About Athennian
Athennian increases trust in business. Our products help legal, finance and tax teams be transaction and audit-ready by organizing business entity and corporate structure information. Over a million business entities in almost every country are managed on Athennian to automate workflows for ownership, company secretarial, governance, tax and compliance.
About the role
We are looking for a Technical Sales Engineer (TSE) to be the technical force multiplier inside our revenue team — translating Athennian’s platform capabilities into clear, defensible solutions that win enterprise deals.
This role sits at the intersection of product, sales and the customer. You will be on the front line with prospects: leading technical discovery, designing solution architectures, delivering persona-based demos and running proofs-of-concept that earn the technical win. When a senior IT, security, finance or legal stakeholder needs to be convinced Athennian fits their environment, you are the person they meet.
Unlike pure technical roles, this position is commercially accountable. You will partner shoulder-to-shoulder with Account Executives to advance pipeline, handle objections live, articulate ROI and TCO and keep evaluations on a defined timeline. The best candidates combine deep curiosity about how software actually works with the storytelling instinct to make it matter to a buyer.
Reporting to the Manager, Sales Engineering & Enablement, you will play a critical role in shortening sales cycles, raising technical win rates and building the reusable technical foundation our revenue team scales on.
What you'll do
- Technical Discovery & Solution Design: Lead detailed technical discovery with prospects to map data flows, integrations, identity and security needs. Design and document solution architectures using Athennian’s APIs, SSO and data-migration frameworks, and advise customers on best practices for embedding Athennian into their existing tech stacks.
- Customer-Facing Demos & Proof-of-Concept Delivery: Deliver persona-based demos and time-boxed POCs tailored to legal, finance, tax and compliance stakeholders. Scope each evaluation with clear success criteria, run it with discipline and translate complex product capability into the business outcome that earns the technical win.
- Commercial Partnership & Deal Execution: Operate as the technical co-pilot to Account Executives on enterprise opportunities. Build mutual close plans, handle technical and competitive objections live, articulate ROI, TCO and risk reduction in the buyer’s language and proactively drive evaluations toward a decisive go/no-go.
- Technical Enablement Assets, RFPs & Security Questionnaires: Build and maintain reusable sales assets — demo environments, solution patterns, ROI/TCO calculators, technical FAQs — and own the technical responses to RFPs, security questionnaires and architecture reviews that unlock enterprise sales motions.
- Cross-Functional Collaboration & Handoff: Serve as the connective tissue between Sales, Product, Engineering, Marketing and Customer Success. Deliver clean, well-documented handoffs to Implementation and Customer Success, and partner with Marketing and Enablement to align technical proof points with go-to-market messaging.
- Voice of the Customer & Pre-Sales Discipline: Maintain firm, polite boundaries between pre-sales validation and custom development. Capture and relay structured field feedback — common objections, integration gaps, competitive intel and feature requests — to Product and Engineering to sharpen the platform and the GTM motion.
Qualifications
- Experience: 3–5 years in sales engineering, solution consulting or pre-sales for B2B SaaS, with a track record of leading mid-to-high-complexity demos and POCs independently and contributing to closed enterprise deals.
- Technical Depth: Working knowledge of APIs, SSO/SAML/OIDC, data migration, integration patterns and how modern SaaS platforms plug into enterprise tech stacks. Comfortable navigating architecture conversations with senior IT, data and security stakeholders.
- Commercial Fluency: Demonstrated ability to translate technical capability into business outcomes — ROI, TCO, risk reduction, time-to-value — and to position those outcomes credibly with executive and economic buyers.
- Client-Facing Presence: Exceptional presentation, demo and stakeholder management skills, with the ability to code-switch in a single meeting between a VP of Finance and a Director of IT Security without losing either audience.
- Deal Discipline: Proven ability to guide technical evaluations with structured discovery, mutual close plans and measurable success criteria — keeping deals moving rather than letting POCs drift into open-ended free trials.
- Technical Proficiency: Experience with CRM systems (e.g., HubSpot), demo automation and sales engineering tooling. Comfort with AI-enabled workflows to scale technical content, personalize collateral and automate repetitive pre-sales tasks.
- Mindset: Self-motivated, proactive and comfortable operating in a fast-paced startup environment. Demonstrates ownership, adaptability and a focus on commercial outcomes — not just technical correctness.
- Nice to Have: Experience selling into legal, finance, tax, governance or compliance markets, or hands-on exposure to entity management, corporate secretarial, audit-readiness or related back-office workflows.
Location
We have embraced a distributed model of working to reach the best talent in the world. While some roles may require proximity to our Toronto, Calgary and Vancouver offices, roles based outside our office locations can be remote. This role is open to candidates in Canada and the US in the Eastern time zone. Please only apply if you are able to live and work full-time in the US and Canada.
Our Culture
Our company thrives in a fast-paced startup environment where every team member plays a critical role in driving success. We value ambitious, results-driven individuals who are not only proactive in identifying opportunities but are also committed to going the extra mile. In our culture, collaboration and initiative fuel our growth as we embrace new challenges, learn constantly and move quickly to seize opportunities. If you're a go-getter who thrives on impact and thrives in a dynamic setting, you'll fit right in. Our values are:
- Outcome Driven: We focus on setting ambitious goals and achieving measurable results, valuing success by the outcomes we deliver.
- Wide Responsibility: Our team is empowered to shape success, taking ownership from problem identification to solution implementation.
- Learning Mindset: We embrace curiosity, rejecting the status quo and encouraging continuous learning and agility.
- Strategic Speed: We make fast, effective decisions and embrace a bias for action to seize opportunities quickly.
Benefits at Athennian
We’re a remote-first company built on trust, autonomy and accountability. With that flexibility comes responsibility — we’re a lean team where everyone is expected to bring their full effort and expertise. We believe in real work-life balance: every employee starts with a minimum of three weeks of vacation, five sick days and six personal or flex days, plus a company-wide winter holiday shutdown so everyone can rest and recharge together.
Our benefits are designed to support your well-being in meaningful ways. You’ll have access to comprehensive health, dental, and vision coverage, long-term disability, accidental death & dismemberment, an Employee Assistance Program and a Health Spending Account to help cover additional expenses. We also offer flexible parental leave benefits, including options for top-ups or additional paid time off — because family matters. And to help you get set up for success from day one, we provide a work-from-home allowance.
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