Presales Engineer - SaaS industry

Lead Qualification & Conversion

• Engage with free trial and freemium users to understand their business needs, product usage, challenges, and purchase readiness.
• Convert free users into paying customers through consultative sales conversations, product demonstrations, and value-based recommendations.
• Follow up on Marketing Qualified Leads (MQLs), inbound leads, campaigns, webinars, and other marketing-generated opportunities.
• Manage and progress leads generated by the BDR team toward sales conversion.
• Conduct discovery calls to identify customer requirements, pain points, technical needs, and potential use cases.
• Maintain consistent and timely outreach through email, phone, video meetings, and other communication channels.

Technical Presales & Product Support

• Leverage technical knowledge to explain product functionality, integrations, workflows, and technical capabilities to prospects.
• Conduct product demonstrations tailored to the customer's business and technical requirements.
• Answer first-level technical and product-related questions during the sales process.
• Troubleshoot basic product and technical issues and coordinate with Technical Support or Product teams when deeper expertise is required.
• Translate technical features into clear business benefits and value propositions.
• Support prospects in understanding how the solution can integrate with their existing systems and processes.
• Identify technical requirements that may impact the sales opportunity and ensure they are properly communicated to the relevant teams.

Upselling & Cross-Selling

• Monitor product usage, customer needs, and engagement to identify opportunities for account expansion.
• Identify opportunities to upgrade customers to higher-tier plans or additional modules.
• Cross-sell complementary SaaS products and solutions within the company portfolio.
• Engage existing customers to understand evolving requirements and recommend relevant products or functionality.
• Collaborate with Customer Success and Account Management teams to identify and develop expansion opportunities.

Pipeline & Sales Management

• Maintain accurate records of leads, opportunities, customer interactions, and sales activities within the CRM.
• Prioritize leads based on product usage, engagement, business potential, and purchase intent.
• Manage the sales pipeline from initial engagement through conversion or handover.
• Meet or exceed targets related to trial conversions, new revenue, upselling, and cross-selling.
• Track and report on lead conversion, pipeline progression, and revenue performance.

Cross-Functional Collaboration

• Work closely with Marketing, BDR, Customer Success, Account Management, Technical Support, and Product teams.
• Provide feedback on customer requirements, objections, product gaps, and market trends.
• Communicate recurring technical and product questions to Product and Technical Support teams to improve the customer experience.
• Support the development of sales enablement materials, product demonstrations, FAQs, and technical sales content.

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, Computer Science, Information Technology, or a related field.
• 2–4 years of experience in SaaS sales, SDR, inside sales, technical presales, technical support, or a similar customer-facing technology role.
• Previous experience in technical presales, solution consulting, or technical support is strongly preferred.
• Good understanding of SaaS products, cloud-based applications, software integrations, and common technical concepts.
• Experience working with freemium, free-trial, or Product-Led Growth (PLG) models is highly preferred.
• Proven ability to understand customer requirements and translate them into appropriate product solutions.
• Experience with upselling, cross-selling, or account expansion is preferred.
• Familiarity with CRM platforms such as Salesforce, HubSpot, or similar systems.
• Strong verbal and written communication skills.
• Strong presentation and product demonstration skills.
• Ability to communicate effectively with both technical and non-technical stakeholders.
• Strong problem-solving and consultative selling skills.