About the Role
This is a hands-on pre-sales role for someone who opens the product and builds the thing rather than talking around it. You'll be the technical voice in the room on the most important deals—sitting across from CFOs, finance leaders, and engineering teams; understanding how a prospect's business actually works; and proving we solve problems most vendors can't crack. You'll write SQL, poke at REST APIs, map data flows, and configure real customer scenarios to own the technical win alongside the AE.
Key Responsibilities
- Understand customer billing models and configure contracts, pricing, metering, and invoicing accurately.
- Translate complex business requirements into clear, structured product workflows and setups for B2B SaaS products, focused on outcomes rather than features.
- Run technical discovery with finance, RevOps, and engineering stakeholders — billing model, usage data, source systems, and rev rec requirements before anyone talks about features.
- Partner with Sales on live demos, sandbox setups, and RFP responses, building demos tied to the prospect's real scenario: metered plans, usage ingestion, rated invoices, and revenue recognition.
- Design the integration — map how usage flows from Postgres, Snowflake, or a warehouse into the platform, flagging idempotency, late-arriving events, and reconciliation risks before they become implementation problems.
- Own the technical win: qualify the deal, separate champion from economic buyer, multi-thread to the CFO, and de-risk the build so nothing falls apart post-sale.
- Prepare business case documents and fill RFPs, tying capability to a dollar saved or a risk removed.
- Create customer-specific solution documentation and clean handoff references when transitioning deals.
- Act as the voice of the customer internally, feeding structured patterns from discovery back to Product and Engineering.
Qualifications
- 5+ years total experience with meaningful time in a hands-on technical role — solutions or sales engineering, forward-deployed engineering, data engineering, or backend and integrations work. Actual building, not support tickets.
- Comfortable writing real SQL (group by, window functions, date logic) and building or debugging REST API integrations; knows the difference between an API and a webhook without thinking about it.
- Vendor-side B2B SaaS product experience, ideally billing, payments, fintech, ERP, or data-infrastructure adjacent.
- Client-facing in a technical capacity: discovery, PoCs, demos, or implementation calls with real customers.
- Comfortable supporting enterprise-grade deal cycles and multi-stakeholder buying processes with US or international customers.
- Can hold a credible conversation with a CFO and with an engineer on the same day.
- CS or engineering degree, or demonstrable equivalent shipped work.
- Willing to work US-overlap hours, roughly 6:00 PM – 2:00 AM IST on weekdays.
- Bonus: Experience at a small company (under 100 people, seed to Series A).
- Bonus: A sense of humor and the ability to not take yourself too seriously.
Required Skills
SQL, REST API integrations, Webhooks, Usage-based billing, Metering & rating, Revenue recognition, Solution design, Technical discovery, Demo building, RFP responses, Data pipeline mapping, Enterprise sales cycles, Stakeholder management, Business case development, Technical documentation
Benefits & Perks
- Own the technical win on the company's most important enterprise deals.
- Meaningful ESOPs in a fast-growing startup.
- Hands-on ownership — configure and build in the product, not just present slides.
- Direct exposure to CFOs and senior finance leaders at US and international companies.
- Direct line into Product and Engineering as the voice of the customer.
- Hybrid setup with only 2 fixed office days per week.
Application Link: https://humancapitalists.ai/jobs/2df457d3-59b2-4475-b2e7-ffe7473f0dbf
