HockeyStack
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Sales Engineer, GTM AI
role at
HockeyStack .
HockeyStack is an applied AI company on a mission to automate sales, marketing, and customer success for B2B companies. We build the most complete and accurate picture of the B2B buyer by integrating with every tool your team uses, partnering with data providers, and deploying custom AI research agents. Our core products include marketing intelligence, account intelligence, and more.
Your Mission You’ll be the technical and consultative bridge between HockeyStack’s AI‑powered GTM platform and complex customer business problems. You’ll lead demo engineering, build sandbox POCs, leverage MEDDICC, and tailor storytelling around marketing and sales pain points faced by personas like CMOs, Demand Gen Directors, RevOps, and Sales Leaders. This role combines technical depth, business storytelling, MEDDICC rigor, and hands‑on demo/POC building in a fast‑growing, AI‑led GTM environment.
What You’ll Do
Technical Enablement & Demo Engineering:
Design, build, and deliver polished interactive demos and live sandbox environments tailored to customer business use cases.
Translate features like Odin AI analyst, Nova account intelligence, multi‑touch attribution, lift modeling, account scoring, and GTM workflows into real‑world demonstration scenarios.
Lead interactive walkthroughs that resonate with marketing and sales contexts – e.g. “prove which channels actually drive pipeline” or “identify high‑intent accounts to prioritize outbound”.
Sandbox POCs:
Spin up isolated sandbox environments or trial workspaces to prototype custom scenarios.
Validate how HockeyStack integrates with CRM/MarTech stacks and transforms data into dashboards, lift reports, and account insights.
Collaborate with prospects to build real POCs – import data, set up workflows, and surface actionable insights in live sessions.
MEDDICC‑Oriented Qualification & Deal Progression:
Apply the MEDDICC framework consistently throughout the sales cycle.
Metrics: quantify expected marketing ROI and pipeline lift.
Economic buyer: ensure demo messaging aligns with CFO, CMO, CRO objectives.
Decision criteria & process: uncover evaluation criteria early and tailor engineer‑led sessions accordingly.
Identify pain & champion: connect technical storytelling to business pain such as dark‑funnel attribution, inefficient budget allocation, or slow account prioritization.
Competition: address potential objections and differentiate from legacy analytics tools.
Persona‑Led Business Problem Framing:
Engage key personas: Marketing Leads / Demand Gen, Sales Leaders / RevOps.
Craft use‑case narratives and execute demos that reflect those needs.
Internal Enablement & Feedback Loop:
Train SDRs and AEs on technical messaging, solution positioning, and MEDDICC best practices.
Provide feedback to Marketing, Product, and Engineering on customer POC success stories and feature requests.
What We’re Looking For
Ownership‑first mindset — you take initiative, move fast, and figure things out.
Thrives in early‑stage, high‑urgency environments where speed and impact matter.
Fully committed to working in‑person 5 days/week at our SF HQ.
Curious, self‑aware, and feedback‑driven — you bring energy, not ego.
5+ years in sales engineering, sandbox POCs, or technical pre‑sales roles (ideally SaaS MarTech / CRM / SalesOps / RevOps platforms).
Deep familiarity with multi‑touch attribution, lift reporting, marketing mix modeling, account scoring, and buyer journey analytics.
Strong skills in creating live demos and sandbox experiences tied to real business drivers.
Expertise in MEDDICC and consultative qualification frameworks.
Excellent ability to speak “business‑first”: translate features into impact for CMOs, RevOps, SDR leaders.
Product‑centric mindset with capacity to script, prototype, and troubleshoot demos on the fly.
Preferably experience selling to or supporting revenue teams at $10M‑$100M ARR B2B SaaS companies.
Why Join Now? We’re at an inflection point. The product is proven, the market is massive, and the opportunity is wide open. You’ll be joining a company with real traction, rapid growth, and meaningful backing—where every person still shapes the outcome. This isn’t just a job. It’s a chance to build something category‑defining with people who care deeply about doing it right.
As part of our San Francisco, California‑based team, the on‑target earnings range for this role is
$200,000–$250,000 USD annually , depending on experience and qualifications.
HockeyStack is proud to be an
Equal Opportunity Employer . We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other legally protected status. We celebrate diversity and are committed to fostering an inclusive environment for all employees.
