Principal Sales Engineer -Canada & US-

Main Responsibilities

• Technical Discovery
• Lead technical discovery throughout the sales process
• Uncover partner program structure, CRM and tooling requirements, integration needs, security constraints, and success criteria
• Ask sharp, targeted questions to identify the true technical decision drivers behind each deal
• Translate prospect requirements into clear, prioritized solution narratives for the AE team
• Help qualify or disqualify opportunities early based on technical fit
• Proofs of Concept
• Scope, design, and execute proofs of concept that demonstrate the platform's ability to solve the prospect's specific challenges
• Build custom demo environments and POC instances aligned to the prospect's data, workflows, and CRM ecosystem
• Define success criteria upfront and drive prospects toward timely decisions
• Partner with Product and Engineering when prospects require functionality not yet available, feeding insights back into the roadmap
• RFPs and Security Reviews
• Own the technical close, including RFPs, RFIs, security questionnaires, and architecture reviews
• Build and maintain a scalable library of RFP responses, security documentation, and technical content
• Cook up coordination with Product, Engineering, and Security teams when specialized expertise is required
• Sales to Customer Onboarding
• Own a structured hand-off from Sales to Onboarding for every closed deal
• Document customer goals, technical environment, integration requirements, and success criteria to ensure a seamless transition
• Stay engaged through onboarding kickoff to ensure alignment and accelerate time to value
• Demos & Presentations
• Deliver tailored product demonstrations aligned to each prospect's industry, CRM environment, and partner strategy
• Present effectively to both executive and technical stakeholders, from Partnership leaders to RevOps and Solutions teams
• Maintain scalable demo environments, narratives, and supporting assets across deal types
• Building the SE Function
• Define and document the SE playbook, including discovery frameworks, POC templates, RFP libraries, and hand-off processes
• Establish key metrics to measure SE impact, including technical win rate, deal velocity, and onboarding quality
• Help hire, onboard, and develop future Solutions Engineers as the team scales