Sales Engineer Lead
At a glance
Senior Solutions & Sales Engineering role at Rohirrim. McLean · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Work with Account Executives from discovery through close, advancing opportunities with technical guidance
- Lead discovery sessions that uncover customer workflows, requirements, and measures of success
- Create tailored demos and solution recommendations around each prospect’s use case and industry
- Guide proof-of-concept and pilot work, including architecture, security, data ingestion, and AI workflow questions
- Coordinate with Product, Engineering, and Customer Success on feasibility, handoffs, and implementation readiness
What you bring
- At least eight years in sales engineering, solutions engineering, presales architecture, or a comparable customer-facing technical role
- Experience supporting B2B SaaS or enterprise sales teams with cloud platforms, APIs, data systems, and AI products
- A strong command of technical selling, including discovery, demonstrations, and solution design
- Clear communication, sound problem-solving, strong organization, and the ability to work independently across teams
Who this fits
You’ll suit a senior, customer-facing role that requires explaining AI and other complex technology to technical and non-technical audiences. The job involves close work with Sales, Product, Engineering, and Customer Success, plus technical support for RFPs, security reviews, pricing scope, and competitive positioning. You’ll work three days each week from the McLean, Virginia headquarters and at client sites.
From the employer
Sales Engineer Lead
Why Join Rohirrim?
At Rohirrim, we're at the forefront of innovation in the Gen AI space. Joining our team means being part of a mission-driven go-to-market organization where your technical expertise, customer-facing skills, and strategic thinking directly influence revenue growth and customer success.
This is a hybrid role (3 days per week) to Rohirrim's headquarters in McLean, VA and client sites
We are looking for a Sales Engineer Lead to join our GTM team. This role sits at the intersection of sales, product, and engineering and is critical to helping Rohirrim scale by translating complex technology into clear, compelling business value. You will partner closely with Account Executives to support the full sales cycle, from discovery through close, by delivering technical expertise, product demonstrations, and solution design — acting as a trusted advisor to prospects on how Rohirrim's generative AI platform solves real-world proposal and knowledge management challenges.
The ideal candidate for this role should have strong customer-facing experience and the ability to explain complex technical concepts, including AI, clearly to both technical and non-technical stakeholders.
In this role, you will help shape how Rohirrim is positioned technically in the market while providing critical feedback to Product and Engineering based on customer needs.
Responsibilities:
- Partner with Account Executives throughout the sales cycle to support discovery, solution validation, and deal progression.
- Lead technical discovery conversations to understand customer requirements, workflows, and success criteria.
- Translate customer needs into tailored solution recommendations aligned with Rohirrim's capabilities.
- Own and deliver compelling product demos customized to customer use cases and industries.
- Support proof of concept and pilot engagements, ensuring technical success and alignment with customer expectations.
- Clearly articulate Rohirrim's value proposition, architecture, and differentiators to technical and non-technical audiences.
- Design scalable and secure solutions that align with customer environments, data needs, and integration requirements.
- Address technical questions related to architecture, security, data ingestion, AI workflows, and implementation.
- Partner with Product and Engineering to validate feasibility and define solution approaches for complex opportunities.
- Support technical aspects of RFP responses, security questionnaires, and technical documentation.
- Assist with pricing conversations as they relate to technical scope, deployment models, and usage considerations.
- Remove technical friction in the sales process to improve deal velocity and win rates.
- Partner with Customer Success to ensure smooth handoffs, implementation readiness, and long-term customer success.
- Work with Sales Leadership to refine technical messaging, competitive positioning, and go-to-market strategy.
Qualifications:
- 8+ years of experience as a Sales Engineer, Solutions Engineer, Presales Solutions Architect, or in a similar customer-facing technical role supporting B2B SaaS or enterprise sales teams.
- Experience working with cloud-based platforms, APIs, data systems, and AI-driven products.
- Strong understanding of technical sales best practices, including discovery, demo delivery, and solution design.
- Ability to work independently and collaborate as part of a larger, cross-functional team (Sales, Product, Engineering, Customer Success).
- Excellent problem-solving, communication, and organizational skills.
- Curious, adaptable, and motivated by helping customers solve meaningful business problems with technology.
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