Sales engineering
From 2019 to 2024 I was the Solutions Engineer at PegEx, selling compliance and operations software to environmental services companies. Running product there first turned out to be good preparation: I could explain not just what the platform did, but why it worked that way and where it wasn’t a fit.
What the work looked like
- Ran buyer-led discovery on regulatory requirements, workflows, and system constraints
- Built demos around each buyer’s use cases, compliance obligations, and buying criteria
- Worked through technical objections and validated feasibility during the sales cycle
- Supported pipeline development from qualification through solution validation
- Stayed with customers through implementation, enablement, and service-level alignment
- Built and maintained the internal SLAs that sales and customers relied on
By the numbers
I was involved in hundreds of deals a year. Most contracts ran around $25K in annual recurring revenue, and larger deals reached $100K. Sales cycles were long and usually brought in business users, executives, regulatory, and legal before anything was signed.
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