Technical Sales Engineer

This role is located in Somerville, MA - We are a hybrid work environment and are in the office 3+ days/per week. Tulip, the leader in frontline operations, is helping companies around the world equip their workforce with connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Companies of all sizes and across industries have implemented composable solutions with Tulip’s cloud-native, no-code platform to solve some of the most pressing challenges in operations: error-proofing processes and boosting productivity, capturing and analyzing real-time data, and continuous improvement. A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany and Hungary. Focused on composable, human-centric solutions for industrial environments, Tulip is disrupting the MES category and has been recognized as a World Economic Forum Global Innovator. Tulip has also been named one of Energage’s Top Workplaces USA and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work” for 2024. About You: • You have experience in manufacturing or industrial operations and a deep understanding of the shop floor • You're energized by complex technical sales: translating operational problems into compelling platform narratives and owning the technical evaluation from discovery to close • You are always looking at ways to improve systems at scale, implement best practices, and improve our methodology and quality of execution within the team • You are a natural team player that understands what it is to work in an agile environment • You operate with commercial awareness: you understand what moves deals, how to engage champions, and how to create urgency around technical decisions • You speak fluently about SaaS, IIoT, cloud, and AI, and you actively use modern AI-assisted tools to work more effectively What skills do I need? • 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. • Travel: Please note this role will involve some travel between 10-30% depending on demand. • BS degree in Engineering (Mechanical, Industrial, Computer Science). MS/MBA degree is a plus 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 Key Collaborators: • Pre-Sales Engineering • Sales Team: Account Executives, Channel Partner Team • Post-Sales Teams: Professional Services, Customer Success Managers, Technical Account Managers • Marketing: Product Marketing, Event Marketing Working At Tulip We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: • Direct impact on product and culture • Company equity • Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K) • Flexible work schedule and unlimited vacation policy • Virtual company events and happy hours • Fitness subsidies We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $120,000- $155,000 per year, and is eligible for on-target-earnings (OTE). It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.