstrations tailored to the prospect's use case
- Design, scope, and manage proof-of-concept evaluations through to a technical win
- Answer questions about architecture, integrations, data handling, and security
- Respond to RFPs, RFIs, and security questionnaires with accurate, persuasive content
- Handle technical objections and position the product against alternatives honestly
- Collaborate with product and engineering teams to relay customer feedback and feature requests
- Support onboarding handoffs so implementations start from realistic expectations
- Maintain demo environments, technical collateral, and internal enablement material
Requirements and skills
- Proven working experience as a Sales Engineer, Solutions Engineer, or Solutions Consultant, ideally in B2B software
- Ability to explain complex technical concepts clearly to both engineers and executives
- Strong presentation and demonstration skills in front of live audiences, remote and in person
- Working knowledge of APIs, integrations, and common enterprise architecture concepts
- Experience managing proof-of-concept projects with defined success criteria and timelines
- Comfort handling security, compliance, and data privacy questions from technical buyers
- Strong discovery and listening skills to uncover the problem behind the stated requirement
- Willingness to travel for key customer meetings and industry events
- BSc in Computer Science, Engineering, or a related field, or equivalent hands-on experience
Nice to have
- Hands-on scripting or coding skills for building demo integrations and quick prototypes
- Experience selling to our target industry or buyer persona
- Familiarity with CRM tools such as Salesforce or HubSpot
- Experience responding to enterprise procurement processes and security reviews
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