Sales Engineer, GTM AI

Hockey Stack is an Applied AI company on a mission to automate sales, marketing, and customer success for B2B companies.
We build the most complete and accurate picture of the B2B buyer by integrating with every tool your team uses, partnering with third-party data providers, and deploying custom AI research agents.
We use this data to power applications that automate high-value, high-complexity workflows across the go-to-market and revenue teams. Our core products include:

• Marketing Intelligence – instantly answers questions like “What led to that sudden drop in pipeline?”

• Account Intelligence – surfaces next-best actions to help reps move target accounts toward conversion

Since launching in January 2023, we’ve come through Y Combinator, raised a $26M Series A led by Bessemer. We’re growing 3× year-over-year, have hit multimillion ARR, and process over 60 TB of GTM data monthly. Based at our San Francisco HQ, we operate fully in‑person, move fast and hire people who are ready to win.

You’ll be the technical and consultative bridge between Hockey Stack’s AI‑powered GTM platform and complex customer business problems. You’ll lead demo engineering
, build sandbox POCs
, leverage MEDDICC
, and tailor technical storytelling around marketing and sales pain points faced by personas like CMOs, Demand Gen Directors, Rev Ops, and Sales Leaders.

This role combines technical depth
, business storytelling
, MEDDICC rigor
, and hands‑on demo/POC building in a fast‑growing, AI‑led GTM environment. It’s ideal for a Sales Engineer who lives and breathes GTM workflows, attribution, sandbox environments, and solving real marketing + sales challenges.

Technical Enablement & Demo Engineering

• Design, build, and deliver polished interactive demos and live sandbox environments tailored to customer business use cases.
• Translate features like Odin AI analyst
  , Nova account intelligence
  , multi‑touch attribution, lift modeling, account scoring, and GTM workflows into real‑world demonstration scenarios.
• Lead interactive walkthroughs that resonate with marketing and sales contexts: e.g. “prove which channels actually drive pipeline” or “identify high‑intent accounts to prioritize outbound”.

Sandbox POCs

• Spin up isolated sandbox environments or trial work spaces to prototype custom scenarios.
• Validate how Hockey Stack integrates with CRM/Mar Tech stacks (e.g. Salesforce, Hub Spot, Outreach, Linked In, Website, Data Warehouse) and transforms data into dashboards, lift reports, and account insights.
• Collaborate with prospects to build real POCs – import data, set up workflows, and surface actionable insights in live sessions.

MEDDICC-Oriented Qualification & Deal Progression

• Apply the MEDDICC framework consistently:
  • Metrics: quantify expected marketing ROI and pipeline lift.
  • Economic buyer: ensure demo messaging aligns with CFO, CMO, CRO objectives.
  • Decision criteria & process: uncover evaluation criteria early and tailor engineer‑led sessions accordingly.
  • Identify pain & Champion: connect technical storytelling to business pain like dark‑funnel attribution, inefficient budget allocation, or slow account prioritization.
  • Competition: address potential objections and differentiate from legacy analytics tools. (Adobe Bizible, Full Circle, etc)

Persona‑Led Business Problem Framing

• Engage key personas:
  • Marketing Leads / Demand Gen
    : need visibility into pipeline attribution and ROI of channels, MMM models, lift measurement.
  • Sales Leaders / Rev Ops
    : require account scoring signals (Nova), stakeholder maps, and workflows for outbound sequences.
• Craft use‑case narratives: e.g. “show us which content is creating revenue”, or “help us identify CMO‑level buying motion”, then execute demos to reflect those.

Internal Enablement & Feedback Loop

• Train SDRs and AEs on technical messaging, solution positioning, and MEDDICC qualification best practices.
• Provide feedback to Marketing, Product and Engineering on customer POC success stories and feature requests, ensuring demos remain cutting‑edge.

• Ownership‑first mindset — you take initiative, move fast, and figure things out
• Thrive in early‑stage, high‑urgency environments…