Pre-Sales Lead, Trustpair

• Proven experience (8+ years) in a pre-sales, solutions consulting, or solutions engineering role working with complex, enterprise B2B deals
• Experience supporting enterprise sales cycles in the US market, understanding the buying culture, stakeholder dynamics, and deal cycles
• Experience leading technical discovery, tailored demonstrations, proof-of-concept projects, and business-case development
• Strong business acumen and judgment to connect product capabilities with business priorities
• Credibility with complex buying groups and senior business and technical stakeholders
• Strong project management across multiple contributors, deadlines, and priorities
• A collaborative, coaching-oriented mindset
• Strong prioritization and sound judgment about where to focus effort
• Demonstrated experience using AI tools or automation to improve a process, workflow, or business outcome
• Fluent in the technical and commercial language of B2B software
• Fluent in English

Desirable

• Trustpair is hiring a Pre-Sales Lead, USA to join our Revenue Excellence team
• This dual-mandate role will support strategic enterprise deals in North America while strengthening our global pre-sales function
• As our most senior lead-level individual contributor, you will partner with Account Executives on complex enterprise deals and own methodologies, tooling, and best practices across a three-person pre-sales team in the US and Europe
• This is a hands-on build role for someone excited to shape, not simply execute, a global pre-sales function
• You will report to Claire Vachelard, Head of Revenue Excellence and work closely with US Sales, Implementation, and Product
• This newly created position will expand North American pre-sales capacity and drive global continuous improvement.
• Lead pre-sales engagement for strategic North American enterprise opportunities, from discovery through close
• Drive continuous improvement in global pre-sales processes, methods, tools, and best practices
• Become a trusted product and deal-strategy partner who helps the US team win complex opportunities
• Partner with US Account Executives on complex enterprise deals, leading technical discovery, tailored demos, POCs, and business cases for C-level stakeholders
• Serve as the primary expert on Trustpair’s product, integrations, and value throughout the sales cycle, tailoring the story to each prospect’s environment
• Own POCs end-to-end: define success criteria, coordinate resources, track progress, and drive conversion
• Navigate complex enterprise environments involving multi-stakeholder alignment, ERP integrations (SAP, Oracle, Coupa), TMS platforms, and collaboration with consulting firms or system integrators when present in the deal
• Build relationships with target accounts and strategic partners to support long-term pipeline growth
• Define and embed pre-sales standards across the team (2 in Europe, 1 in the US), including discovery, qualification, POC playbooks, and demos
• Partner with the Head of Revenue Excellence on pricing, competitive positioning, and prioritizing new use cases
• Turn field insights, including objections, product gaps, integration challenges, and competitive dynamics, into actionable feedback for Product, Marketing, and Sales leadership
• Maintain high-quality integration guides, battle cards, use-case libraries, and product documentation
• Partner with Account Executives throughout the sales cycle to strengthen qualification, deal structure, and close strategy
• Challenge weak qualification, identify the right stakeholders, and deploy pre-sales resources where they will have the greatest impact
• Improve sales execution by sharing product and integration expertise and clarifying what makes an opportunity winnable
• A high-impact role supporting Trustpair’s most strategic enterprise deals in North America
• The opportunity to shape and scale pre-sales methodologies, processes, and best practices globally
• Collaboration with Sales, Product, Implementation, Customer Success, and Marketing teams, as well as being a central seat in the revenue org, acting in a key feedback loop

• We usually respond within three days
• First call with Morgan, Talent Acquisition Specialist (30 mins)
• Experience interview with Claire, Head of Revenue Excellence (1h)
• Live case study (1h)
• Coffee fit with two members of our team (30 mins)
• Cofounders interview with Alexandre, Cofounder & Managing Director (45 mins)