Sales Engineer, GTM AI

🚀 Your Mission

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 where speed and impact matter

• Fully committed to working in‑person 5 days/week at our SF HQ

• Curious, self‑aware, and feedback‑driven — you bring energy, not ego

• See this role as a defining chapter — not a stepping stone or side quest

• 5+ years in sales engineering
  , sandbox POCs, or technical pre‑sales roles (ideally SaaS Mar Tech / CRM / Sales Ops / Rev Ops platforms).

• Deep familiarity with multi‑touch attribution
  , lift reporting, marketing mix modeling, account scoring, and buyer journey analytics.

• Strong skills in creating live demos and sandbox experiences tied to real business drivers
  .

• Expertise in MEDDICC and consultative qualification frameworks.

• Excellent ability to speak “business‑first”: translate features into impact for CMOs, Rev Ops, SDR leaders.

• Product‑centric mindset with capacity to script, prototype, and troubleshoot demos on the fly.

• Preferably experience selling to or supporting revenue teams at $10M‑$100M ARR B2B SaaS companies.

We’re at an inflection point.…