What You'll Do

Own the full technical sales lifecycle across a portfolio of concurrent deals — from discovery to demo, from kickoff through close — with a clear mandate to drive each to a decision.
Run discovery that gets underneath feature requests to uncover real business pain, then build a technical narrative that ties directly to executive-level outcomes.
Serve as the primary technical point of contact for prospects during the trial: managing health scores, flagging risks early, and executing intervention plays before they become deal threats.
Partner closely with AEs on deal strategy — not just answering technical questions but shaping how and when we bring Nooks to the table.
Feed a direct line between the field and product, translating patterns across your trial portfolio into actionable signal for the roadmap.
Contribute to the SE playbook — identifying process bottlenecks, building automation where it creates leverage, and helping codify what "great" looks like for the team.

What You Bring

Prior experience in a quota-carrying or technical sales role (AE, SE, or hybrid) with ownership of the pre-sale cycle — not just post-sale implementation.
A sales-first instinct: you treat trials like pipeline, obsess over win rates, and know how to build urgency without manufactured pressure.
The ability to command a room of senior stakeholders — CRO, CTO, VP of Sales — and run a business review without an AE as a safety net.
Enough technical curiosity to figure it out — you don't need to write the API call today, but you need the logical instinct to understand how systems connect and the drive to fill gaps independently.
Strong discovery orientation: you ask "why is that a requirement?" before you answer it, and you build a POV before you prescribe a solution.
A bias toward action — you iterate toward great rather than waiting for perfect, and you're comfortable owning ambiguous, undocumented, broken work.
Familiarity with enterprise sales methodology (MEDDIC/MEDDPICC or equivalent) is a strong plus.