Greenlight Guru

Pre-Sales Engineer Atlanta, Georgia, United States; Boston, Massachusetts, United States; Chicago, Illinois, United States; Indianapolis, Indiana, United States **We are only hiring for this role in the CST or EST time zones** 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? We are looking for a commercially-minded, revenue-driven, highly technical Solutions Engineer to join our organization with a heavy focus on selling to software engineering teams. Reporting to the Director of Product Marketing, you are responsible for translating our product strategy into confident, effective value-based selling. You will work alongside Sales to support live deals, bring product and technical depth into buyer conversations, and turn field experience into reusable assets that scale across GTM. You focus on the last mile of the buying journey - proving technical fit, reducing risk, and helping buyers move forward with confidence. While you are a strategic partner to Sales on active deals, being situated within the Product Marketing team allows you to act as a critical bridge between our product’s capabilities and our market-facing message. You are a technical storyteller who knows how to connect "how it works" with "why it matters." You’ll use real-world deal experience to stress-test and refine our positioning, competitive strategy, and the assets we use to win. Responsibilities Value Selling & Deal Execution You own technical confidence in active deals and are accountable for buyer certainty in our technical fit. Your performance is largely measured by your impact on revenue. - Technical Discovery & Diagnosis: Lead additional deep-dive discovery during demos to uncover a prospect’s current tech stack and pain points. You help diagnose the technical "why" before prescribing a solution. - Value-Based Demonstrations: Deliver demos tailored to the buyer’s specific goals and success criteria. Lead with value and differentiation, not feature walkthroughs. - Trial & Evaluation Ownership: Own the trial experience end-to-end, including setup, guidance, and success criteria. Ensure trials clearly demonstrate value and differentiation. - Technical Deal Support: Act as a persistent partner in the deal, not a one-time resource. Stay current on deal status, identify technical risks, and partner with AEs to move deals forward. - Expansion & RFP Support: Support expansions and at-risk renewals. Partner with AEs and PMM to ensure RFPs have high positioning impact and technical clarity. Technical Assets & Demo Environments You are responsible for maintaining the "technical sales toolkit," ensuring the GTM team has accurate, field-ready assets to sell efficiently. - Scalable Asset Creation: Build and maintain reusable technical sales assets—such as walkthroughs, video snippets, and PoC templates for APIs/integrations—that help the field scale. - Demo Environment Ownership: Maintain stable and accessible demo environments. You ensure demo data supports realistic, value-based storytelling for our core personas. - Demo Narrative: Collaborate with PMM to ensure the core demo narratives are technically accurate and reflect how the product is actually used in the field. Cross-Functional Collaboration & Enablement You act as the resident technical authority, ensuring seamless alignment between the Product, Marketing, and Sales organizations. - Cross-Functional Collaboration: Serve as the trusted technical lead for AEs, AMs, and CSMs. You are a strong collaborator who bridges the gap between technical details and GTM strategy. - Product Readiness: Stay current on what’s shipping and why it matters. Translate new features into demo-ready flows, technical FAQs, and narratives for the GTM team. - Field Intelligence Loop: Serve as the "voice of the buyer." Identify patterns in technical objections or competitive gaps and provide clear, actionable feedback to Product to influence the roadmap. Candidate Profile - Commercially Minded: You understand that technical depth exists to win deals and drive revenue. - Strategic Partner: You know when to lead technically and when to support the broader sales strategy. - Solution Storyteller: You can translate product capabilities into outcomes that actually matter to a buyer. - Ownership Mindset: You treat deals, proof points, and internal process improvements as your personal responsibility. Qualifications - Technical Sales Experience: Proven track record delivering value-led technical demonstrations to software engineers and highly technical buyers, translating complex platform capabilities (APIs, integrations, developer workflows) into clear business and technical outcomes. - Software Development Fluency: Strong working knowledge of modern SDLC practices, including requirements management, Git-based version control, CI/CD workflows, and release processes, with hands-on experience using Jira and similar developer tools (e.g., issue tracking, sprint boards, workflow configuration) in real engineering environments. - API & Integration Literacy: Practical understanding of REST APIs, authentication methods, and system integrations - confident discussing how systems connect, how data flows between platforms, and how traceability or automation is maintained. - Code Familiarity: Hands-on familiarity with code platforms (you have written or actively used code-based tools) and can speak fluently about repositories, commits, pull requests, and automation workflows. - SaaS Background: Experience at a small-to-mid-sized SaaS company where you helped build or refine the SE function, processes, or demo environments - not just operate within an established structure. - Revenue Impact: A clear track record of directly supporting revenue, advancing complex opportunities, and influencing deal outcomes in partnership with Account Executives. - Learning & Ownership Mindset: Thrives in a fast-moving, evolving environment — actively seeks feedback, adapts quickly, rolls with change, and contributes ideas that help the team continuously improve how we sell and deliver technical value. - Nice to Have: Experience in life sciences/medtech environments or running technical proof-of-concepts. 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

