Why Sales Engineers Exist
Paul Graham once wrote that “a startup is a company designed to grow fast.” For a startup to grow fast, especially a B2B startup selling SaaS products to other companies, it needs sales engineers. Sales engineers are the technical experts who work closely with sales teams. They exist because selling enterprise software requires deep technical knowledge that salespeople typical don’t have. The salesperson establishes rapport with the prospect and understands their business needs. But when it comes time to demo the product and answer nitty gritty technical questions, that’s where the sales engineer comes in. ...