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Sales Engineer - Team Lead

Boston, Massachusetts, United States

At Greenlight Guru, we help the world’s most innovative medical device companies bring high-quality, life-changing products to market faster. We serve 1000+ global customers with our quality management and clinical data capture software, helping them get their products on the market and keep them there. 

When you join the team at Greenlight Guru, you’ll be a part of a collaborative, mission-driven team working in one of the most exciting and rewarding industries on the planet. Backed by JMI Equity, one of the premier growth equity firms for SaaS companies, Greenlight Guru is growing—and looking for individuals who are difference makers. Is that you? 

The Team Lead, Sales Engineering is a player-coach role, combining hands-on technical sales execution with leadership to scale pre-sales strategy. You will mentor and develop Sales Engineers while actively delivering compelling product demonstrations and partnering with account executives on strategic, value-driven presentations. Acting as a critical bridge between sales, product, and customer success, you'll drive technical storytelling, refine processes, and work hands-on with our SE and AE teams to ensure a seamless buyer journey. This role requires both individual excellence and team leadership, fostering a high-performance culture while continuously improving demo execution and pre-sales effectiveness.

Your contributions and responsibilities:

  • Deliver impactful product demonstrations for medical device engineers, quality managers, and regulatory teams.
  • Lead and mentor Sales Engineers, fostering growth and technical excellence within the team.
  • Develop and continually refine scalable demo strategies to improve team efficiency and effectiveness.
  • Collaborate with account executives to execute high-value technical presentations aligned with buyer needs.
  • Partner with our sales enablement function to ensure the team is equipped with the latest product knowledge and competitive insights.
  • Gather and analyze customer feedback, working closely with Product and Engineering to drive improvements.
  • Maintain deep expertise in Greenlight Guru’s SaaS solutions, industry regulations, and customer pain points.
  • Enhance pre-sales engagement by optimizing demo environments and tools.
  • Act as a strategic liaison between Sales, Product, and Customer Success to ensure a seamless buyer journey.
  • Track and analyze pre-sales performance metrics, identifying opportunities for improvement and innovation.

Your ideal qualifications:

  • 5+ years of experience in SaaS Sales Engineering (or a related pre-sales role) with a proven track record in technical sales, with 2+ years mentoring and leading a sales engineering team.
  • Previous leadership or mentoring experience within a sales engineering or solutions engineering team.
  • Deep knowledge of enterprise SaaS solutions, particularly in regulated industries like medical devices. Experience selling or implementing a QMS is a plus.
  • Strong familiarity with medical device regulations (ISO 13485, 510(k), EUMDR, MDSAP, ISO 14971, etc.).
  • Exceptional presentation and communication skills, with the ability to engage both technical and executive-level audiences.
  • Ability to collaborate cross-functionally with sales, product, and customer success teams.
  • Experience with CRM and sales enablement tools (Salesforce, Gong, etc.) is a plus.

Benefits you’ll enjoy:

  • Flexible Paid Time Off policy and working hours
  • Home Office stipend for new hires
  • Multiple Medical Insurance options, plus Dental and Vision
  • 401k (with company match) 
  • Equity Program Eligibility (based on role and/or tenure)
  • Paid Maternity and Paternity Leave
  • Disability insurance

This role will ideally be located within a commutable distance of Boston, Atlanta, Chicago, OR Indianapolis areas. On-target earnings are up to $165,000.  Actual base salary is determined by factors such as, but not limited to, experience, education, skills, and geographic location.  Certain roles are eligible for commissions subject to commission plans and policies that may be in effect occasionally.

Greenlight Guru is an Equal Opportunity Employer. Individuals seeking employment at Greenlight Guru are considered regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you need assistance or accommodations to submit your application for this position, please email careers@greenlight.guru.

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