Overview In this role you partner with Sales, Product and Customer Success to validate and articulate value throughout the sales cycle. You own demos, discovery, solution design, and help coordinate RFP/RFI responses to differentiate our offering. You thrive in a fast-moving, early-stage environment and support B2B SaaS outcomes. Your work directly enables customers to understand technical fit and accelerates deal progress. This is a hands-on, cross-functional role with a meaningful impact on revenue and product feedback.
Compensation / Benefits- Unlimited PTO
- Holidays + Canary Days
- Travel stipend
- Canary Hotel Experience credit
- Preferred Hotels discount
- Self Improvement Club budget (professional development)
Responsibilities- Lead and standardize demo workflows, including feature customization
- Define technical discovery SOPs to map integrations, data flows and constraints
- Create repeatable solution design frameworks with Engineering and Product
- Own and coordinate RFP/RFI content and internal alignment
- Develop processes to validate early-stage features and feed sales enablement
- Collaborate with Sales to formalize deal execution playbooks and milestones
- Document security and compliance artifacts for buyer reviews
- Produce scalable enablement assets like playbooks and reusable demos
Key requirements- 3-5+ years in a Sales Engineering role supporting B2B SaaS
- Hospitality systems familiarity (PMS preferred) or similar complex integrations
- Working knowledge of APIs (REST, webhooks) and light scripting for demos
- Experience supporting security, privacy, and compliance reviews with enterprise buyers
- Proven experience owning or contributing to technical RFP/RFI responses
- Ability to validate v0/v1 features and translate feedback into enablement
- Proven track record in technical discovery, objection handling, and stakeholder alignment
- Clear, executive-level written and verbal communication
- Ownership mindset in fast-moving, ambiguous environments
- Clear, executive-level communication
- Stakeholder alignment
- Objection handling
- APIs (REST, webhooks)
- Light scripting for demos
- Security/compliance awareness in enterprise buying processes
