- Company Name
- Scout Global
- Job Title
- Founding Sales Engineer
- Job Description
-
Job Title: Founding Sales Engineer
Role Summary:
Serve as the technical linchpin between sales, engineering, and customers in a high-growth cybersecurity startup. Drive technical discovery, custom demos, POCs, and workshops to enable mid‑market and enterprise prospects to evaluate, adopt, and demonstrate value from the platform. Provide architectural, integration, and deployment expertise to convert technical alignment into commercial close.
Expactations:
- Achieve 90 % of sales opportunities reaching a “technically approved / no blockers” status.
- Deliver POCs that meet defined success metrics and generate quantifiable ROI stories for the account executive.
- Maintain clean, complete, and updated CRM records for all technical interactions and close artifacts.
- Contribute actionable feedback to product and engineering to improve messaging, integrations, and solutions.
- Build reusable demo assets, reference architectures, and POC templates that reduce cycle time on future opportunities.
Key Responsibilities:
- Lead deep technical discovery sessions, documenting customer environment, workflows, tooling, constraints, and success criteria.
- Design, configure, and present tailored demos that resonate with the customer’s technical reality and business objectives.
- Conduct workshops with security and engineering stakeholders to validate fit, map value, and secure technical endorsement.
- Define, execute, and report on POCs with measurable criteria; turn results into compelling proof-of-value stories for AE closure.
- Own the “credibility layer” in complex deals: answer architecture, integration, deployment, and compliance questions.
- Translate platform differentiators into customer‑centric language, highlighting operational impact and risk mitigation.
- Maintain rigorous CRM hygiene: log next steps, risks, decision makers, and technical close artifacts.
- Develop and refine reusable demo assets, reference architectures, and POC templates.
- Act as feedback loop, conveying product friction points, integration gaps, and customer messaging insights to engineering and product teams.
Required Skills:
- 5+ years of sales engineering or pre‑sales technical consulting in cybersecurity, cloud, or SaaS.
- Deep understanding of cloud security and application security technologies (x‑drives, SIEM, SOAR, etc.).
- Proven ability to design and deliver complex, customized demos and live workshops.
- Expertise in POC planning, execution, and quantitative ROI demonstration.
- Strong technical storytelling and stakeholder‑management skills.
- Comfortable addressing architecture, integration, deployment, and compliance topics in high‑level customer conversations.
- Proficient with CRM systems; meticulous record‑keeping and reporting.
- Ability to translate technical capabilities into clear, business‑value language.
- Demonstrated collaboration with cross‑functional teams (sales, engineering, product).
Required Education & Certifications:
- Bachelor’s degree in Computer Science, Information Security, Engineering, or equivalent technical field.
- Relevant cybersecurity certifications (e.g., CISSP, CCSP, CISM, GCIH) preferred but not mandatory.
- Experience with public cloud platforms (AWS, Azure, GCP) and security frameworks (NIST, ISO 27001, SOC 2).