Sales Engineer

Sales Engineer

Position in Organization Reports to: Chief Revenue Officer Team: Revenue & Growth

Location: Charlotte, North Carolina (hybrid working model, average 3 days per week in office requirement)

Travel requirements: Reasonable amount expected for this role, to be on site with engaged prospects and support scoping of new clients.

Purpose of the Role The Sales Engineer role bridges product, sales and customer needs by translating complex Insurtech capabilities into clear business value for prospective clients.

The role supports the sales cycle through discovery, solution design, product demonstrations and technical validation helping insurance carriers, brokers, MGAs, and partners understand how the platform improves underwriting, distribution, policy administration, claims, and customer experience.

Key Responsibilities

• Discovery & Solution Alignment
• Partner with Account Executives to lead discovery sessions with business and technical stakeholders
• Understand client workflows, legacy systems, integration requirements, and regulatory considerations
• Map customer challenges to product capabilities and define solution approach
• Product Demonstrations
• Deliver tailored product demonstrations aligned to insurance use cases
• Configure demo environments and scenarios relevant to underwriting, claims, and distribution
• Articulate value for both business and technical audiences
• Technical Validation
• Support RFP/RFI responses and technical questionnaires
• Provide architecture guidance, integration approach, and data flow explanations
• Lead proof-of-concepts (POCs) and pilot engagements
• Sales Support & Deal Strategy
• Shape solution strategy for complex deals
• Identify risks, dependencies, and implementation considerations
• Support value messaging and differentiation against competitors
• Cross-Functional Collaboration
• Act as feedback loop between sales, product, and engineering
• Influence roadmap through customer insights
• Contribute reusable demo assets, solution patterns, and documentation

Required Skills & Expertise

• Strong understanding of SaaS architecture and cloud platforms (e.g., Amazon Web Services, Microsoft Azure, Google Cloud)
• Familiarity with APIs, integrations, and data exchange patterns (REST, webhooks, middleware)
• Experience/understanding of insurance core systems (policy administration, claims, billing, underwriting)
• Ability to design solution architectures and explain technical concepts simply
• Experience with CRM ecosystems (e.g., Salesforce) and Insurtech platforms
• Experience supporting RFP/RFI processes
• Ability to build demo narratives and technical storytelling

Behavioral & Core Skills

• Strong consultative mindset and business acumen
• Excellent presentation and facilitation skills
• Ability to translate technical detail into business value
• Problem-solving and structured thinking
• Executive communication capability
• Collaboration across sales, product, and engineering

Preferred Experience

• Knowledge of, and experience operating in, the life insurance market
• Min 3 years in pre-sales, solutions consulting, sales engineering, or implementation
• Experience in Insurtech, insurance software, or enterprise SaaS
• Exposure to US insurance carriers, brokers, or MGAs
• Background in implementation, architecture, or business analysis
• Experience with enterprise integration patterns and data models