- Company Name
- HockeyStack
- Job Title
- Sales Engineer, GTM AI
- Job Description
-
**Job Title**: Sales Engineer, GTM AI
**Role Summary**:
Serve as the technical and consultative bridge between an AI‑powered go‑to‑market platform and complex sales/marketing challenges. Own end‑to‑end demo engineering, sandbox POCs, MEDDICC‑driven qualification, and business storytelling to enable solution adoption by key GTM personas.
**Expectations**:
- Own the full demo/POC lifecycle with speed and impact.
- Apply MEDDICC rigor consistently to qualify prospects and drive deal progression.
- Translate technical capabilities into business value for CMOs, RevOps, and sales leaders.
- Provide feedback to product teams and train internal sales staff on technical messaging.
**Key Responsibilities**:
1. Design, build, and deliver polished interactive demos and live sandbox environments tailored to customer use cases.
2. Translate platform features (AI analyst, account intelligence, multi‑touch attribution, lift modeling, account scoring, GTM workflows) into real‑world scenarios.
3. Spin up isolated sandbox environments or trial workspaces; prototype custom scenarios with prospects.
4. Validate integrations with CRM/MarTech stacks (Salesforce, HubSpot, Outreach, LinkedIn, data warehouses) and showcase resulting dashboards and insights.
5. Apply the MEDDICC framework—Metrics, Economic buyer, Decision criteria, Decision process, Identify pain & Champion, Competition—to every engagement.
6. Engage marketing, demand generation, and RevOps personas to frame business problems and craft narrative-driven demos.
7. Train SDRs and AEs on technical messaging, solution positioning, and MEDDICC qualification techniques.
8. Relay customer success stories, feature requests, and improvement suggestions back to Marketing, Product, and Engineering.
**Required Skills**:
- 5+ years in sales engineering, sandbox POC delivery, or technical pre‑sales roles (preferably SaaS MarTech/CRM/RevOps platforms).
- Deep familiarity with multi‑touch attribution, lift reporting, marketing mix modeling (MMM), account scoring, and buyer‑journey analytics.
- Expertise in creating live demos and sandbox experiences driven by concrete business outcomes.
- Proven experience with MEDDICC and consultative qualification frameworks.
- Strong ability to translate technical capabilities into business‑first language for senior stakeholders.
- Product‑centric mindset with an emphasis on continuous improvement and feedback loops.
**Required Education & Certifications**:
- Bachelor’s degree in Computer Science, Engineering, Business, or related field, or equivalent professional experience.
- Certifications in sales engineering, MEDDICC, or related consultative selling methodologies are a plus.