Role Description Greenlight Guru is looking for a highly motivated, collaborative, and results-oriented relationship builder with the thirst to be in a fast-paced and high-growth environment. The Partner Manager will be responsible for driving the overall growth and success of the Greenlight Guru Partner ecosystem. You are a self-starter with high standards and attention to detail, and have the ability to prioritize and respond to the needs of the partner ecosystem. The position spans a range of go-to-market initiatives and partnering motions in managing partner relationships to drive business flow to Greenlight Guru. This role requires a “can-do” mentality with the desire to learn, and a thirst for innovation to drive growth. Serving as an integral player in our partner organization, the position reports to the Chief Sales Officer (CSO). Responsibilities - Partner Sourcing (Find) - Identify and prioritize target partners (consultants, system integrators, tech partners, etc.) - Research markets, ecosystems, and competitor partnerships - Build and manage a pipeline of prospective partners - Conduct outreach and initial qualification conversations - Partner Acquisition (Sign) - Lead partnership discussions and negotiate agreements - Define joint value propositions and business cases - Align on go-to-market (GTM) strategies - Work with legal, finance, and leadership to finalize contracts - Partner Development (Grow) - Onboard new partners (training, certifications, enablement) - Co-develop marketing and sales plans - Drive pipeline and revenue through partners - Monitor partner performance (KPIs, revenue targets, engagement) - Maintain ongoing relationships and act as the primary point of contact Qualifications - 3-5 years of experience in a business development or partner management role, working with partner motions including referral, co-sell, reseller, and services arrangements - A successful track record of developing partner lead pipeline through business development - Strong project management, time management and organizational skills, with the ability to manage multiple relationships while driving desired metrics - Passion for learning and solving problems to deliver solutions, with a positive outlook - Demonstrable success in a collaborative, fast-paced environment - Strong skills in Salesforce CRM, Google Docs - Willing and able to work remotely and travel as required (approximately 10%) - Experience in MedTech a plus Benefits - Co-workers who care deeply about our mission to spur medical device innovation - Flexible hours - Work from home options - Unlimited PTO - Health insurance (vision, medical, dental) - Disability insurance - 401k

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We're on the lookout for a talented SaaS Sales Account Executive who's not just skilled but brings a bit of "edge" to the table. We want someone coachable, competitive, smart, and who thrives on sealing the deal. Our ideal candidate has a laser-like focus and unwavering determination in managing their pipeline. We exhibit these qualities daily as we go the extra mile to enhance the quality of life for our prospects and customers. In this role, you'll be collaborating closely with medical device companies as a trusted advisor. Your job is to deeply grasp their unique challenges and goals, especially in the realm of Quality and Regulatory needs for both pre-market and post-market scenarios. Your expertise will be vital in consulting with customers about Greenlight Guru, the exclusive eQMS platform crafted specifically for the medical device industry. As a valuable member of a small yet elite sales team, you'll play a crucial role in driving revenues for Greenlight Guru. Responsibilities - Sell eQMS software to medical device companies. - Convert inbound leads into signed contracts. - Follow a proven sales process and manage your pipeline with urgency and professionalism. - Exceed quota every month by mastering our value proposition and sales process. - Work cross-functionally throughout the organization to ensure a best-in-class experience throughout the customer life cycle. - Participate in company-sponsored events and trade shows. - Obtain and maintain an in-depth understanding of the market, customers, and competition. Qualifications - 3+ years of quota-carrying SaaS software sales. - Experience selling in the Medical Device space is strongly preferred. - Excellent communication skills, including facilitation of meetings (remote and in person), presentations, and product demos. - Excellent sales and negotiation skills in complex sales cycles. - Willingness to be an active part of a collaborative team environment. - Highly motivated and goal-driven with a proven track record in exceeding quota. - Strong business acumen. - Excellent solution selling, discovery, and objection handling skills. - Exceptional organizational, time-management, and planning skills with strong attention to detail. - Willingness to both share and challenge thoughts and ideas. - Competitive spirit. - BS/BA degree or equivalent. - Experience in the Med Device or regulatory field is a plus. Benefits - Supportive teammates and co-workers who care deeply about our mission. - Flexible Paid Time Off. - Home Office reimbursement stipend upon hire ($800). - Multiple Health insurance options. - 401k (with company match). - Equity Program Eligibility (based on role and/or tenure). - Three months paid maternity leave. - Company-paid Life Insurance. - Disability insurance.