Sales Engineer

About the Role

Canary Technologies is hiring a Sales Engineer to partner closely with Sales, Product, and Customer Success to drive technical validation and value articulation throughout the sales cycle. This role will own demos, technical discovery, solution design, and assist/coordinate RFP and RFI responses, ensuring accuracy, differentiation, and alignment with buyer requirements. The ideal candidate is technically fluent, commercially sharp, and comfortable operating in an early-stage, high-ownership environment. Prior experience supporting B2B SaaS sales teams and hospitality experience is strongly preferred.

What You’ll Do

• Establish and execute custom demo workflows, including coverage for newly launched and in development features and products
• 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

What We’re Looking For

• Experience: 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, including PCI, PII, 10DLC, etc.
• 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