Head of Sales Engineering -Canada & US-

Partnerships drive 30–50% of revenue for modern companies, yet many partner teams still rely on spreadsheets, email, Slack, and outdated CRMs that were never designed for partnership management. This creates inefficiencies, slows growth, and impacts revenue opportunities.

The company is building an AI-native PRM platform designed for modern partnership teams, helping eliminate manual work, improve partner collaboration, and transform partner activity into scalable and measurable revenue growth. The mission is to make partner revenue predictable and scalable.

The organization experienced 600% year-over-year growth in 2025. The team operates in a fast-paced, high-growth environment focused on innovation, execution, and solving large-scale problems in the partner technology space.

About the Role

As their founding Sales Engineer, you will be the technical foundation of our go-to-market motion. You will run technical discovery during the sales process, lead proofs of concept, drive RFP responses, and own the technical hand-off between Sales and Onboarding.

This is a career defining role. You will partner directly with their founder and sales team to win the most complex deals in their pipeline, and you will build the SE function from zero to one. You sit at the intersection of sales, product, and customer success, and you will heavily influence what they build, how they sell, and how they win. They expect to build their entire pre-sales org around you.

Main Responsibilities

Technical Discovery

• Lead technical discovery throughout the sales process, uncovering 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.
• Coordinate 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.
• 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.

Requirements

• 5+ years in Sales Engineering, Solutions Consulting, or Solutions Architecture within a B2B SaaS environment.
• Proven track record as the technical lead on enterprise or mid-market deals involving complex integrations and configurations
• Experience owning proofs of concept end-to-end and driving timely customer decisions
• Experience leading or contributing to RFPs, RFIs, and security review processes
• Available to travel and assist with in-person sales events as needed.

Skills

• Exceptional written and verbal English, with the ability to explain complex concepts to both technical and non-technical audiences
• Strong discovery skills, with the ability to uncover requirements, identify constraints, and assess technical fit
• Deep familiarity with CRM data models, particularly Salesforce and HubSpot, including objects, fields, and relationships
• Working knowledge of APIs, webhooks, OAuth, and data mapping concepts
• Hands-on ability to build demo environments, configure complex products, and support custom solutions with minimal engineering involvement
• Strong project management and organizational skills, with the ability to manage multiple deals, POCs, and RFPs simultaneously

Knowledge

• Strong understanding of B2B SaaS sales cycles and the role of Solutions Engineering in driving technical wins
• Familiarity with PRM platforms, partnerships, channel programs, or RevOps tooling is a strong plus
• Understanding of how SaaS applications integrate with CRMs, billing platforms, and data warehouses

Attributes

• Customer-focused and outcomes-driven, with a passion for solving business problems
• Highly organized and able to manage multiple priorities in a fast-paced environment
• Proactive, detail-oriented, and process-minded, with a focus on documenting and scaling best practices
• Comfortable building from zero to one within a startup environment
• Strong ownership mentality and willingness to do whatever is needed to help close the deal
• 100% Remote from anywhere in Canada and United States