nooks - Solutions Engineer, EMEA
Requirements
• Prior experience in a quota-carrying or technical sales role, such as AE, SE, or hybrid, with ownership of the pre-sale cycle. • Experience supporting EMEA customers and navigating regional buying processes, stakeholder dynamics, and technical evaluations. • A builder’s mindset: you can create a process, test it in live deals, and improve it without waiting for a complete playbook. • A sales-first instinct: you treat trials like pipeline, care deeply about win rates, and build urgency around real customer priorities. • The ability to engage senior stakeholders, including CROs, CTOs, and VPs of Sales, and lead discovery or a business review independently. • Technical curiosity and sound reasoning: you understand how systems connect, investigate unfamiliar requirements, and close knowledge gaps independently. • Strong discovery skills: you ask “why is that a requirement?” before answering it and develop a point of view before prescribing a solution. • The judgment to prioritize across active deals and foundational work, knowing when to solve something yourself and when to involve global partners. • A bias toward action and comfort owning ambiguous, undocumented work as the first SE in a new region. • Early regional expansion or founding-team experience is a strong plus, as is familiarity with MEDDIC, MEDDPICC, or an equivalent enterprise sales methodology. • EQUAL EMPLOYMENT OPPORTUNITY STATEMENT
Responsibilities
• Own the technical win across EMEA: Lead the full technical sales lifecycle across concurrent opportunities, from discovery and demo through trial and close, with a clear mandate to drive each to a decision. • Build the territory with the founding EMEA GTM team: Partner with AEs and regional leadership on account strategy, customer engagement, and the technical approach needed to create and win early opportunities. • Create an EMEA-specific SE motion: Adapt and build discovery frameworks, demo narratives, trial plans, success criteria, and handoffs that reflect regional customer needs and buying processes. • Connect technical discovery to business outcomes: Get underneath feature requests to uncover real business pain, then build a solution narrative tied to executive priorities and measurable value. • Lead prospect trials: Serve as the primary technical contact, establish clear evaluation plans, monitor trial health, flag risks early, and intervene before issues threaten the deal. • Navigate complex evaluations: Coordinate with internal experts on integrations, security, data handling, and procurement requirements, keeping customers aligned on a credible path forward. • Build the regional operating foundation: Create reusable assets, document what works, and introduce automation that helps a small team cover more opportunities effectively. • Connect the EMEA field to Product: Translate recurring customer needs, competitive insights, and trial patterns into actionable feedback for Product and the global SE team. • Help shape future SE growth in EMEA: Codify the regional playbook and contribute to onboarding and developing future teammates as the business grows.
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT