Sales Engineering Manager

San Francisco

Formation distills complex customer data into uniquely tailored experiences; we orchestrate physical and digital exchanges into one seamless journey. Our business is building lasting, trusted relationships between people and brands—and making it look easy.

We're already reaching millions of people a day, and we're just getting started. Our founding leadership is equal parts business, design, and engineering—because we believe differing perspectives + passionate discourse achieve the greatest outcomes. We are collectively talented, but also humble. We give our whole selves. We love learning new things.

Working with the enterprise sales account team, the Sales Engineering Manager is responsible for articulating, positioning and demonstrating the Formation SaaS platform, working with sales to drive software subscription and professional services revenue. This individual provides pre-sales product support and manages the technical sales process, including delivering customer presentations and product demonstrations, conducting technical discovery sessions for determining customer requirements, defining and leading pilot engagements that align customer use cases to Formation’s platform and documenting technical feedback and feature requests back to Product/Engineering.


  • Experience value selling B2B software at an Enterprise level. Exceptional presentation skills and client-facing experience
  • Take technical ownership and leadership of POC/Pilot teams; coordinate both internally and externally to ensure success criteria is properly defined and the appropriate technology, processes and resources are mapped to the engagement.
  • Develop implementation plans and strategies tailored to customer business and technical needs
  • Ability to design and implement B2B software integrations using standard data integration techniques
  • Player/Coach willing to work as an individual contributor while scaling and building a Solution Engineering team to support Formation’s aggressive growth goals
  • Work cross-functionally between teams including marketing, data science, design, product, sales and engineering
  • Act as the main authority in sales meetings for all product and technology-related topics
  • Deliver technical and/or product presentations, focused on consultative selling and excellent discovery techniques that ultimately align solutions to value


  • 5 years of prior experience in a pre-sales role within Enterprise software, cloud-based and SaaS solutions at Global 2000 accounts
  • Working knowledge of MarTech landscape and tech stacks and ability to effectively demonstrate cutting edge digital marketing solutions
  • An ability to simplify complex topics, and always relate technical explanations back to the business value of the product
  • Quick, on-your-feet thinking, especially in meetings where you might be asked rapid-fire questions
  • Inquisitive and constantly learning to stay current on market trends, competitive landscape and industry dynamics
  • Working knowledge of Value Selling or similar sales methodology
  • Problem-solving skills that enable you to identify the best solutions, given a list of prospect business requirements
  • Familiarity with Machine Learning/AI is a plus
  • Education: BS in Computer Science or IT or relevant experience
  • Ability to travel 30 - 45%, as needed

Formation is committed to inclusion and diversity and is an equal opportunity employer. All applicants will receive consideration without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, disability, or veteran status.

Also, we are thrilled to be named one of the Top 50 startups by LinkedIn! Every member of our team makes Formation a special place to work and grow. Come join us and see for yourself!