The Sales Engineer will partner with Sales to assist prospects, demonstrate products, design solutions, and facilitate customer onboarding, focusing on B2B marketplace sales.
First, what we’re actually doing
Suger helps B2B companies sell through cloud marketplaces (AWS, Azure, GCP, Oracle, Alibaba, Snowflake), the fastest-growing sales channel in enterprise software.
We remove the operational mess behind marketplace sales with an API-first revenue platform. Our customers range from Snowflake and Intel to fast-growing startups like Glean and Vanta. We’re Series A, well-funded, and past “does this work?”
We’re building the next generation of B2B go-to-market infrastructure, and outbound plays a critical role in that growth.
Why this role exists
We are seeking a talented and passionate Sales Engineer (Pre-Sales) to help prospects understand Suger's value and guide them through a consultative, outcome-focused buying experience.
You will serve as a trusted advisor - uncovering customer pain points, aligning on ROI, and showcasing how Suger accelerates marketplace revenue, automates operational workflows, and improves the seller experience.
As the founding member of the pre-sales function, you will craft compelling demos, design solution architectures, prototype integrations, and collaborate cross-functionally to shape how Suger engages, wins, and scales with customers.
This is an exceptional opportunity to join a fast-growing team transforming the future of B2B SaaS and AI distribution.
What You’ll Own (for real)
- Partner closely with Sales to run technical discovery, deeply understand customer goals, and map Suger’s capabilities to their marketplace monetization strategy
- Lead product demonstrations tailored to customer pain points, clearly communicating ROI and business value
- Build technical prototypes, workflows, and integration examples to showcase how Suger automates listing, quoting, fulfillment, and billing processes via APIs
- Translate prospect requirements into actionable solution designs leveraging Suger’s features, integrations, and API-first platform
- Own the technical handoff from pre-sales to post-sales by documenting customer requirements, configuration expectations, integration details, and success criteria—ensuring Implementation, Product, and Customer Success have everything needed to deliver an exceptional onboarding experience
- Build and maintain reusable demo assets, templates, and workflows that support scale across the GTM organization
- Serve as the technical liaison to Product, surfacing insights, influencing roadmap priorities, and refining messaging
- Collaborate on cross-functional initiatives such as product launches, partner programs, cloud marketplace events, and strategic enablement
- Document learnings, objections, patterns, and best practices to refine the sales cycle and drive continuous improvement
- Help establish the foundation of the Sales Engineering function - processes, playbooks, tools, and metrics
Who This Is For
- 3+ years of Sales Engineering, Technical Pre-Sales, or related customer-facing technical experience in a SaaS environment (candidates with strong marketplace, revenue operations, or cloud/DevTools backgrounds may be considered even if they have less traditional SE experience)
- Strong discovery skills—the ability to earn customer trust, ask probing questions, and uncover the “real” business pain
- Excellent demo and storytelling skills, translating complex technical capabilities into compelling business outcomes
- Comfort building technical prototypes, workflows, or integration examples — must be able to utilize APIs to demonstrate product capabilities, validate use cases, or build lightweight integrations
- Solid understanding of enterprise SaaS buying cycles and the SE’s role in driving deal momentum
- Strong analytical thinking to articulate ROI, quantify operational improvements, and support business cases
- Experience working cross-functionally with Sales, Product, and Customer Success teams
- Demonstrated success in high-growth, fast-paced environments
- Curiosity about AI tools and emerging technologies, with a willingness to adopt them to improve productivity
Nice-to-Have
- Experience with cloud marketplaces (AWS, Azure, GCP) from a seller, buyer, or partner perspective
- Familiarity with quote-to-cash, CPQ, billing, or revenue operations tools
- API experience used for demos or integrations (e.g., Postman, Python, JavaScript)
- Background in FinOps, Cloud Ops, DevTools, or enterprise platforms
Why Join Us
- The base salary range for this role is $120,000–$160,000/year, depending on experience, market location, and overall fit for the role.
- We are a team of ~50 people, headquartered in the Bay Area (with teams globally), and growing rapidly
- Work with an exceptional team that has built large-scale enterprise SaaS products at companies like Google, Meta, Microsoft, Salesforce, Confluent, Asana, and Opower (Oracle), as well as high-growth startups such as Workstream, Pave, Motive, and Square
- Opportunity to have outsized impact as the foundational member of the Sales Engineering organization
- Competitive compensation, meaningful early-stage equity, and comprehensive benefits - including healthcare, a monthly stipend for office expenses, and team outings
- Well-funded with top-tier investors
- Fast-moving, flat org structure with significant ownership and autonomy
Top Skills
APIs
AWS
Azure
Cloud Marketplaces
GCP
JavaScript
Postman
Python
Suger San Francisco, California, USA Office
San Francisco, California, United States
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