Sales Engineer

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.

• 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

• 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

• 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

• 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