Customer Engineer (Pre-Sales)

About the role

In this position, you will be a vital part of the sales process, working closely with insurance carriers and managing general agents to help them understand and the Federato platform effectively. Your primary responsibility will be to support the sales team by providing technical expertise, designing solutions tailored to customer needs, and delivering compelling demonstrations that showcase the platform's capabilities. You will serve as a technical advisor, translating customer requirements into actionable configurations within the platform, and ensuring that clients see the value and potential of Federato's offerings. This role requires a combination of technical knowledge, communication skills, and industry understanding to facilitate successful sales and foster long-term customer relationships.

Key facts

What you'll do

• Lead technical interactions with prospective clients throughout the sales cycle, from initial discovery to closing deals, ensuring a smooth and informative process.
• Conduct tailored demonstrations of the Federato platform, emphasizing how its features can address specific customer challenges and improve their operations.
• Collaborate with clients to understand their existing processes and translate these into configurations within the Federato platform, including aspects such as quoting, rating, endorsements, and portfolio management.
• Work closely with the Product and Security teams to complete Requests for Proposal (RFPs) and security questionnaires, providing technical details and ensuring compliance with client requirements.
• Develop and maintain reusable demo environments that can be customized for different customer segments, enabling efficient and impactful presentations.
• Create onboarding resources, configuration libraries, and sample rating logic to assist both internal teams and customers in understanding platform capabilities and best practices.
• Partner with the Manager of Pre-Sales and Product Marketing to refine messaging, develop technical content, and improve sales materials based on customer feedback and product updates.
• Contribute to the development and continuous improvement of the pre-sales process, including discovery methods, solution development, and handoff procedures to implementation teams.
• Develop and maintain shared resources such as discovery playbooks, configuration templates, and demo guides to streamline the sales process and ensure consistency.
• Collaborate with Product and Engineering teams to align the product roadmap with customer needs and provide feedback on features or limitations encountered during demos.
• Identify common objections or product limitations encountered during sales interactions and communicate these clearly to internal teams for future improvements.
• Provide insights and technical feedback to the Implementation and Customer Success teams after the sale to facilitate smooth onboarding and ongoing support.
• Stay informed about industry trends, emerging technologies, and competitive offerings to effectively position Federato's platform and anticipate customer questions.
• Assist in training and mentoring new team members in technical presentation skills and platform configurations.
• Represent Federato at industry events, webinars, or conferences when needed, showcasing the platform's capabilities and building relationships with potential clients.
• Maintain detailed records of customer interactions, demo environments, and technical assessments to support ongoing sales efforts and knowledge sharing.

Requirements

• 6 to 10+ years of experience in technical pre-sales, solutions engineering, or technical consulting, preferably within the insurance or insurtech industry.
• Proven track record of delivering technical demonstrations, designing architectures, and supporting enterprise sales processes.
• Strong understanding of insurance industry processes, including policy lifecycle management, rating, quoting, endorsements, and underwriting systems, or a demonstrated willingness to learn quickly.
• Excellent communication skills, capable of explaining complex technical concepts to both technical and non-technical audiences, including executives and operational teams.
• Proficiency in JavaScript and SQL, with the ability to develop sample logic, configurations, and data queries.
• Experience working with demo environments, configuration management, and RFP responses.
• Ability to travel up to 30% for client meetings, industry events, or team collaborations.
• Self-motivated, proactive, and capable of working independently in a remote setting.
• Strong problem-solving skills, with a focus on first principles thinking and continuous improvement.
• Ability to work collaboratively across teams, including Product, Engineering, Marketing, and Customer Success.
• Demonstrated ability to adapt quickly to new technologies and industry trends.
• A customer-centric mindset with a passion for helping clients succeed and a commitment to delivering high-quality technical support.

Nice to have

• Experience applying artificial intelligence (AI) techniques within insurance or insurtech contexts.
• Familiarity with customer relationship management (CRM) systems or other sales enablement tools.
• Knowledge of regulatory requirements or compliance standards relevant to insurance technology solutions.
• Previous experience working in a startup or high-growth environment, demonstrating agility and adaptability.
• Exposure to cloud platforms or APIs used in insurtech solutions.

Skills & tools

• JavaScript, SQL, and familiarity with policy lifecycle management tools.
• Demo software and presentation tools to create engaging and informative demonstrations.
• RFP management tools and templates to streamline proposal responses.
• Customer relationship management (CRM) software for tracking interactions and managing leads.
• Configuration management systems to develop and maintain demo environments.
• Strong written and verbal communication skills for technical documentation and client interactions.

Practical notes

The salary for this role ranges from $175,000 to $195,000, with total on-target earnings between $245,000 and $275,000. Final compensation will be influenced by factors such as candidate location, experience, and expertise, and may differ from the stated range. The total compensation package includes stock options, benefits, and other perks. The company emphasizes a competitive and transparent approach to compensation, aligning rewards with performance and contribution.

At Federato, we value both technical skills and cultural fit. We prioritize agility, feedback, problem-solving from first principles, and continuous learning. Our environment fosters collaboration, innovation, and a shared commitment to making a meaningful impact in the insurance industry. We strive to create an enjoyable workplace where team members can grow, contribute, and thrive. We look forward to the possibility of welcoming you to our team and working together to transform insurance technology.