Solutions Engineer

White Cup; United States; On-site; USD 90,000 - 120,000; Full time

Job summary

White Cup is seeking a Solutions Engineer to translate complex software into clear business value. You’ll partner with Sales to tailor demonstrations, align stories with customer priorities, and contribute insights back to Product and R&D.

Based in a remote-first environment, you’ll deliver demos that drive conversations forward, shape go-to-market readiness, and support cross-functional teams including Sales, Product, Engineering, and Customer Experience.

Qualifications

• At least four years of relevant B2B SaaS experience.
• Proven ability to deliver tailored product demonstrations for complex sales cycles.
• Strong discovery, presentation, storytelling, and consultative communication skills.
• Ability to translate technical capabilities into clear business value.
• Comfort working with executives and technical stakeholders across functions.

Responsibilities

• Prepare and deliver tailored product demonstrations for prospective and existing customers.
• You'll work with Sales to determine the right story and demonstration approach for each opportunity.
• Translate discovery findings into relevant product use cases.
• Lead confident, consultative demo conversations with stakeholders.
• Respond effectively to questions and objections during live demonstrations.
• Build demo environments, narratives, and reusable assets.
• Provide structured feedback from customer, prospect, and competitive interactions to Product & R&D.
• Help ensure new capabilities are market-ready and demonstrate well.
• Support product training and go-to-market readiness across the organization.

Skills

Storytelling

Consultative selling

Discovery & requirements gathering

Demos & demonstrations

Cross-functional collaboration

CRM/BI/ERP familiarity

B2B SaaS experience

Tools

CRM

BI

ERP

Job description

White Cup is looking for a Solutions Engineer who can turn complex software into a clear, compelling story.

In this role, you’ll partner closely with Sales to understand what prospects are trying to accomplish, connect those needs to White Cup’s CRM and business intelligence solutions, and deliver product demonstrations that move conversations forward. You won’t simply walk through features. You’ll shape each demonstration around the customer’s priorities, workflows, and business outcomes.

This role sits within Product, giving you a broader platform than a traditional sales engineering position. You’ll support active opportunities while also bringing customer, prospect, and competitive insights back into the organization—helping Product sharpen priorities, improve commercial readiness, and stay connected to the market.

What You’ll Do

You’ll spend most of your time preparing and delivering tailored product demonstrations for prospective and existing customers. You’ll work with Sales throughout the deal cycle to determine the right story, solution positioning, and demonstration approach for each opportunity.

You’ll also:

• Translate discovery findings and business requirements into relevant product use cases.
• Lead confident, consultative demo conversations with business and technical stakeholders.
• Respond effectively to questions, objections, and unexpected turns during live demonstrations.
• Help prospects understand how White Cup can improve revenue performance, productivity, decision-making, and customer outcomes.
• Build and refine demo environments, narratives, messaging frameworks, and reusable assets.
• Provide Product and R&D with structured feedback from customer, prospect, and competitive interactions.
• Help ensure new capabilities are positioned clearly and ready to demonstrate when they reach the market.
• Support product training and broader go-to-market readiness across the organization.

What You Bring

You have experience in Sales Engineering, Solutions Consulting, Product Solutions, or another customer-facing B2B SaaS role. You know how to take a complex product and make it relevant to the person in front of you.

You’ll likely be successful here if you bring:

• At least four years of relevant B2B SaaS experience.
• A track record of delivering tailored product demonstrations that support complex sales cycles.
• Strong discovery, presentation, storytelling, and consultative communication skills.
• The ability to translate technical capabilities into clear business value.
• Strong business acumen and curiosity about customer workflows and operational challenges.
• Confidence working with both executive and technical stakeholders.
• The ability to think on your feet without losing control of the conversation.
• Strong working knowledge of CRM, BI, ERP, or similar business software.
• The ability to work effectively across Sales, Product, Engineering, and Customer Experience teams.
• Comfort managing multiple priorities in a fast-moving, remote environment.
• Experience with distribution, manufacturing, CRM, or business intelligence is strongly preferred.

Why This Role Matters

Product demonstrations are often the moment when a prospect decides whether they can truly see their business operating differently with White Cup. This role has a direct impact on that decision.

You’ll have the opportunity to influence both revenue outcomes and product direction—helping customers understand what is possible while helping White Cup better understand what the market needs next.

About White Cup

White Cup provides CRM and business intelligence software designed for distributors. Our solutions help sales, marketing, and operations teams grow revenue, improve processes, and turn data into action.

We are a remote-first company where people have the opportunity to make a visible impact, work across functions, and help shape how we serve a specialized and evolving market.