Sales Engineer - Insurance Claims

Accountabilities:: In this role, you will own the technical evaluation process for complex enterprise opportunities, ensuring that customer requirements are translated into credible solution designs, clearly defined scopes, and predictable implementation plans. Your responsibilities will include: Technical Sales Partnership: Collaborate with Account Executives and sales leadership on qualified opportunities, guiding technical evaluations and helping secure customer commitment. Technical Discovery: Lead in-depth discovery sessions covering business workflows, data requirements, security, integrations, architecture, and implementation constraints. Solution Design: Translate customer needs into practical solution architectures, implementation assumptions, scope boundaries, dependencies, and phased deliverables. Demonstrations and Technical Validation: Design and deliver tailored demonstrations, technical walkthroughs, prototypes, sandbox environments, pilots, and proof-of-value initiatives that reflect customers’ operational realities. Architecture and Integration: Lead technical discussions involving APIs, integration architecture, data flows, enterprise systems, security, compliance, and implementation requirements. Security and Compliance Reviews: Coordinate technical responses to due diligence questionnaires, security assessments, compliance requests, and architecture reviews. Gap Analysis and Scope Management: Identify gaps between customer requirements and existing capabilities, distinguishing standard product functionality from configuration, professional services, roadmap items, and genuine custom development. Statement of Work Ownership: Develop and manage statements of work from start to finish, including technical scope, assumptions, dependencies, reusable templates, and supporting appendices. Coordinate commercial alignment with Account Executives and the deal review process. Implementation Planning and Handoffs: Produce clear solution outlines and implementation documentation that help delivery and customer success teams execute projects predictably, reducing scope ambiguity and post-contract surprises. Sandbox and Pilot Coordination: Plan, configure, and lead sandbox or pilot activities when additional technical validation is required. Platform Configuration: Configure available platform capabilities and perform limited, well-defined customizations, such as workflow automation, reporting, and dashboard configuration. Escalate more complex engineering requirements to product and engineering teams. Customer Advocacy: Communicate recurring objections, product gaps, implementation challenges, and customer feedback to internal stakeholders to support continuous improvement. Technical Sales Enablement: Build and maintain reusable technical sales resources, including demonstration assets, reference architectures, videos, FAQs, templates, and response materials. Process Development: Establish and refine the technical sales function, creating repeatable practices that improve sales cycle times, win rates, documentation quality, and implementation readiness. Technical Judgment: Determine when to simplify a solution, escalate an issue, adjust scope, or decline requirements that cannot be responsibly delivered. Requirements: The ideal candidate combines strong technical architecture skills with credible insurance claims expertise and the ability to guide enterprise customers through complex software evaluations. You should be comfortable building processes from the ground up, managing ambiguity, and earning the trust of both technical and business stakeholders. Key qualifications include: Relevant Experience: At least five years of experience in solutions engineering, sales engineering, solutions architecture, technical consulting, or a comparable customer-facing technical role within enterprise software. Insurance Claims Expertise: Strong knowledge of claims operations and claims organizations, gained through direct operational experience or sustained work with insurance carriers, managing general agents (MGAs), third-party administrators (TPAs), claims consultancies, or claims technology providers. Claims Business Acumen: Ability to discuss claims operating models and performance metrics credibly, including loss ratio, claims leakage, cycle time, and the operational levers used to improve outcomes. Enterprise Sales Experience: Demonstrated experience supporting complex enterprise software evaluations involving multiple stakeholders and competing requirements. Discovery and Solution Scoping: Proven ability to lead technical discovery, clarify ambiguous needs, and translate business requirements into actionable solution designs and well-defined scope boundaries. Technical Demonstrations: Experience building and presenting tailored demonstrations, sandbox environments, pilots, proofs of value, or other technical validation initiatives. Architecture Knowledge: Strong understanding of APIs, integrations, cloud environments, data flows, security and compliance requirements, and enterprise systems. Hands-On Technical Skills: Practical familiarity with APIs, data mapping, workflow logic, and technical troubleshooting. Experience with Python and/or JavaScript is strongly preferred. Documentation Skills: Excellent written communication skills, with the ability to produce clear client-facing technical documentation, statements of work, implementation assumptions, and solution specifications. Cross-Functional Collaboration: Ability to build trusted relationships with sales, product, delivery, customer success, and executive stakeholders. Ownership and Initiative: A proactive, independent approach and the ability to establish a new function, introduce structure, and continuously improve processes. Additional experience that would be advantageous includes: Experience purchasing or implementing enterprise software from the customer side. Familiarity with AI, large language models (LLMs), workflow automation, document processing, copilots, or agentic systems. Experience with low-code workflow tools, reporting and dashboard configuration, or structured implementation planning. Experience developing reusable demonstration environments, technical asset libraries, or presales playbooks. Familiarity with Salesforce, HubSpot, or similar platforms used to manage and operationalize technical sales workflows. Candidates with backgrounds in claims operations, claims transformation, claims strategy, insurance technology consulting, system implementation, solutions architecture, or enterprise software serving claims teams may be particularly well suited to this role. Benefits: Work Arrangement: Remote position based in the United States. Career Growth: Opportunity to establish and lead the development of a dedicated Sales Engineering function. Strategic Impact: Direct influence on enterprise sales effectiveness, customer confidence, implementation quality, and product feedback. Cross-Functional Exposure: Collaboration with sales, product, engineering, delivery, and executive stakeholders. Technical Innovation: Opportunity to work with modern claims technology, workflow automation, and AI-powered solutions. Compensation and Additional Benefits: Salary, healthcare coverage, paid time off, retirement benefits, and other specific employee perks were not detailed in the job description.