• Provide technical thought leadership and advice to enterprise customers on how to transform their digital experience • Take total ownership of the technical sale and all associated processes • Identify and qualify technical opportunities while developing and maintaining trusted advisor relationships with key customer stakeholders • Deliver high-impact sales pitches, technical demonstrations, and whiteboard presentations to ensure successful solution deployments

Job Description About Us HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 3500 midsize and multinational companies. Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. Fast-growing companies across the globe such as Fulham Football Club, GoCardless, Huel and what3words rely upon Bob to help them create the best work experiences for their people. Come and be you with us Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us. About the Role At HiBob, we believe work should be human, transparent, and empowering - and we're on a mission to transform the HR experience with our innovative SaaS platform. We're looking for a passionate, curious, and technically adept Sales Engineer who's eager to grow, collaborate, and make a real impact. Our ideal candidate possesses general knowledge of the HR industry, business practices, and software systems, and has the ability to communicate the differentiated value of our platform. In this role, you'll partner closely with our Account Executives, Product, Customer Success, and Professional Services teams to bring our products to life for customers. You'll be a key connector between technical solutions and business outcomes, helping our clients understand how HiBob can transform their people operations and culture. If you thrive on learning, enjoy solving problems creatively, and love working in a team that values openness and growth, this is the place for you. Job Requirements - Demonstrable experience in a pre-sales Sales Engineering/Solutions Consulting role supporting SaaS and B2B software sales. - Strong consultative selling skills with ability to translate complex technical details into business value. - Knowledge of cloud platforms, API integrations, and security principles. - Excellent communication and interpersonal skills to engage diverse stakeholders, including non-technical audiences. - Proven problem-solving abilities, adaptability, and a growth mindset. - Experience working with CRM and sales enablement tools to leverage data for decision making. - Ability to work effectively both independently and collaboratively across teams - Comfortable using AI tools to boost productivity and buyer engagement; experience with generative AI (like ChatGPT or similar) is a plus, but curiosity and a willingness to explore new technologies matter more. - Bonus: Multilingual skills Job Responsibilities - Prepare and deliver tailored, engaging technical demonstrations that clearly connect our platform's features to customers' unique business challenges and people-first goals. - Support multi-threaded discovery sessions with diverse stakeholders to uncover KPIs, strategic initiatives, and pain points. - Build genuine partnerships with customers through consultative conversations that uncover pain points and strategic objectives-co-creating solutions that drive meaningful outcomes. - Collaborate cross-functionally with sales, product, and services teams to understand and translate customer requirements into actionable technical solutions. - Champion the voice of the customer by providing clear, prioritised feedback to product teams, influencing the evolution of HiBob's platform to better serve the people and organisations we support. - Leverage data analytics and CRM tools to identify customer needs, track engagement, and drive continuous improvement in sales strategies. - Proactively identify and mitigate technical risks during pre-sales and implementation phases. - Lead internal training sessions, share best practices, and mentor junior team members fostering a culture of continuous learning and growth to enhance team capabilities. - Develop knowledge of integration technologies (APIs, webhooks) and security compliance to ensure customer solutions are scalable and secure. - Embody HiBob's values by fostering a positive, inclusive environment where teamwork and open communication drive success. Benefits HiBob is a village filled with amazing people and we're especially proud of that. It's a place where Bobbers can be themselves. We're about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you'll receive competitive compensation, benefits, and pre-IPO equity alongside all of this: - Company share options plan - every employee can eventually become a shareHolder - Cash allowance for health insurance - Annual vision allowance - Annual Headspace subscription and wellness benefits - Travel support (cycle scheme and season ticket loans) - Work from home allowance - to get your home office set up! - Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment) - Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter - 2 Social Impact days per year for volunteering - Awesome employee referral program- $2,500 for each successful referral with an additional ambassador programme - Pension scheme auto-enrolment from day 1 - Fun company and team social events (locally and virtually with our global teams) - We love birthdays - take the day off and receive a special gift If this sounds like something you've been looking for, we'd love to have you. Come on, join our village BELONGING AT HIBOB Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive, so we're committed to being proactive at all levels so that our workforce reflects the communities in which we live, work, and hire. We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class*(*US only). Please contact us if you'd like to discuss any adjustments to our process which might help you demonstrate your strengths and capabilities. We want you to bring the best of you. You can email hiring@hibob.io or speak to the recruiter when they arrange a call with you. We will ask you to share some voluntary personal information as you apply. We want to have an opportunity to consider a diverse pool of qualified candidates. This information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. Please take a few moments to complete it. Hiring Managers do not have access to this information, and we will treat your information confidentially.

