Overview
You're a Sales Engineer at OnRamp supporting AEs on mid-market and enterprise deals. You run technical demos, build custom POCs, and answer security/integration questions. You're proving OnRamp can handle complex onboarding at scale—Fortune 15 use cases like Cardinal Health onboarding thousands of pharmacy customers, or Bullhorn's self-serve SMB motion.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Pre-sales SE (some post-sales handoff) |
| Sales Motion | Outbound-heavy (supporting AE pipeline) |
| Deal Complexity | Enterprise and Strategic |
| Sales Cycle | 3-6 months (enterprise deals you support) |
| Deal Size | $100K-500K+ ACV (larger deals need SE support) |
| Quota (est.) | Revenue influence, not direct quota |
Company Context
Stage: Series A (raised Q4 2024, scaling fast)
Size: ~12-15 employees (just tripled GTM team)
Growth: From 1 sales rep to landing 3 Fortune 15 customers in 2 years. Adding multiple AEs, SDRs, SEs, Rev Ops.
Market Position: Proving enterprise buyers will pay for purpose-built customer onboarding platforms vs homegrown or CS platform add-ons.
GTM Reality
Pipeline Sources:
- 75% Outbound - AEs are running deals from SDR-sourced pipeline
- 25% Inbound - Demo requests, referrals, expansion within existing accounts
SDR/AE Structure: SDRs book, AEs run sales process. You support AEs on technical aspects.
SE Support: You're building the SE function. Might be the first or second SE hire.
Competitive Landscape
Main Competitors: Homegrown tools, Gainsight onboarding modules, Arrows, CS platform add-ons
How They Differentiate: Built for scale. Fortune 15 proof points. Handles both high-touch and self-serve use cases.
Common Objections: "We built something internally," "Our CS platform does this," "Security/compliance concerns," "Integration lift is too high"
Win Themes: Scalability, reduced CS team burden, faster time-to-value, proven at enterprise scale
What You'll Actually Do
Time Breakdown
Technical Demos (40%) | POCs/Pilots (30%) | Security/Integration Discovery (20%) | Internal (10%)
Key Activities
- Technical Demos: Showing how OnRamp works under the hood. Walking through integrations (CRM, CS platform, product data). Demonstrating customization for their specific onboarding flow.
- POCs and Pilots: Building custom configurations for 30-60 day trials. Setting up test environments. Working with their IT/Implementation teams to prove it works at their scale.
- Security and Compliance: Answering security questionnaires. Walking IT through SOC 2, data handling, encryption, access controls. This is table stakes for enterprise.
- Integration Discovery: Figuring out what systems OnRamp needs to connect to (Salesforce, HubSpot, Gainsight, Zendesk, their product APIs). Scoping technical lift for implementation.
- Implementation Handoff: After deal closes, briefing CS/Implementation team on what was promised in the sale. Sometimes helping with initial setup.
The Honest Reality
What's Hard
- Early-stage product means features are still being built. You'll hear "can it do X?" and sometimes the answer is "not yet, but it's on the roadmap."
- Enterprise POCs are time-intensive. You're juggling multiple pilots at once, each with custom requirements.
- Technical debt from fast growth. The product works at Fortune 15 scale, but documentation and internal knowledge sharing are catching up.
- Balancing pre-sales and post-sales. AEs want you in every deal, but customers need help after they buy too.
What Success Looks Like
- High POC-to-close conversion rate (your demos and pilots prove value)
- Short time-to-POC (you can spin up trials quickly)
- Few post-sale surprises (what you demo is what they get)
- AEs trust you to handle technical conversations without them
Who You're Selling To
Primary Buyers:
- VP/Chief Customer Officer (economic buyer, less technical)
- VP Customer Success (champion, semi-technical)
- Head of Implementation (end user, very technical)
- IT/Security teams (gatekeepers, highly technical)
What They Care About:
- Can it integrate with our stack? (CRM, CS platform, product, data warehouse)
- How long does implementation take?
- Security, compliance, data handling
- Can it scale to our volume? (10 customers vs 10,000)
Requirements
- 2-4 years as an SE or Solutions Consultant in B2B SaaS
- Technical enough to understand APIs, integrations, data flows
- Experience with CS/CX tech stack (Salesforce, Gainsight, Zendesk, etc.)
- Comfortable building POCs and running pilots
- In office every day in Fort Point, Boston (team is there daily)
- Okay with early-stage chaos—you're building SE processes from scratch