Sales Engineer

Sales Engineer
Компания: Trebellar
**About Trebellar** ------------------- Trebellar is the AI platform for corporate real estate. Enterprise CRE teams use Trebellar to turn fragmented lease, space, and occupancy data into a single decision-making layer — replacing spreadsheets and guesswork with an AI-native system of record. We're backed by Blossom Capital, with participation from Jack Altman and Semil Shah (Haystack), and we're a small, fast-moving team building category-defining infrastructure for one of the largest, least-modernized categories of enterprise spend. **About the role** ------------------ We're hiring our first dedicated Sales Engineer to serve as the technical backbone of the sales org. You'll partner directly with our Account Executives on every enterprise deal — running technical discovery, building and delivering demos tailored to each prospect's real data and use cases, and giving IT, data, and security stakeholders the confidence they need to move a deal forward. You'll also own the processes that make our sales motion repeatable: our demo environment, our pre-sales data validation approach, and our third-party risk/security review process. This is a role for someone who's done this before at a scaling company and wants to build the SE function at Trebellar from the ground up, not just execute against an established playbook. **What you'll do** ------------------ **Sales Cycle & Technical Ownership** * Partner with Trebellar Account Executives from discovery through close on enterprise deals, acting as the primary technical voice in the sales cycle. * Own the technical evaluation process for prospects — architecture questions, data integration questions, and security/compliance requirements. * Lead and win technical conversations with IT, data, and security stakeholder teams, translating their requirements into a clear path to “yes.” * Own third-party risk assessments end-to-end, including infosec questionnaires and vendor security reviews. * Act as the responsible party for tracking customer requirements and pre-sales feature requests, in partnership with Customer Success and Product * Build, document and manage a clean handoff process to post-sales team (Customer Success & Implementation) **Proof of Concept (POC) Ownership** * Run and manage the end-to-end POC process for prospects — you are the owner of the POC, not just a technical contributor to it. * Scope POC success criteria and boundaries with the prospect and AE up front, so both sides agree on what “won” looks like before work begins. * Own data ingestion and account configuration for the POC environment, working with the prospect's data/IT team to get real data in and configured correctly. * Manage the POC through to completion, ensuring it delivers against the defined success criteria and drives a clear go/no-go decision. * Partner closely with Trebellar Engineering to ensure smooth processes * Experience with ETL workstreams, managing data schemas, JSON and REST APIs a strong plus **Demo Environment & Experience** * Own the evolution of Trebellar's standard demo environment, keeping it current with the product and credible to technical buyers. * Continuously evolve and improve our standard demo flow based on what's landing (and what isn't) in the field. * Curate bespoke demos for large prospects based on discovery findings — mapping the narrative directly to their specific use cases and pain points. **Pre-Sales Data Validation** * Define and own Trebellar's pre-sales data validation process (our Data Readiness Audit) — the methodology for assessing a prospect's CRE data landscape (badge/access, floor plans, lease abstracts, occupancy sensors, HRIS) before close. * Work directly with prospects' data and IT teams to inventory data sources, assess format and quality, and flag gaps or risks early. * Translate data mapping and schema requirements into implementation plans that hand off cleanly to Delivery/Customer Success post-close. **What Success Looks Like** * In the first 90 days: you're embedded in the sales cycle, running discovery and demos alongside AEs, and you've audited our current demo environment and data validation process with a clear point of view on what to fix first. * By 6 months: our demo flow and environment reflect your ownership, the pre-sales data validation process is documented and repeatable, and you're the trusted technical partner IT/security stakeholders sign off through. **What we're looking for** -------------------------- * Prior Sales Engineer / Solutions Engineer experience at a scaling company — you've built or grown into the role, not just inherited a mature playbook. * A track record supporting large enterprise deals from pre-sales through close, including navigating security review and procurement. * Experience selling to and winning over IT stakeholder teams — you're comfortable being the technical credibility in the room. * Hands-on experience with ETL processes, data schemas, and data mapping — you can look at a messy dataset and see how it fits (or doesn't) into a target model. * High attention to detail and strong personal organization; you build process others can follow, not just tribal knowledge. * A clear, credible communicator who can flex between technical depth (with a data/IT audience) and business value (with an economic buyer). * Nice to have: familiarity with REST APIs and JSON. * Nice to have: exposure to corporate real estate, facilities, or workplace data. * Comfortable in an early-stage environment — energized by defining process from scratch rather than optimizing an existing one. What we offer ------------- * A small, high-context team where your ownership is visible and your impact compounds quickly. * Competitive compensation plus employee stock options, giving you a genuine ownership stake in an early-stage business, so you share in what you help build. * Health benefits, 401(k) match and flexible time off.