SummaryThe Sales Engineer helps Hatch win complex deals by mapping customer systems, scoping the technical path to onboarding, and owning implementation through go-live.
This is a hands-on role. You're in discovery calls, leading technical demos, writing the scope document onboarding runs from, and personally leading implementation for complex accounts. Managers should expect this person to be active in deals and deployments.
This opportunity is hybrid based out of our San Francisco office
What you'll do- Co-own discovery calls with the AE - surface integration requirements early, before they become deal risk. Own the discovery motion for integrations: CRM/system of record, lead source & attribution, scheduling workflows, call center systems, data syncs, webhooks, API access, automation requirements, reporting needs, edge cases. Lead technically complex demos involving third party integrations.
- Scope CRM, lead source, and integration complexity for every late-stage deal; deliver a written complexity tier after qualification. Produce the Technical Scope document at close - this is what onboarding runs from. Advise the AE on technical risk, feasibility, and pricing implications before proposals go out.
- Hand off the Technical Scope to onboarding with a live walkthrough - no critical gaps discovered post-handoff. Work with the Forward Deployed Engineer and Account Manager to ensure technically complex accounts are onboarded successfully (~4-8 weeks); you're the primary technical owner through go-live.
- Participate in a post-launch technical health check on every account you led. Work with post-sales team to maintain a QA checklist covering data sync accuracy, integration error monitoring, and scope drift identification
- Stay current on product updates, new integrations, and capability changes. No deal should be lost because your knowledge was stale. Build and own the integration discovery question set - keep it current, make it usable by the broader sales team
What it takes to succeed- Question assumptions. If something's been done a certain way because it always has been, test it. Stack-rank your initiatives - weigh upside against effort, share the reasoning
- Work with Operations to make sure critical metrics (integration error rates, onboarding cycle time, scope accuracy) are monitored. If you can't measure it, escalate it. Know enough SQL to pull your own data on deal complexity, onboarding performance, and integration health
- Feed learnings back to Product and Engineering - you're closer to the customer's real environment than almost anyone
- Flag technical risk in deals before the AE asks - don't wait. When a scoping decision involves a tradeoff between deal velocity and technical risk, surface it explicitly - don't make that call unilaterally
- Communicate tradeoffs clearly to all audiences: Sales (deal risk), customers (realistic expectations), Product and Engineering (patterns and constraints). Send status updates at key milestones - thorough on drivers, clear on the key signal, and always include a recommended next step
What you'll get- Based on the anticipated level of experience we are seeking, we expect the compensation range for this role to be between $113,400 and $170,000.
- Full responsibility for projects from day one, a collaborative team, and a dynamic work environment.
- Hybrid work environment (3 days/week in our SF office)
- Effective your first day: Full medical, vision, and dental
- Mental health support and services via Modern Health
- 15 days PTO (accrual begins on date of hire and increases with 2+ years of tenure thereafter), 12 paid holidays, plus one floating holiday
- Up to 14 weeks of parental leave
- Monthly wellness subsidy
- 401(k) retirement savings plan
- Employee stock purchase plan
- Professional development reimbursement
Why Hatch- Shape the future of AI-driven customer service
- Build alongside founders and leaders who value speed, ownership,and ambition
- Solve challenging problems and see the impact on real businesses and customers
- Join a team of builders who care about great engineering, fast execution, and each other
