Own the end-to-end pre-sales motion for a technical B2B software product. Lead tailored demos, technical discovery, qualification, objection handling, proof-of-concept scoping, conference presentations, and competitive positioning. Build demo environments and collateral, influence pipeline, collaborate with Product, and establish the company’s pre-sales foundation while engaging cloud, data platform, and FinOps buyers.
Rabbit is looking for a Solutions Engineer to be the technical voice of the company in front of prospects. You will run every demo, own the technical narrative in the sales cycle, and represent Rabbit at conferences and industry events across the US.
This is a sales-org role, not an engineering one. The product is genuinely technical - you will be demoing BigQuery slot economics to platform engineers who know their environment cold - but the bar is credibility plus persuasion, not production coding. Your job is to make a skeptical engineering audience trust that Rabbit will do what we say it does.
You will own the pre-sales motion end to end: the demo environment, the story arcs for different buyer personas, the objection library, and the conference playbook.
Key Responsibilities- Own the demo. Run every platform demo, from a 20-minute first call to a deep technical session with a customer's data platform team. Tailor the story to the audience rather than running a fixed script.
- Technical discovery and qualification. Uncover how a prospect's GCP spend actually breaks down, where their pain is, and whether Rabbit is a fit. Say so honestly when it is not.
- Build our events presence. We are early enough that our conference strategy is not yet fixed, and you will help decide it - which shows are worth our money, whether we sponsor or simply show up and speak. Then own our presence there: talks, live demos, and turning hallway conversations into pipeline.
- Handle the technical objections. Security reviews, architecture questions, data access and permissions concerns, competitive comparisons.
- Scope the PoC. Define success criteria with the prospect, agree what "proven" looks like, and hand off cleanly to the Technical Account Manager at kickoff.
- Close the loop with Product. You will hear every objection and unmet need before anyone else. Feed it back.
- Build the pre-sales foundation. Demo environments, technical collateral, and competitive positioning.
- 4+ years in pre-sales - Solutions Engineering, Sales Engineering, or Solutions Consulting - in technical B2B software (cloud infrastructure, data platforms, observability, FinOps, or adjacent)
- Exceptional presentation and communication skills. You are comfortable demoing to a room of engineers, presenting from a stage, and holding your own in a hostile technical Q&A.
- Working fluency in Google Cloud and BigQuery: you can speak credibly about slots, reservations, billing exports, and cost drivers, and know when to bring in deeper expertise
- A track record of building trust with technical buyers: platform engineers, data engineering leads, and the FinOps or engineering leadership above them
- Strong commercial instincts: you understand deal mechanics, know how to qualify, and are comfortable being measured on pipeline influenced and technical win rate
- Self-directed in a small team with no layers
- Experience at a cloud cost management, FinOps, or data infrastructure vendor
- SQL literacy - enough to write and explain a query live
- Google Cloud certification, FinOps Certified Practitioner, or similar
- Previous experience as an early or founding SE hire
- Comfort using AI agents to accelerate demo prep, collateral, and customer research
- Location: US remote
- Type: Full-time
- Reports to: Sales leadership
- Travel: Approximately 15–20%, concentrated around conferences, key onsite demos, and customer visits
- Compensation: Base plus variable, tied to team quota
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