Principal Sales Engineer

TN United Kingdom; London; On-site; GBP 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a seasoned Sales Engineer to drive customer engagement and expand their presence in the EMEA market. This role involves collaborating with enterprise sales teams to showcase how innovative solutions can meet customer needs. You will be responsible for crafting compelling presentations, addressing technical inquiries, and ensuring a smooth transition to implementation teams. If you have a passion for sales excellence and a knack for leading teams, this opportunity offers a chance to make a significant impact in a dynamic environment.

Qualifications

• 8+ years in a customer-facing role with large enterprises.
• Mastery of Sales Engineering with a passion for excellence.

Responsibilities

• Collaborate with sales to expand offerings within EMEA.
• Craft and deliver impactful sales presentations and demos.

Skills

Sales Engineering

Presentation Skills

Customer Engagement

Technical Requirements Gathering

Leadership

Tools

Salesforce

Workday

ServiceNow

SAP

Job description

Job Description

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• Collaborate strategically with the enterprise sales organization to help win business and expand Pendo’s offerings within our EMEA customer base.
• Craft and deliver sales presentations & demonstrations that show how Pendo can uniquely address a customer’s needs and deliver value.
• Scope and execute proof of value evaluations—gathering technical requirements, defining success criteria, guiding installation, and conducting hands-on workshops and trainings.
• Address prospects’ technical questions on Pendo’s technology, installation, security, and data privacy.
• Gather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for success.
• Collaborate cross-functionally with product, engineering, customer success, and others to gather customer feedback and escalate deal-blocking issues.
• Respond to RFI/RFP/Security documentation requests.
• Act as a mentor and industry expert by contributing relevant content, processes, and thought leadership that advance the sales team strategy and goals.

Minimum Qualifications

• 8+ years in a customer-facing role working with large enterprises and Fortune 500 Europe accounts, including 5+ years of specific pre-sales experience.
• Experience or familiarity working on teams using the MEDDICC (or similar) framework and translating it to value-based demos.
• Excellent presentation and product demonstration skills adaptable to both executives and technical buyers.
• Leadership qualities—high levels of responsibility and personal ownership, proactivity, open-mindedness, and a desire to mentor others as the team grows.
• Mastery of the Sales Engineering craft with a passion for sales excellence and winning.

Preferred Qualifications

• Familiarity with digital adoption and/or experience selling outcomes of digital transformation and change management.
• Experience with ecosystems such as Salesforce, Workday, ServiceNow, SAP, and other complex enterprise systems that Pendo helps drive adoption within.
• History of entering new markets, being scrappy and adaptable as strategies shift.