Sales Engineer, HiveWatch

• We’re looking for someone with the potential to grow into a broader leadership function as the SE team expands
• 4+ years in a Sales Engineer, Solutions Engineer, Pre-Sales Consultant, or comparable customer-facing technical role at a B2B SaaS company
• Has supported an enterprise sales motion multiple times — understands the full cycle from discovery through close and technical handoff
• Strong consultative discovery skills: asks sharp questions, maps product value to specific pain points, and doesn’t default to generic pitches
• Excellent demo skills with the ability to adapt depth and narrative to a mixed technical and business audience
• Comfortable engaging IT and infrastructure stakeholders on topics including virtualization, networking, APIs, and SaaS architecture (experience standing up VMs on customer networks a plus)
• Demonstrated ability to build process, not just execute tasks — creates systems that make the team more effective
• Clear, precise written communication for proposals, RFP responses, and technical documentation
• Thrives in a fast-moving startup environment where priorities shift and ownership is broad

Desirable

• HiveWatch is hiring a Sales Engineer to serve as the technical backbone of our enterprise sales process
• This is not an order-taker role — it’s a strategic, high-ownership position for someone who can operate as a trusted thought partner to the Head of Sales, drive complex deals forward through technical credibility, and build the repeatable processes that make our sales motion scalable
• You’ll partner closely with Account Executives to lead technical discovery, deliver tailored demonstrations, and ensure every enterprise deal is built on an accurate, well-documented technical foundation
• You’ll also play a critical role in bridging pre-sale and post-sale: setting implementation up for success by managing customer expectations, aligning internal stakeholders, and ensuring clean, thorough technical handoffs
• Lead structured discovery calls to map prospect environments, integration needs, and technical requirements
• Translate customer requirements into clear solution architectures and deployment plans
• Engage IT, InfoSec, and network stakeholders on topics including SaaS architecture, API integrations, SSO, and firewall/allowlisting requirements
• Author tailored solution proposals, network diagrams, and technical leave-behinds
• Deliver compelling, audience-specific platform demonstrations that advance deals
• Adapt in real time to the room — from CSO to network engineer — with confidence and technical depth
• Configure custom demo scenarios that mirror prospect use cases and operational environments
• Partner with AEs throughout the sales cycle to advance opportunities through technical milestones
• Apply MEDDPICC to assess deal health, surface risks early, and give AEs honest, data-backed input on opportunity strength
• Act as a thought partner to the Head of Sales on strategic and technically complex deals
• Support RFP/RFI responses, InfoSec reviews, and TPRM questionnaires — and build repeatable processes so these don’t become bottlenecks
• When pilots are in scope, ensure success criteria are clearly defined, documented, and agreed upon before kickoff
• Help AEs and customers navigate technical configuration and blockers throughout pilots and early implementation
• Own the technical handoff to Implementation: document the technical landscape, stakeholder map, deployment plan, and any open risks
• Ensure customers have engaged their internal IT stakeholders and have a clear picture of what comes next before the deal closes
• Build and maintain a reusable library of customer-facing technical assets: diagrams, one-pagers, RFP responses, and discovery frameworks
• Identify gaps in the SE engagement process and drive improvements — own the outcome, not just the task
• Collaborate cross-functionally with Implementation, Product, and Engineering to surface field feedback and remove blockers
• Develop deep product knowledge across every layer of the HiveWatch platform and use it to help inform what sales needs from product