Senior Sales Engineer focusing on SLED accounts in the Eastern U.S. Delivering cybersecurity solutions and collaborating closely with sales teams at Proofpoint.
About the role
- Sales Engineer at Canary Technologies partnering with Sales and Product teams to drive technical validation. Responsible for demos, technical discovery, and ensuring alignment with buyer requirements.
Responsibilities
- Establish and execute standard demo workflows, including customization patterns and coverage for newly launched features.
- Define and document technical discovery SOPs to consistently map customer systems, integrations, data flows, and constraints.
- Create repeatable solution design frameworks and proof plans in partnership with Engineering and Product.
- Build and maintain standardized RFP/RFI response processes, including accurate, differentiated technical content and internal coordination.
- Develop processes to validate early-stage product features, capture field feedback, and prepare them for sales enablement.
- Partner with Sales to formalize deal execution playbooks covering objection handling, stakeholder alignment, and proof milestones.
- Document and maintain security and compliance artifacts to support buyer reviews and risk assessments.
- Produce scalable enablement assets, including playbooks, guides, and reusable demo components.
Requirements
- Experience: 3–5+ years in a Sales Engineering role supporting B2B SaaS sales.
- Domain exposure: Familiarity with hospitality systems (PMS preferred) or similarly complex integration environments.
- Technical fluency: Working knowledge of APIs (REST, webhooks) and light scripting to support demos and proofs.
- Security/compliance: Experience supporting security, privacy, and compliance reviews with enterprise buyers.
- RFP/RFI: Proven experience owning or significantly contributing to technical RFP/RFI responses.
- Early-stage product: Demonstrated ability to validate v0/v1 features and convert field feedback into sales enablement.
- Sales partnership: Track record of effective technical discovery, objection handling, and stakeholder alignment.
- Communication: Clear, concise, executive-level written and verbal communication.
- Ownership mindset: Comfortable operating autonomously in fast-moving, ambiguous environments with an outcome-driven mindset.
Benefits
- Canary Days: As a company we want to ensure that the team has time to recharge. Each month we provide company wide days off to ensure there is at least one extended weekend or day off.
- Self Improvement Club: We meet each month and share our personal goals for the month. Each individual is provided a budget towards any purchases that help us achieve these goals.
- Professional Development Chats: We provide budget to help drive cross functional professional development conversations across the organization.
- Travel Reimbursement: Team members are able to visit our offices across New York, San Francisco or Dallas when they choose, and are provided a travel stipend for doing so. Spend time working with the team in their office, and use the rest of your time exploring a new city!
- Personal Travel Reimbursement: If you stay at a hotel that Canary works with, we provide a credit towards your stay.
- Equal opportunity employer.
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