About The Role

You Will

• Partner with Enterprise AEs to win net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, owning the technical sales process from discovery through close.
• Lead technical discovery with sophisticated buyers — understand their systems, workflows, data, requirements, and pain deeply enough to design a solution rather than simply demo features.
• Build and deliver buyer-specific demos and POVs that connect Opine's capabilities directly to the customer's environment, use cases, and success criteria — not a generic product tour.
• Run tight, success-criteria-based technical evaluations with clear scope, defined milestones, Mutual Action Plans, and measurable outcomes rather than open-ended pilots.
• Navigate complex organizational structures alongside the AE — build credibility with technical buyers, security teams, operators, and champions while helping multi-thread the opportunity.
• Own technical validation across integrations, architecture, security, data, AI, and workflow requirements, bringing in product and engineering when deeper expertise is required.
• Give champions the technical evidence, documentation, and internal narrative they need to sell Opine when you're not in the room.
• Collaborate with AEs, product, engineering, CX, and leadership to remove technical blockers, move deals forward, and ensure a clean handoff post-close.
• Feed field intel back to product and leadership — what's resonating, what's blocking deals, where customers are stretching the product, and what should influence the roadmap.

About You

• 5+ years of Solutions Consulting, Sales Engineering, or equivalent customer-facing technical experience in enterprise B2B SaaS, with clear examples of helping close complex deals into complex organizations — not just delivering demos, but owning the technical path to a decision.
• Track record supporting enterprise sales cycles, including 6-figure ACV deals and sophisticated technical evaluations.
• Experience working with Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred.
• Previous experience with technical SaaS, with the ability to quickly learn a complex product and credibly explain, demo, and defend it with sophisticated buyers.
• A disqualification mindset — you identify technical risk early, define what needs to be proven, and push back on evaluations that don't have a credible path to a decision.
• Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — clear success criteria, named technical plays, and structured execution rather than an ad hoc evaluation process.
• Comfort in an early-stage environment — evolving and changing dynamics.
• Experience working cross-functionally with AEs, product, engineering, CX, and executives to move deals forward.
• Familiarity with APIs, integrations, enterprise SaaS architecture, security reviews, or data workflows is strongly preferred.
• Familiarity with security tooling, SOC workflows, or GRC platforms is a plus.
• Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus.

Location

Compensation and Benefits

• Benefits: health, vision, dental, PTO, etc.
• Direct access to the CRO and CEO — your input shapes the technical sales motion, not just executes it.
• A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.