Sales EngineerABOUT THE ROLEHiveWatch 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.
As HiveWatch scales, this role scales with it. We're looking for someone with the potential to grow into a broader leadership function as the SE team expands.
KEY RESPONSIBILITIES:Technical Discovery & Solution Design- 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
Demo Excellence- 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
Deal Partnership & Qualification- 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
Pilot & Pre-to-Post-Sale Bridge- 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
Process Building & Cross-Functional Collaboration- 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
REQUIRED QUALIFICATIONS:- 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
- Willingness to travel up to 25% for on-site discovery, demos, and customer meetings
- Based in or willing to work from our El Segundo, CA office
PREFERRED QUALIFICATIONS- Prior experience in physical security, PSIM, GSOC operations, or with platforms like Genetec, Lenel OnGuard, CCure, or similar
- Familiarity with VMS platforms and enterprise camera ecosystems
- Hands-on experience with enterprise networking: subnets, firewalls, NAT, DNS, allowlisting, RTSP/RTP
- Experience with virtualization platforms (VMware vSphere, Hyper-V) or major cloud providers (AWS, GCP, Azure)
- Background selling alongside AI/ML-powered products and articulating model behavior to security-minded buyers
- Bachelor's degree in Computer Science, Information Systems, or related field - or equivalent practical experience
ADDITIONAL INFO- Base salary range: $140,000 - 160,000K USD per year depending on experience
- Variable compensation
- Eligible to participate in HiveWatch Equity Incentive Plan
The final offer will be at the company's sole discretion and determined by multiple factors, including years and depth of relevant experience, expertise, and other business considerations.
BENEFITS & CULTUREAt HiveWatch, we're passionate about taking care of our people - and it shows in the benefits we offer. Our team enjoys:
- Comprehensive health coverage: medical, dental, vision, and life insurance
- Cutting-edge work in an emerging field with huge growth potential
- Competitive compensation packages designed to reward top talent
- A modern, newly renovated HQ right on Main Street in El Segundo, CA
- 401(k) with a 4% company match to help you invest in your future (match launches in 2026)
- Flexible paid time off so you can recharge when you need it
- Additional benefits include ClassPass credits and a discount on pet insurance
- A family-friendly, compassionate culture that values balance and belonging
We encourage you to challenge the status quo, share your perspective, and leave fear at the (access-controlled) door.
