Lead the technical side of large enterprise deals from first call through architecture, security review, PoC, and closed-won. Scope and hold PoCs, respond to technical/RFP/security questions, ramp and coach junior SEs, run technical deal reviews, and build reusable demo/PoC assets and templates.
Data quality is the bottleneck of the AI era. Every Fortune 500 is trying to solve it. We're the team they call.
Soda is the data quality layer for Disney, Ralph Lauren, CBRE, HelloFresh, 2K Games, and Nubank. The category is growing rapidly because AI doesn't work on bad data.
We're hiring a remote Lead Sales Engineer to own the technical side of our biggest enterprise deals and to bring up the SEs behind you. Direct line to the CRO, Director of Customer Engineering, and product team - no layers.
Who this is this for
Sales Engineers who've already done the job well and want more than another quota to support. You've owned the technical win on enterprise deals, and you're already the person junior SEs come to after a demo went sideways.
If you want a big-company SE org with an enablement team, this isn't it. If you want the hardest deals and the machine that makes everyone else better at them, this is it.
What you'll do
- Own the technical win on our largest enterprise deals - first technical call through architecture review, security review, PoC, and closed-won
- Scope PoCs against the customer's stated success criteria, and hold the scope so evaluations actually finish
- Own technical and security responses on RFPs, including SOC 2 and infosec questions from regulated buyers
- Ramp new US SEs - their onboarding, their first demos, and the call on when they're ready to go solo
- Coach demos and run technical deal reviews. Tell people what didn't land and why
- Build the reusable stuff - demo environments, PoC templates, competitive positioning
Hiring process
- Phone screen interview - 15 minute call with a founder
- Recorded demo - We'll give you access to the product. You'll record a short demo of Soda to a hypothetical customer.
- Deep dive interview - one deal you won, one you lost, and scoping a PoC from a short scenario
- Culture fit with the team
What you might not love
- Priorities move. Expansion phase, a lot of work, not a lot of process.
- No enablement team. If the PoC template doesn't exist, you write it.
Requirements
Must have
- 6+ years as a Sales Engineer, Solutions Engineer, or Solutions Architect at a B2B SaaS company, on enterprise deals - $100K+ ACV, multiple stakeholders, three-month-plus cycles
- You've developed other SEs - onboarding, demo coaching, or mentoring. Tell us who you brought up and what you actually did
- Fluent in Python and SQL - you can read, write, and debug both in front of a customer
- Strong customer communication - clear, calm, and honest under pressure. You can explain something technically complex to a Data Engineer and to a CDO in the same conversation
- You give feedback that lands - specific, about the work and not the person. You'd rather have the awkward conversation this week than the same one in three months
- Builder mentality, humble, high-horsepower - you write docs without being asked, you'd rather automate a task than repeat it, and you'd rather learn what you're missing than bluff it
- Based in the US
Nice to have
- Experience selling data quality, governance, or observability tools
- Experience selling into regulated industries - financial services, pharma, energy, insurance
- Data stack fluency - Snowflake, Databricks, BigQuery, dbt, Airflow, Kafka
- Interest in growing into a management track
Benefits
- Base salary: $160,000-$180,000
- Equity - everyone full-time at Soda is a shareholder
- Location: Remote (US-based)
- Benefits: PTO, 401k, medical insurance
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