Role Description Prime Robotics is growing fast, and we're looking for a seasoned Sales Engineer who can own the technical side of complex enterprise deals, from discovery through close. You'll be the bridge between our robotics product line and the operational realities of warehouse, e-commerce, and manufacturing customers. This is a senior individual contributor role with direct impact on revenue. - Become the internal authority on Prime Robotics' full product portfolio within your first 60 days. - Lead technical discovery sessions to uncover customer pain points and design tailored automation solutions — including labor reduction modeling and ROI analysis. - Drive the full sales cycle alongside our commercial team, from qualification and solution concepting through proposal, executive presentation, and close. - Engage SVP- and director-level stakeholders across warehouse, e-commerce, and manufacturing sectors to build trusted advisor relationships. - Act as a go-to-market resource for pre-commercial and emerging product lines, identifying new use cases and leading pilot programs. - Partner with engineering and customer success teams to ensure seamless handoffs and high client satisfaction through implementation. - Apply data science and process automation tools to accelerate the requirements analysis and proposal process. Qualifications - 5+ years in solutions engineering, sales engineering, or technical consulting within warehouse automation, material handling, or robotics. - Hands-on experience with automation technologies such as ASRS, AMRs, AutoStore, shuttle systems, WMS/WES, sortation, or pick-to-light/voice/vision. - Proven ability to lead complex, multi-stakeholder sales cycles for deals in the $1M–$50M+ range. - Comfort presenting technical solutions and financial business cases to C-suite and SVP-level audiences. - Strong quantitative skills — you can build ROI models, forecast labor savings, and size solutions based on operational data. - Proficiency with CAD tools (AutoCAD, Configura) and simulation/modeling software; familiarity with data science tools (Python, SQL) is a plus. - Excellent project management skills; PMP or Six Sigma certification a plus. - Bachelor’s degree in industrial engineering, Mechanical Engineering, or a related technical field; MBA a plus. Requirements - The minimum expected base salary for this role is $120,000 annually informed by external market data. Actual offers will depend on factors such as the candidate’s experience, education, training, key or critical skills, and current market and business conditions. - Our hiring process may incorporate AI-assisted tools to support activities such as application review, resume screening, and response evaluation. These tools are used to assist our recruitment team and do not make hiring decisions independently. All final decisions are made by a human reviewer. For questions about how your personal data is handled during this process, please don't hesitate to reach out to us. - Prime Robotics is proud to be an EEOE, M/F/D/V, and we are committed to diversity both in practice and spirit at the corporate level. - Prime Robotics participates in E-Verify. E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm employment eligibility. Benefits - Employer-subsidized medical, dental, and vision insurance plans to support your health and wellbeing. - Dedicated vacation and sick leave that allows you to recharge and take care of yourself when needed. - Invaluable hands-on experience with cutting-edge robotics technology that keeps your skills at the industry forefront. - A collaborative culture where innovation thrives and your work has a real impact. - The excitement of contributing to transformative technology in a fast-growing industry.

Role Description A company's disaster recovery plan is only ever tested twice: during a drill, and during an actual disaster. Most organizations quietly know their plan is inadequate. They just haven't had to find out the hard way yet. As a Pre-Sales Solutions Architect at Arpio, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cloud infrastructure passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with our account team to convert opportunities into success stories. In this role, you will serve as the technical lead between clients, partners, and our internal teams. You will be responsible for working alongside the sales team in delivering Proof of Concept (POC) engagements through the entire sales cycle; helping prospects understand not just what Arpio does, but why it is the right answer for their specific AWS and/or Azure environment. We move fast, hold ourselves accountable to outcomes, and treat every customer relationship as something worth protecting. If you are energized by solving hard technical problems, thrive in ambiguity, and want to help build a function from the ground up, we want to hear from you. Qualifications - Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS - Hands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure Backup - Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience - Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts, including RFPs, security questionnaires, and procurement documentation - Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners - Experience with AWS and/or Azure co-sell programs and partner ecosystems - Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies - Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing - Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment - Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus - Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning Requirements - Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs - Discover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyers - Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment and resilience requirements - Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed - Listen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluation - Develop and maintain working relationships with AWS and Azure field teams to support co-sell motions - Travel regionally to client sites as required - Work closely with Account Executives and internal stakeholders across product, marketing, and customer success - Feed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmap - Help build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hires - Be a reliable member of the team, providing coverage and support to customers and peers when needed Benefits - Fully employer-paid health benefits package; 75% employer-paid dental, vision, and life insurance - $150 home office stipend or company-subsidized co-working space membership near you - Unlimited PTO policy - Small, collaborative team environment - Opportunity to learn and work on the cutting edge of cloud technology