As a key member of our sales team, you will play a vital role in empowering customers to tailor their software to solve any problem and take on any challenge. You will be part of a dynamic organization that is committed to focus, design, and craft.
We have been working together with customers like Pixar, Mitsubishi, Figma, Plaid, Match Group, and thousands more on this journey with us since 2016. Today, we are growing fast and excited for new teammates to join us who are the best at what they do.
This role requires regular office attendance and collaboration with colleagues in person. We believe that being an in-person company allows for deeper connections and a stronger sense of community among our employees.
About The Role:
The sales organization has a strong product-led growth lean, with many customers entering our funnel through self-service before our product grows into a wall-to-wall solution. As we continue to grow, more prospects are investigating how our product can integrate with their existing tech stack, replace existing solutions, or be deployed in large or phased implementation to support desired business goals.
* Partner with members of the sales org on customer engagements with prospective and existing customers.
* Respond to advanced product and technical questions, RFPs, and security questionnaires in a precise and timely manner.
* Provide thoughtful technical guidance to customers throughout the sales process, focusing on quickly enabling them to successfully deploy and integrate our product.
* Showcase custom solutions based on deep understanding of our product's ability to support customer workflows and integrated applications as part of the pre-sales process.
* Curate structured product feedback to enable the Product and Engineering teams to enhance and refine our product to solve customer needs.
* Work with marketing to refine our technical narrative for the product, including blog posts, webinars, and customer-facing marketing collateral.
* Educate the sales org on the product, upcoming releases, competitive analysis, and topical information about typical customer environments and third-party applications.
* Document technical considerations and contribute to internal knowledge bases as a resource for other teams, customers, and partners.
What You'll Achieve:
* Serve as the customer's technical advisor: You'll help customers craft our product to serve their specific business needs and explore new workflows and use cases.
* Meaningfully shape our future product and messaging: As you engage with customers, you'll gain insights to help us serve them better — and work with product to inform what we do next.
* Help build the foundations of Solutions Engineering at our company: As an early member of our SE org and regional team, you'll be instrumental in helping define our sales-assisted motions.
* Join a fantastic team at a magical time: Our product has over three million users with a small team, which gives us a huge green field to work with. You'll join at the perfect time to shape how we grow from here.
* Represent our company at events: You'll be the face of our company at industry conferences, trade shows, and customer events. You'll present our product vision and showcase its features, helping to build trust and strong relationships with both prospective and existing customers.
* Elevate your skills as we tackle our most impactful challenges: We've achieved more than teams 10x our size in less time — and there's so much more to do and learn.
Skills You'll Need to Bring:
* 5+ years of experience as a Technical Sales Engineer, Solutions Engineer or Solutions Architect.
* You're able to understand and explain how APIs can be used to support advanced customer workflows.
* You have experience working with third-party integrations for IAM/SSO, DLP, or SIEM platforms.
* You have strong project management experience and have managed complex projects to completion.
* You have a growth mindset and thrive in the building stage of a nascent team.
* You're highly adaptable, easily acclimating to a rapidly changing business and industry.
Nice to Haves:
* You've been a first or early hire at a fast-growing startup before.
* You have experience using our product.
* You have coding experience that would enable you to write basic scripts using our API.
* You have experience using and designing relational databases.