About Us
Suger is a revenue platform that helps our customers grow on the fastest-growing B2B sales channel: the cloud marketplaces of AWS, Azure, GCP, and Alibaba. Launched in 2022, we take the tech debt out of marketplace sales by providing an API-first approach to quote-to-cash and billing processes.We’re working with over 200 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta.We are a Series A startup funded by top-tier investors including Threshold VC, Craft Ventures, Intel Capital, and Y Combinator.
Role Overview
We are seeking a talented and passionate Sales Engineer (Pre-Sales) to help prospects understand Suger's value and guide them through a consultative, outcome-focused buying experience.You will serve as a trusted advisor - uncovering customer pain points, aligning on ROI, and showcasing how Suger accelerates marketplace revenue, automates operational workflows, and improves the seller experience.As the founding member of the pre-sales function, you will craft compelling demos, design solution architectures, prototype integrations, and collaborate cross-functionally to shape how Suger engages, wins, and scales with customers.This is an exceptional opportunity to join a fast-growing team transforming the future of B2B SaaS and AI distribution.
What You’ll Do
- Partner closely with Sales to run technical discovery, deeply understand customer goals, and map Suger’s capabilities to their marketplace monetization strategy
- Lead product demonstrations tailored to customer pain points, clearly communicating ROI and business value
- Build technical prototypes, workflows, and integration examples to showcase how Suger automates listing, quoting, fulfillment, and billing processes via APIs
- Translate prospect requirements into actionable solution designs leveraging Suger’s features, integrations, and API-first platform
- Own the technical handoff from pre-sales to post-sales by documenting customer requirements, configuration expectations, integration details, and success criteria—ensuring Implementation, Product, and Customer Success have everything needed to deliver an exceptional onboarding experience
- Build and maintain reusable demo assets, templates, and workflows that support scale across the GTM organization
- Serve as the technical liaison to Product, surfacing insights, influencing roadmap priorities, and refining messaging
- Collaborate on cross-functional initiatives such as product launches, partner programs, cloud marketplace events, and strategic enablement
- Document learnings, objections, patterns, and best practices to refine the sales cycle and drive continuous improvement
- Help establish the foundation of the Sales Engineering function - processes, playbooks, tools, and metrics
What You Need
- 3+ years of Sales Engineering, Technical Pre-Sales, or related customer-facing technical experience in a SaaS environment (candidates with strong marketplace, revenue operations, or cloud/DevTools backgrounds may be considered even if they have less traditional SE experience)
- Strong discovery skills—the ability to earn customer trust, ask probing questions, and uncover the “real” business pain
- Excellent demo and storytelling skills, translating complex technical capabilities into compelling business outcomes
- Comfort building technical prototypes, workflows, or integration examples — must be able to utilize APIs to demonstrate product capabilities, validate use cases, or build lightweight integrations
- Solid understanding of enterprise SaaS buying cycles and the SE’s role in driving deal momentum
- Strong analytical thinking to articulate ROI, quantify operational improvements, and support business cases
- Experience working cross-functionally with Sales, Product, and Customer Success teams
- Demonstrated success in high-growth, fast-paced environments
- Curiosity about AI tools and emerging technologies, with a willingness to adopt them to improve productivity
Nice-to-Have
- Experience with cloud marketplaces (AWS, Azure, GCP) from a seller, buyer, or partner perspective
- Familiarity with quote-to-cash, CPQ, billing, or revenue operations tools
- API experience used for demos or integrations (e.g., Postman, Python, JavaScript)
- Background in FinOps, Cloud Ops, DevTools, or enterprise platforms
Why Join Us
- The base salary range for this role is $120,000–$160,000/year, depending on experience, market location, and overall fit for the role.
- We are a team of ~50 people, headquartered in the Bay Area (with teams globally), and growing rapidly
- Work with an exceptional team that has built large-scale enterprise SaaS products at companies like Google, Meta, Microsoft, Salesforce, Confluent, Asana, and Opower (Oracle), as well as high-growth startups such as Workstream, Pave, Motive, and Square
- Opportunity to have outsized impact as the foundational member of the Sales Engineering organization
- Competitive compensation, meaningful early-stage equity, and comprehensive benefits - including healthcare, a monthly stipend for work station expenses, and team outings
- Well-funded with top-tier investors
- Fast-moving, flat org structure with significant ownership and autonomy
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