Technical Sales Engineer

Technical Sales Engineer supporting Account Executives in complex pre-sales cycles for Tulip's no-code manufacturing platform. Conduct discovery, deliver tailored demos and PoCs, build business value assessments, respond to RFPs, and provide technical expertise to manufacturing prospects from shop floor to C-suite. Requires 5-10+ years enterprise SaaS pre-sales experience and familiarity with MES/ERP/IIoT systems.

About the job

Key Responsibilities

Work closely with Account Executives to progress opportunities through the pipeline and secure the technical win — from early discovery through close, with a shared evaluation plan and clear success criteria in place before the evaluation starts.
Perform deep discovery and requirements analysis. Understand the prospect's operational pain points, the business impact of solving them, and what a successful outcome actually looks like for that customer.
Develop, present, and deliver high-impact technical demonstrations tailored to the prospect's environment — demos, technical presentations, architectural discussions, and proof of concept work.
Clearly articulate the value of Tulip to all levels: line of business managers, C-level executives, and IT.
Build Business Value Assessments (BVAs) that connect operational improvements to financial outcomes and give economic buyers something concrete to act on.
Develop proposals and responses to RFx (RFI, RFP, RFQ), technical assessments, and security questionnaires.
Lead scoping and estimation of implementation projects in partnership with Tulip's Professional Services team.
Bring structured feedback back to Product and Engineering — prospect requests, capability gaps, competitive patterns.
Build and improve team assets: playbooks, demo environments, evaluation frameworks, and Tulip’s internal AI tooling.

Requirements

5-10+ years of enterprise SaaS pre-sales experience (Solutions Engineer, Solutions Consultant or equivalent).
Experience in selling to or working with manufacturing companies to help them with their digital transformation journey.
Experience with systems such as MES/MoM, LES/LIMS, WMS, QMS, ERP, SPC, IIoT, etc.
Strong written and verbal communication — comfortable presenting to audiences from the shop floor to the C-suite.
Actively uses AI tools in your daily workflow (RFx drafting, demo building, requirements synthesis, AI coding assistants a plus).
Detail-oriented individual with the ability to quickly assimilate and apply new concepts, business models, and technologies.
BS degree in Engineering (Mechanical, Industrial, Computer Science). MS/MBA degree is a plus.
Travel: 10-30% depending on demand.

Nice-to-Haves

Experience in manufacturing or industrial operations and a deep understanding of the shop floor.
Energized by complex technical sales: translating operational problems into compelling platform narratives.
Always looking at ways to improve systems at scale, implement best practices, and improve methodology and quality of execution within the team.
Natural team player that understands what it is to work in an agile environment.
Operate with commercial awareness: understand what moves deals, how to engage champions, and how to create urgency around technical decisions.
Speak fluently about SaaS, IIoT, cloud, and AI, and actively use modern AI-assisted tools to work more effectively.