Drive deal impact and win-rate: Own presales contribution on supported opportunities—improving win rate, deal quality, and sales cycle effectiveness through strong deal strategy and execution.
Ensure compelling solution positioning: Establish a value-driven narrative with clear outcomes, differentiation, and proof points that resonates by persona and use case.
Set the demo excellence standard: Define demo strategy and storylines, ensure consistent execution quality, and coach tailoring for specific prospects and industries.
Scale impact beyond team capacity: Make sure reusable assets (demo modules, demo scripts, sales slide decks etc.) are created and constantly held up to date and partner with Enablement/Product/Marketing to equip AEs to win without presales involvement.
Lead and develop the presales team-members: Improve Presales Specialists through call/deal reviews and live coaching (discovery, demos, objections, executive conversations) to raise the bar continuously.
Create operating rhythm and quality standards: Run core team rituals (pipeline & deal reviews, skill sessions, enablement refreshes) and enforce consistent discovery/demo/messaging standards.
Own the presales engagement model: Manage intake, prioritization, SLAs, and clear criteria for when presales should (and shouldn’t) engage to maximize impact.
Be the bridge between field and product: Translate prospect requirements and competitive signals into structured insights for Product/PMM and align with leadership on targets, territory coverage, and account strategy.
Plan capacity and drive continuous improvement: Own staffing and coverage planning, track key metrics (win/loss themes, utilization, activity mix, skill progression), and turn insights into action.
Requirements
People leadership & coaching: Proven ability to hire, onboard, and develop Presales/Solutions Engineering talent through structured coaching, feedback, and growth plans.
Deal leadership & commercial mindset: Strong deal strategy skills (qualification, mutual action plans, stakeholder mapping, risk management) with a clear focus on improving win rate and deal quality.
Executive conversations: Excellent at running convincing presales, reframing requirements into outcomes, and communicating value credibly to senior stakeholders.
Demo mastery: Ability to design compelling demo storylines, tailor to persona/use case, and set execution standards that consistently land with prospects.
Value messaging & differentiation: Skilled in translating product complexity into clear differentiation, proof points, and objection handling—grounded in customer outcomes.
Technical credibility (solution-level): Comfortable guiding solution fit conversations (integrations, architecture/security topics as needed) and partnering with SMEs where deep expertise is required.
Operating model & scalability: Experience building repeatable presales motions (engagement model, SLAs, prioritization) and creating reusable assets that scale impact.
Cross-functional influence: Strong collaboration and stakeholder management with Sales leadership, Product/PMM, and Enablement—able to align teams and drive decisions.
Data-driven improvement: Uses metrics and qualitative insights (win/loss themes, utilization, activity mix, skills progression) to continuously improve performance and priorities.
Clear communication & facilitation: Strong written/verbal communication and workshop facilitation skills; can simplify complexity and create clarity under pressure.
Benefits
A purpose-driven mission tackling complex sustainability challenges while working alongside global industry pioneers at a fast-growing unicorn company
Room for creativity through collaborative teamwork and an open communication culture
Flexibility and team bonding with our hybrid work options