Principal Sales Engineer

Job Description

As the Principal Sales Engineer is critical for driving revenue growth by delivering tailored, high-impact technical solutions to complex client needs in the automotive auction and vehicle marketplace industry. You will own pre-sales technical engagement, solution design, and demonstrations while aligning closely with sales, product, and engineering teams. This position requires strategic leadership, deep industry knowledge (ideally in automotive, logistics, SaaS, or marketplace platforms), and the ability to scale processes that accelerate deal closure and customer success.

Responsibilities

Key Responsibilities:

• Pre-Sales Strategy & Execution: Partner with Account Executives and Sales leadership to qualify opportunities, develop winning technical strategies, and create customized solutions for prospects (e.g., insurers, fleets, dealers). Oversee product demonstrations, proof-of-concept (POCs), and technical workshops.
• Solution Design & Customization: Translate complex client requirements into scalable IAA platform solutions, including integrations with client systems, data analytics, vehicle merchandising tools, and digital bidding platforms. Ensure solutions address pain points like inventory management, valuation, compliance, and global buyer access.
• Stakeholder Collaboration: Work cross-functionally with Product, Engineering, Marketing, and Customer Success teams to influence roadmap priorities based on market feedback. Serve as the technical voice of the customer in internal discussions.
• Revenue Impact: Contribute directly to sales targets by shortening sales cycles, increasing win rates, and identifying upsell/expansion opportunities. Track key metrics such as technical win rate, solution adoption, and customer satisfaction.
• Market & Competitive Intelligence: Stay ahead of industry trends in automotive tech, AI-driven valuation, digital marketplaces, and competitor offerings. Develop thought leadership content, whitepapers, and presentations.
• Process & Tooling: Standardize pre-sales playbooks, demo environments, and technical proposal templates. Implement tools for better pipeline visibility and forecasting.
• Executive Engagement: Present to C-level clients and internal leadership on technical capabilities and strategic initiatives.

Qualifications

Experience: 8+ years in Solutions Engineering, Sales Engineering, Pre-Sales, or related technical sales roles, with at least 3-5 years in a leadership or managerial capacity. Director-level experience preferred.

Industry Knowledge: Strong background in automotive, insurance, logistics, SaaS platforms, or digital marketplaces. Experience with vehicle data, auctions, or B2B enterprise sales is a significant plus.

Technical Expertise: Proficiency in explaining complex technical concepts (APIs, integrations, data platforms, cloud solutions, AI/ML applications) to both technical and non-technical audiences. Hands-on experience with CRM tools (e.g., Salesforce), demo environments, and solution architecture.

Education: Bachelor's degree in Engineering, Computer Science, Business, or a related field (Master's or MBA preferred).

Skills:

• Exceptional communication, presentation, and storytelling abilities.
• Proven track record of closing complex, technical deals.
• Strong leadership, coaching, and team-building skills.
• Analytical mindset with the ability to manage multiple priorities in a fast-paced environment.
• Willingness to travel (20-40% as needed for client meetings and industry events).

What Success Looks Like

• Increased pre-sales efficiency and higher sales win rates.
• Positive feedback from clients and sales partners on solution quality and partnership.
• Contributions to product innovation and market expansion.

About Us

RB Global (NYSE: RBA)

RB Global (NYSE: RBA) (TSX: RBA) is a leading, omnichannel marketplace that provides value-added insights, services and transaction solutions for buyers and sellers of commercial assets and vehicles worldwide. Through its auction sites in 13 countries and digital platform, RB Global serves customers in more than 170 countries across a variety of asset classes, including automotive, commercial transportation, construction, government surplus, lifting and material handling, energy, mining and agriculture.

The company's marketplace brands include Ritchie Bros., the world's largest auctioneer of commercial assets and vehicles offering online bidding, and IAA, a leading global digital marketplace connecting vehicle buyers and sellers. RB Global's portfolio of brands also includes Rouse Services, which provides a complete end-to-end asset management, data-driven intelligence and performance benchmarking system; SmartEquip, an innovative technology platform that supports customers' management of the equipment lifecycle and integrates parts procurement with both OEMs and dealers; Xcira, a leader in live simulcast auction technologies; and Veritread, an online marketplace for heavy haul transport.

RB Global full-time employees are offered medical, dental, vision, and basic life insurances. Employees are able to enroll in our company's 401k plan and RB Global will match 100% for the first 4% contributed. Employees will also receive 15 days of PTO each year.