Role DescriptionWe're raising the bar on Solutions Engineering at Klir. This is a senior, standalone technical sales hire, not a demo-on-request role. You'll be the technical multiplier in every deal: support discovery sharp enough to qualify or disqualify an opportunity in the first conversation, leading demos with the fewest clicks needed to make the point, and knowing exactly when to go deep and when to pull the room back to the business case.
Good SEs change the outcome of a deal. You'll partner with Account Executives as a true counterpart in the room - steering the conversation toward a win, not just demonstrating capabilities.
What You'll Own- Partner with AEs to deliver discovery that qualifies fast - ask the pointed technical and business questions that separate a real opportunity from a maybe, and document what you learn so sales and CS can act on it.
- Lead demos and proof-of-concept work that stay high-level and purposeful: precise, minimal-click walkthroughs tied to the customer's actual workflow, not a feature tour.
- Act as the technical throughline of the deal - build trusted relationships across internal teams, partners, and customer stakeholders to set the right expectations and keep momentum.
- Translate complex utility operations and compliance requirements into a credible technical story for audiences from field staff to C-level executives.
- Own the technical proposal: document requirements, competitive positioning, and the plan that gets a deal to close.
- Stay fluent in the utility technology landscape - SCADA, LIMS, CMMS, GIS - and know how Klir fits (and doesn't) alongside it.
- Partner with Product, Engineering, and Marketing to feed field intelligence back into the roadmap and the story.
- Provide technical continuity post-sale so what you demoed is what the customer gets.
What Makes You a Fit- 7+ years in a senior sales engineering or technical pre-sales role at a SaaS company, ideally with SLED (state, local, and education/public sector) exposure.
- A track record of supporting discovery and qualification - not just executing demos.
- Command of the room with any audience, from a plant operator to a utility director, without losing the thread of the business case.
- Customer-obsessed: you don't stop at "here's what the capability does" - you push to "here's what this is worth to your team," and you can back that up with a credible outcome or metric.
- Experience building and defending proof-of-concept plans independently, through to win.
- Sharp instincts for when to go deep technically and when to zoom back out - you steer the conversation, you don't just answer questions in it.
- Comfortable as the technical half of a two-person deal team: an equal partner to the Account Executive, not a support function.
- Strong ability to learn new technology and ramp up fast; thrives working independently and remotely.
- Bonus: background in water, environmental compliance, GovTech, or another regulated infrastructure sector.
- Ability and appetite to travel as needed.
