Sales Engineer

ABOUT TREBELLAR Trebellar is the AI platform for corporate real estate. Enterprise CRE teams use Trebellar to turn fragmented lease, space, and occupancy data into a single decision-making layer — replacing spreadsheets and guesswork with an AI-native system of record. We're backed by Blossom Capital, with participation from Jack Altman and Semil Shah (Haystack), and we're a small, fast-moving team building category-defining infrastructure for one of the largest, least-modernized categories of enterprise spend. ABOUT THE ROLE We're hiring our first dedicated Sales Engineer to serve as the technical backbone of the sales org. You'll partner directly with our Account Executives on every enterprise deal — running technical discovery, building and delivering demos tailored to each prospect's real data and use cases, and giving IT, data, and security stakeholders the confidence they need to move a deal forward. You'll also own the processes that make our sales motion repeatable: our demo environment, our pre-sales data validation approach, and our third-party risk/security review process. This is a role for someone who's done this before at a scaling company and wants to build the SE function at Trebellar from the ground up, not just execute against an established playbook. WHAT YOU'LL DO Sales Cycle & Technical Ownership - Partner with Trebellar Account Executives from discovery through close on enterprise deals, acting as the primary technical voice in the sales cycle. - Own the technical evaluation process for prospects — architecture questions, data integration questions, and security/compliance requirements. - Lead and win technical conversations with IT, data, and security stakeholder teams, translating their requirements into a clear path to “yes.” - Own third-party risk assessments end-to-end, including infosec questionnaires and vendor security reviews. - Act as the responsible party for tracking customer requirements and pre-sales feature requests, in partnership with Customer Success and Product - Build, document and manage a clean handoff process to post-sales team (Customer Success & Implementation) Proof of Concept (POC) Ownership - Run and manage the end-to-end POC process for prospects — you are the owner of the POC, not just a technical contributor to it. - Scope POC success criteria and boundaries with the prospect and AE up front, so both sides agree on what “won” looks like before work begins. - Own data ingestion and account configuration for the POC environment, working with the prospect's data/IT team to get real data in and configured correctly. - Manage the POC through to completion, ensuring it delivers against the defined success criteria and drives a clear go/no-go decision. - Partner closely with Trebellar Engineering to ensure smooth processes - Experience with ETL workstreams, managing data schemas, JSON and REST APIs a strong plus Demo Environment & Experience - Own the evolution of Trebellar's standard demo environment, keeping it current with the product and credible to technical buyers. - Continuously evolve and improve our standard demo flow based on what's landing (and what isn't) in the field. - Curate bespoke demos for large prospects based on discovery findings — mapping the narrative directly to their specific use cases and pain points. Pre-Sales Data Validation - Define and own Trebellar's pre-sales data validation process (our Data Readiness Audit) — the methodology for assessing a prospect's CRE data landscape (badge/access, floor plans, lease abstracts, occupancy sensors, HRIS) before close. - Work directly with prospects' data and IT teams to inventory data sources, assess format and quality, and flag gaps or risks early. - Translate data mapping and schema requirements into implementation plans that hand off cleanly to Delivery/Customer Success post-close. What Success Looks Like - In the first 90 days: you're embedded in the sales cycle, running discovery and demos alongside AEs, and you've audited our current demo environment and data validation process with a clear point of view on what to fix first. - By 6 months: our demo flow and environment reflect your ownership, the pre-sales data validation process is documented and repeatable, and you're the trusted technical partner IT/security stakeholders sign off through. WHAT WE'RE LOOKING FOR - Prior Sales Engineer / Solutions Engineer experience at a scaling company — you've built or grown into the role, not just inherited a mature playbook. - A track record supporting large enterprise deals from pre-sales through close, including navigating security review and procurement. - Experience selling to and winning over IT stakeholder teams — you're comfortable being the technical credibility in the room. - Hands-on experience with ETL processes, data schemas, and data mapping — you can look at a messy dataset and see how it fits (or doesn't) into a target model. - High attention to detail and strong personal organization; you build process others can follow, not just tribal knowledge. - A clear, credible communicator who can flex between technical depth (with a data/IT audience) and business value (with an economic buyer). - Nice to have: familiarity with REST APIs and JSON. - Nice to have: exposure to corporate real estate, facilities, or workplace data. - Comfortable in an early-stage environment — energized by defining process from scratch rather than optimizing an existing one. WHAT WE OFFER - A small, high-context team where your ownership is visible and your impact compounds quickly. - Competitive compensation plus employee stock options, giving you a genuine ownership stake in an early-stage business, so you share in what you help build. - Health benefits, 401(k) match and flexible time off.