NOAM Sales Engineer

Overview

You're the technical expert who makes sales happen. You join AE calls to run product demos, answer technical questions about how SEON's fraud detection works, and help prospects understand the integration effort. When a deal moves to POC stage, you're scoping the integration, working with their engineering team, and troubleshooting when things don't work. You're splitting time between early-stage demos (educating on capabilities) and late-stage POCs (proving it works in their environment).

Role Snapshot

Company Context

Stage: Likely Series B/C based on having dedicated SE roles by region

Size: Unknown but scaling (hiring SEs for specific regions)

Growth: NOAM SE role suggests they have enough deal flow to justify regional specialization

Market Position: Challenger in fraud prevention competing on technical differentiation

GTM Reality

SE:AE Ratio: Likely 1 SE supporting 3-5 AEs in your region

Demo Frequency: 5-10 demos per week during busy periods

POC Load: Managing 3-6 active POCs simultaneously

Technical Depth Required: Need to understand APIs, webhooks, device fingerprinting, machine learning fraud models, data privacy regulations

Competitive Landscape

Technical Differentiators: You're positioning SEON's device fingerprinting capabilities, real-time decisioning speed, API flexibility, and ML model customization

Common Technical Objections:

• "How does this integrate with our existing checkout flow?"
• "What's the latency impact on our user experience?"
• "How do you handle GDPR/data privacy compliance?"
• "Can we customize the fraud rules and ML models?"
• "What data do you need from us?"

POC Success Factors: Clean API integration, fraud detection accuracy in their data, acceptable false positive rates, performance/latency within SLAs

What You'll Actually Do

Time Breakdown

Demos (35%) | POC Support (35%) | Internal Prep (15%) | Technical Documentation (15%)

Key Activities

• Product demos: You're screen-sharing and walking through the SEON dashboard, showing how device fingerprinting works, explaining fraud scoring logic, and demonstrating velocity rules. You're fielding technical questions on the fly about integration, data requirements, and edge cases. Demos range from 30-minute intros to 90-minute deep dives.
• POC scoping and setup: When a deal moves to POC, you're writing the technical plan, defining success metrics, and working with their engineering team to get the API integration running. You're on Slack/email helping them troubleshoot integration issues, understand API responses, and tune fraud rules.
• Technical discovery: Early in deals, you're on calls asking about their tech stack, current fraud prevention setup, data infrastructure, and engineering team capacity. You're identifying integration complexity and potential blockers.
• Competitive technical comparisons: When they're evaluating multiple vendors, you're creating comparison docs, explaining technical differences, and positioning SEON's advantages on integration speed, accuracy, and flexibility.
• Internal collaboration: You're working with product/engineering to answer prospect questions, request features, and relay feedback. You're training AEs on new product capabilities and creating demo scripts.

The Honest Reality

What's Hard

• POCs often take 2x longer than planned because prospect engineering teams are busy or hit unexpected issues
• You're context-switching constantly between early demos and late-stage POC troubleshooting
• Some POCs fail due to poor data quality or integration issues on their side, and deals die
• You're selling a complex product - it takes months to really understand all the fraud vectors, ML models, and edge cases
• Time zone challenges covering all of North America (East Coast to West Coast)
• Deals can stall for weeks, then suddenly need urgent support
• You're measured on deals closing, but engineering teams and budget approvals are outside your control

What Success Looks Like

• 70%+ of your POCs convert to closed deals
• AEs specifically request you on their most important deals
• Clean, fast POC setups that build prospect confidence
• Able to handle technical objections without needing to pull in engineering
• Building reusable demo environments and documentation that make you more efficient

Who You're Selling To

Primary Contacts:

• Fraud/Risk Managers (business stakeholder, cares about fraud detection accuracy)
• Engineering Managers/Architects (technical stakeholder, cares about integration complexity)
• CTO/VP Engineering (for larger deals, cares about security and data privacy)
• Product Managers (for fraud features, cares about user experience impact)

What They Care About:

• Fraud Team: Does it catch fraud without too many false positives?
• Engineering: How complex is the integration? What's the ongoing maintenance burden?
• Leadership: Is this secure? Does it meet data privacy regulations? What's the vendor lock-in risk?

Requirements

• 2-4 years as Sales Engineer, Solutions Engineer, or technical customer-facing role
• Strong understanding of APIs, webhooks, JSON/REST
• Familiarity with fraud prevention concepts (or fast learner in adjacent space like security, fintech, payments)
• Comfortable demoing software live and troubleshooting on the fly
• Experience supporting complex B2B SaaS sales cycles
• Ability to translate technical concepts for non-technical audiences and vice versa
• Self-sufficient with POC environments, demo setup, and technical documentation
• Bonus: Experience with machine learning, Python/JavaScript, or data privacy regulations