Sales Engineer

About Us: HiveWatch is a tech-forward, inclusive organization fostering the evolution of the physical security industry. We are a diverse team of forward thinkers who empower each other to find creative and collaborative solutions in an industry ripe for modernization. We are passionate about the problems we’re solving for our customers and equally passionate about the company we’re building.   HiveWatch is here to help security teams pivot from chasing threats to preventing them. We protect organizations, people, and property through the intelligent orchestration of physical security programs. With better communication, more insights, and less “noise”, we are modernizing what it means for businesses and their employees to truly feel safe. Sales Engineer ABOUT THE ROLE HiveWatch is hiring a Sales Engineer to serve as the technical backbone of our enterprise sales process. This is not an order-taker role — it’s a strategic, high-ownership position for someone who can operate as a trusted thought partner to the Head of Sales, drive complex deals forward through technical credibility, and build the repeatable processes that make our sales motion scalable. You’ll partner closely with Account Executives to lead technical discovery, deliver tailored demonstrations, and ensure every enterprise deal is built on an accurate, well-documented technical foundation. You’ll also play a critical role in bridging pre-sale and post-sale: setting implementation up for success by managing customer expectations, aligning internal stakeholders, and ensuring clean, thorough technical handoffs. As HiveWatch scales, this role scales with it. We’re looking for someone with the potential to grow into a broader leadership function as the SE team expands. KEY RESPONSIBILITIES: Technical Discovery & Solution Design Lead structured discovery calls to map prospect environments, integration needs, and technical requirements Translate customer requirements into clear solution architectures and deployment plans Engage IT, InfoSec, and network stakeholders on topics including SaaS architecture, API integrations, SSO, and firewall/allowlisting requirements Author tailored solution proposals, network diagrams, and technical leave-behinds Demo Excellence Deliver compelling, audience-specific platform demonstrations that advance deals Adapt in real time to the room — from CSO to network engineer — with confidence and technical depth Configure custom demo scenarios that mirror prospect use cases and operational environments Deal Partnership & Qualification Partner with AEs throughout the sales cycle to advance opportunities through technical milestones Apply MEDDPICC to assess deal health, surface risks early, and give AEs honest, data-backed input on opportunity strength Act as a thought partner to the Head of Sales on strategic and technically complex deals Support RFP/RFI responses, InfoSec reviews, and TPRM questionnaires — and build repeatable processes so these don’t become bottlenecks Pilot & Pre-to-Post-Sale Bridge When pilots are in scope, ensure success criteria are clearly defined, documented, and agreed upon before kickoff Help AEs and customers navigate technical configuration and blockers throughout pilots and early implementation Own the technical handoff to Implementation: document the technical landscape, stakeholder map, deployment plan, and any open risks Ensure customers have engaged their internal IT stakeholders and have a clear picture of what comes next before the deal closes Process Building & Cross-Functional Collaboration Build and maintain a reusable library of customer-facing technical assets: diagrams, one-pagers, RFP responses, and discovery frameworks Identify gaps in the SE engagement process and drive improvements — own the outcome, not just the task Collaborate cross-functionally with Implementation, Product, and Engineering to surface field feedback and remove blockers Develop deep product knowledge across every layer of the HiveWatch platform and use it to help inform what sales needs from product REQUIRED QUALIFICATIONS: 4+ years in a Sales Engineer, Solutions Engineer, Pre-Sales Consultant, or comparable customer-facing technical role at a B2B SaaS company Has supported an enterprise sales motion multiple times — understands the full cycle from discovery through close and technical handoff Strong consultative discovery skills: asks sharp questions, maps product value to specific pain points, and doesn’t default to generic pitches Excellent demo skills with the ability to adapt depth and narrative to a mixed technical and business audience Comfortable engaging IT and infrastructure stakeholders on topics including virtualization, networking, APIs, and SaaS architecture (experience standing up VMs on customer networks a plus) Demonstrated ability to build process, not just execute tasks — creates systems that make the team more effective Clear, precise written communication for proposals, RFP responses, and technical documentation Thrives in a fast-moving startup environment where priorities shift and ownership is broad Willingness to travel up to 25% for on-site discovery, demos, and customer meetings Based in or willing to work from our El Segundo, CA office PREFERRED QUALIFICATIONS Prior experience in physical security, PSIM, GSOC operations, or with platforms like Genetec, Lenel OnGuard, CCure, or similar Familiarity with VMS platforms and enterprise camera ecosystems Hands-on experience with enterprise networking: subnets, firewalls, NAT, DNS, allowlisting, RTSP/RTP Experience with virtualization platforms (VMware vSphere, Hyper-V) or major cloud providers (AWS, GCP, Azure) Background selling alongside AI/ML-powered products and articulating model behavior to security-minded buyers Bachelor’s degree in Computer Science, Information Systems, or related field — or equivalent practic