Solution Sales EngineerAbout the RoleLocation: Remote
This is a dedicated Solution Sales Engineer role. You will be a trusted advisor to our prospects, the industry expert on our new business deals, and the bridge between Sales, Implementation and Product.
Account Executives lead the discovery call and overview demo, then bring you in to take the conversation deeper. From there, you partner with them through close, so they can focus on running the deal while you prove how Revenova solves the prospect's problems. This is a consultative sale. You stay with each deal through long sales cycles, often three to six months, and act as an advisor, not just a technical resource, who shows prospects their future state in Revenova.
Across teams, you make sure scope is clear before signing so Implementation can deliver on time, and you bring what you hear from prospects back to Product to help shape the roadmap.
What You'll Do- Lead in-depth, consultative sessions after the overview demo to uncover the root cause of each prospect's operational and business pain (Critical Business Issues and Impact of those issues)
- Turn those findings into a value-based story and deliver tailored, in-depth demos in the prospect's own language and industry context
- Partner with Account Executives on deal strategy, technical positioning and next steps from the overview demo through close
- Lead the preparation of Objectives Findings for the prospect highlighting what we learned, path to signature, assessment of critical issues and impact and how Revenova will uniquely solve those challenges to differentiate from competitors
- Respond quickly to late-stage needs, including follow-up demos, executive presentations, and SOW and scope questions
- Define accurate scope for each deal and provide a clean handoff to the implementation team
- Track competitors' products and positioning so every demo addresses the alternatives a prospect is weighing
- Serve as the bridge between Sales, Implementation and Product, sharing prospect feedback, scope details and market trends with each team
- Help Account Executives build product and industry knowledge through enablement and coaching
What You'll Bring- 3+ years of experience as a Solutions Engineer or Sales Engineer at a B2B or SaaS company, delivering software demos and/or supporting the full sales cycle
- A consultative, trusted-advisor approach, with the curiosity to keep asking questions until the real problem is clear
- Strong presentation skills, with a track record of value-based demos that lead with outcomes instead of features
- Experience supporting complex, high-value deals with sales cycles of three months or longer
- The ability to manage several active deals at once and respond on the prospect's timeline
- Clear communication with audiences from operations staff to executives
Nice to Have- Experience with Salesforce, including configuration or administration
- Hands-on knowledge of how freight brokerages, trucking companies and/or shippers operate day to day
- Experience with TMS platforms and the transportation, broker and logistics workflows they support
- Familiarity with consultative selling methods
- Knowledge of freight accounting, carrier management or load quoting tools
- Prior work in a hands-on operational role at a brokerage, carrier or shipper
How Success Is Measured- Win rates of greater than 50% on the deals you support
- Average deal size of greater than $150,000 ARR on enterprise opportunities and ~$50,000 ARR on SMB
- Clear, accurate scope at signing that leads to achievable expectations for the Revenova implementation team with achievable on-time go-lives
- Strong partnership with Account Executives, who rely on you as a trusted advisor to their prospects
- Prospects who see clear business value in Revenova before they buy
