[Hiring] Solution Sales Engineer @Revenova LLC

Role Description

This is a dedicated Solution Sales Engineer role. You will be a trusted advisor to our prospects, the industry expert on our new business deals, and the bridge between Sales, Implementation and Product.

• Account Executives lead the discovery call and overview demo, then bring you in to take the conversation deeper.
• Partner with Account Executives through close, allowing them to focus on running the deal while you prove how Revenova solves the prospect's problems.
• Stay with each deal through long sales cycles, often three to six months, acting as an advisor, not just a technical resource.
• Ensure scope is clear before signing so Implementation can deliver on time.
• Bring insights from prospects back to Product to help shape the roadmap.

What You'll Do

• Lead in-depth, consultative sessions after the overview demo to uncover the root cause of each prospect’s operational and business pain.
• Turn findings into a value-based story and deliver tailored, in-depth demos in the prospect's own language and industry context.
• Partner with Account Executives on deal strategy, technical positioning and next steps from the overview demo through close.
• Lead the preparation of Objectives Findings for the prospect highlighting what we learned, path to signature, assessment of critical issues and impact, and how Revenova will uniquely solve those challenges.
• Respond quickly to late-stage needs, including follow-up demos, executive presentations, and SOW and scope questions.
• Define accurate scope for each deal and provide a clean handoff to the implementation team.
• Track competitors' products and positioning to ensure every demo addresses the alternatives a prospect is weighing.
• Serve as the bridge between Sales, Implementation and Product, sharing prospect feedback, scope details and market trends with each team.
• Help Account Executives build product and industry knowledge through enablement and coaching.

Qualifications

• 3+ years of experience as a Solutions Engineer or Sales Engineer at a B2B or SaaS company, delivering software demos and/or supporting the full sales cycle.
• A consultative, trusted-advisor approach, with the curiosity to keep asking questions until the real problem is clear.
• Strong presentation skills, with a track record of value-based demos that lead with outcomes instead of features.
• Experience supporting complex, high-value deals with sales cycles of three months or longer.
• The ability to manage several active deals at once and respond on the prospect's timeline.
• Clear communication with audiences from operations staff to executives.

Nice to Have

• Experience with Salesforce, including configuration or administration.
• Hands-on knowledge of how freight brokerages, trucking companies and/or shippers operate day to day.
• Experience with TMS platforms and the transportation, broker and logistics workflows they support.
• Familiarity with consultative selling methods.
• Knowledge of freight accounting, carrier management or load quoting tools.
• Prior work in a hands-on operational role at a brokerage, carrier or shipper.

How Success Is Measured

• Win rates of greater than 50% on the deals you support.
• Average deal size of greater than $150,000 ARR on enterprise opportunities and ~$50,000 ARR on SMB.
• Clear, accurate scope at signing that leads to achievable expectations for the Revenova implementation team with achievable on-time go-lives.
• Strong partnership with Account Executives, who rely on you as a trusted advisor to their prospects.
• Prospects who see clear business value in Revenova before they buy.