#J-18808-Ljbffr
Sales Engineer, GTM AI
role at
HockeyStack .
HockeyStack is an applied AI company on a mission to automate sales, marketing, and customer success for B2B companies. We build the most complete and accurate picture of the B2B buyer by integrating with every tool your team uses, partnering with data providers, and deploying custom AI research agents. Our core products include marketing intelligence, account intelligence, and more.
Your Mission You’ll be the technical and consultative bridge between HockeyStack’s AI‑powered GTM platform and complex customer business problems. You’ll lead demo engineering, build sandbox POCs, leverage MEDDICC, and tailor storytelling around marketing and sales pain points faced by personas like CMOs, Demand Gen Directors, RevOps, and Sales Leaders. This role combines technical depth, business storytelling, MEDDICC rigor, and hands‑on demo/POC building in a fast‑growing, AI‑led GTM environment.
What You’ll Do
Technical Enablement & Demo Engineering:
Design, build, and deliver polished interactive demos and live sandbox environments tailored to customer business use cases.
Translate features like Odin AI analyst, Nova account intelligence, multi‑touch attribution, lift modeling, account scoring, and GTM workflows into real‑world demonstration scenarios.
Lead interactive walkthroughs that resonate with marketing and sales contexts – e.g. “prove which channels actually drive pipeline” or “identify high‑intent accounts to prioritize outbound”.
Sandbox POCs:
Spin up isolated sandbox environments or trial workspaces to prototype custom scenarios.
Validate how HockeyStack integrates with CRM/MarTech stacks and transforms data into dashboards, lift reports, and account insights.
Collaborate with prospects to build real POCs – import data, set up workflows, and surface actionable insights in live sessions.
MEDDICC‑Oriented Qualification & Deal Progression:
Apply the MEDDICC framework consistently throughout the sales cycle.
Metrics: quantify expected marketing ROI and pipeline lift.
Economic buyer: ensure demo messaging aligns with CFO, CMO, CRO objectives.
Decision criteria & process: uncover evaluation criteria early and tailor engineer‑led sessions accordingly.
Identify pain & champion: connect technical storytelling to business pain such as dark‑funnel attribution, inefficient budget allocation, or slow account prioritization.
Competition: address potential objections and differentiate from legacy analytics tools.
Persona‑Led Business Problem Framing:
Engage key personas: Marketing Leads / Demand Gen, Sales Leaders / RevOps.
Craft use‑case narratives and execute demos that reflect those needs.
Internal Enablement & Feedback Loop:
Train SDRs and AEs on technical messaging, solution positioning, and MEDDICC best practices.
Provide feedback to Marketing, Product, and Engineering on customer POC success stories and feature requests.
What We’re Looking For
Ownership‑first mindset — you take initiative, move fast, and figure things out.
Thrives in early‑stage, high‑urgency environments where speed and impact matter.
Fully committed to working in‑person 5 days/week at our SF HQ.
Curious, self‑aware, and feedback‑driven — you bring energy, not ego.
5+ years in sales engineering, sandbox POCs, or technical pre‑sales roles (ideally SaaS MarTech / CRM / SalesOps / RevOps platforms).
Deep familiarity with multi‑touch attribution, lift reporting, marketing mix modeling, account scoring, and buyer journey analytics.
Strong skills in creating live demos and sandbox experiences tied to real business drivers.
Expertise in MEDDICC and consultative qualification frameworks.
Excellent ability to speak “business‑first”: translate features into impact for CMOs, RevOps, SDR leaders.
Product‑centric mindset with capacity to script, prototype, and troubleshoot demos on the fly.
Preferably experience selling to or supporting revenue teams at $10M‑$100M ARR B2B SaaS companies.
Why Join Now? We’re at an inflection point. The product is proven, the market is massive, and the opportunity is wide open. You’ll be joining a company with real traction, rapid growth, and meaningful backing—where every person still shapes the outcome. This isn’t just a job. It’s a chance to build something category‑defining with people who care deeply about doing it right.
As part of our San Francisco, California‑based team, the on‑target earnings range for this role is
$200,000–$250,000 USD annually , depending on experience and qualifications.
HockeyStack is proud to be an
Equal Opportunity Employer . We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other legally protected status. We celebrate diversity and are committed to fostering an inclusive environment for all employees.
#J-18808-Ljbffr