Founding Sales Engineer

About the role

The role involves owning the technical side of Hyperscale’s enterprise sales process. Key responsibilities include running technical discovery calls, designing proof-of-concept configurations, traveling to customer sites, and supporting implementation through go-live.

Responsibilities

• Lead technical discovery calls with carrier IT, operations, and executive teams
• Understand customer workflows, systems (TMS, ELD, dispatch software), and integration requirements
• Design proof-of-concept configurations that map our AI agents to specific customer use cases
• Document edge cases and requirements to inform the product roadmap
• Run tailored product demos tied to each prospect's workflows and pain points
• Scope and execute pilot programs with clear success metrics (call resolution rate, time savings, CSAT)
• Build ROI models showing cost savings and efficiency gains
• Troubleshoot issues during pilots and coordinate with engineering to resolve them quickly
• Travel to customer sites roughly once a month for one to two days at a time (up to 25% travel in steady state)
• Embed with customer operations teams to conduct workflow discovery and scope integrations
• Write code or prototype solutions on-site when needed to unblock deals or accelerate implementation
• Answer RFPs, security questionnaires, and compliance documentation (SOC 2, data handling, etc.)
• Lead technical deep-dives with buyer IT and security teams on architecture, data flows, and integrations
• Build proposals, integration plans, and implementation timelines
• Address technical objections early and build internal champions
• Scope integrations (APIs, webhooks, data pipelines) with engineering for new customers
• Support initial deployment: data mapping, workflow configuration, testing, and go-live
• Train customer teams on configuration, agent tuning, and performance monitoring

What success looks like (first 90 days)

• 3+ pilots launched with clear metrics showing product value
• A technical close plan established for every active enterprise opportunity
• Core sales collateral built: demo script, ROI calculator, integration overview, security FAQ
• A strong working relationship with engineering and a clear process for escalating customer needs
• At least 2 deals closed where your technical work was critical to winning

Who you are

• 2 to 5 years of experience as a software engineer or full stack engineer, ideally at a high-growth B2B company
• Have built and shipped real products end to end, not just scripts or one-off integrations
• Strong foundation in full stack development, APIs, webhooks, and system architecture
• An engineer who actually wants to talk to customers and is curious about sales and product, excited to flex into those areas over time
• High agency, proactively identify problems and figure out solutions without being told how
• Comfortable with ambiguity and moving fast in an environment where the playbook does not exist yet
• Willing to experiment with new ways of working as AI rapidly changes how companies operate, you do not cling to a fixed process
• Excited about traveling on-site to customer locations and being embedded in their world
• Scrappy and gritty, have had to figure things out from scratch before and thrive doing it

Nice to have

• Experience deploying AI/ML products or other complex technical systems in production
• Background in logistics, trucking, fleet operations, or adjacent industries
• Prior work as a solutions engineer, implementation engineer, or forward deployed engineer
• Experience with enterprise integrations, ETL pipelines, or middleware platforms
• Startup experience or comfort operating in fast-moving, high-autonomy environments
• Scripting and automation skills (Python, SQL, etc.)