Diary of a Sales Engineer

You can prepare every slide and still forget to ask for the next step. Fresh off their own job searches, Ryan Krueger and Sameer Sahay-Kausar break down sales engineer interviews, from building relationships before asking for a referral to handling technical questions you can't answer. They share practical ways to stand out in discovery, demo presentations, and follow-ups, while figuring out whether the company is somewhere you want to work.

What actually comes next after becoming a Solutions Engineer? For most SEs, the obvious answers are bigger accounts or management. Chris Clark thinks that's way too limiting. Chris spent 15 years in Solutions Engineering at companies including Slack, Salesforce, and Glean before moving into career coaching full time. We brought him on to talk through the different paths available to SEs and, more importantly, how to figure out which one is actually right for you. We get into Field CTO and evangelist roles, specialist IC paths, leadership vs. management, how AI is changing the SE role, and why you shouldn't build your career around chasing titles. Chris also puts Ryan and Sameer through a live career coaching exercise that leads to a slightly dangerous conclusion about Ryan's future as an AE. The biggest takeaway: figure out what work gives you energy, start doing more of it, and don't wait for someone else to design your career for you. Find Chris: https://www.chrisjamesclark.co.uk/ Pre-Sales Pathfinder: https://app.chrisjamesclark.co.uk/ Podcast: Pre-Sales Pathways

Curtis Breidenthal is Enterprise Solutions Manager at Ramp. He got there with a kinesiology degree, no coding background, and a resume that started with bagging groceries. Curtis takes us through the whole climb: chat support at Bill.com, a cross country bet on himself, and the months he spent training for a sales engineering job that had not opened yet. He gets into what he had to unlearn from customer support to be good at presales, why the best demo is often the one you never show, and the single word that cost him an extra follow up call with a buyer. We also dig into the AI slop problem in sales, what actually changes when you move from commercial to enterprise, and the one skill from his support days that he says separates good SEs from great ones. If you are trying to break into sales engineering, or you are an SE weighing the jump to enterprise or into management, this is the one to put on. Diary of a Sales Engineer is available on Spotify, YouTube, and Apple Podcasts. www.diaryofasalesengineer.com

RIP traditional presales. Ryan Krueger and Sameer Sahay-Kausar sit down to map what is actually replacing it, and what the shift means for your career as a sales engineer. We get into why "pre-sales" is a label that no longer fits, the new roles taking shape (we coin a couple live, the account engineer and the forward deploy solution engineer), and how consumption-based pricing quietly rewires everything about how solutions engineers create value. We also dig into why SEs are already writing and shipping code to fix product gaps, the three dials every SE has to balance, and how leaders should be thinking about team building in this chaos. There is also a simple, freeing takeaway about switching industries and why saying "I don't know" makes you more credible, not less. If you are a sales engineer, solutions consultant, forward deployed engineer, or an SE leader trying to stay ahead of where the role is going, this one is for you. Diary of a Sales Engineer is available on Spotify, YouTube, and Apple Podcasts. www.diaryofasalesengineer.com

In Episode 36 of Diary of a Sales Engineer, Ryan and Sameer discuss how sales engineers can handle difficult prospects, skeptical buyers, technical roadblocks, and prickly internal stakeholders. They break down the difference between buyers who have been burned before, people who create roadblocks, and stakeholders who simply show up in a bad mood. The episode covers audience management, technical objections, InfoSec and architecture conversations, follow-up discipline, internal relationships with product and engineering, and how SEs can stay calm while protecting deal momentum.

Ryan Krueger and Sameer Sahay-Kausar are back with a deep dive on how sales engineers actually win the biggest deals of their careers. Whether you're working a $100K opportunity that's the largest your team has ever seen or a million dollar enterprise deal, the framework is the same and it starts with people, not technology. In this conversation, we get into how to identify who really has the power inside a buying committee, how to build a champion who sells for you when you're not in the room, and why pushing back on prospects can be the move that earns you the deal. Ryan shares why every big deal will give you "blisters" and what to do when your champion goes dark for three months. We also unpack the difference between hard savings and soft savings, and why the way most sales teams pitch ROI makes CFOs roll their eyes. If you're a sales engineer, AE, or anyone working complex enterprise deals and trying to figure out how to navigate the politics, the timing, and the approval gates that come with seven-figure contracts, this one is for you. Diary of a Sales Engineer is available on Spotify, YouTube, and Apple Podcasts. www.diaryofasalesengineer.com

Jeff Wang is the CEO of Windsurf (now part of Cognition) and a former solutions engineer who rode the SE skill set all the way to the top of one of the most high-profile AI startups in the industry. He sits down with Ryan and Sameer to talk about what that journey actually looked like. You'll hear how Jeff built automation bots that saved his teams hundreds of hours, why he started blogging about AI to land his first role in the space, and how Windsurf structured an entirely new set of engineering roles that are reshaping how companies think about presales and post-sales. We also get into what it takes to close enterprise deals when nobody knows your name, what product market fit really feels like versus what people assume, and Jeff's advice for SEs who want to build something of their own. If you're thinking about your next career move in presales, or you're curious about how the sales engineering role is evolving in the age of AI agents and forward deployed teams, this one's for you. Diary of a Sales Engineer is available on Spotify, YouTube, and Apple Podcasts. www.diaryofasalesengineer.com

Ryan's LinkedIn post went viral: "If your SE has never told you no, you don't have a partner. You have an order taker." In Episode 33, Ryan and Sameer turn that into a full playbook for saying no with confidence. They cover how to shift your identity from technical resource to strategic partner, how to negotiate with your AE rather than just blocking ideas, how to use curiosity to give hard feedback without creating conflict, and why knowing when to kill a deal is just as important as knowing how to close one. Packed with tactical, real-world advice for SEs at every stage of their career. Don't let your ego get in the way of success.

Sales engineering career advice and go-to-market strategy with James Kaikis, co-founder of Pre-Sales Collective, founder of GTM Shift, and co-founder of Solution Exec and AI Sales Studio. The predictable revenue model that defined B2B SaaS for the last decade is breaking down. AI-first companies are collapsing the traditional sales cycle. Roles are merging. Swim lanes are blurring. And sales engineers are sitting in the best position to capitalize on all of it. James shares the full story behind his exit from Pre-Sales Collective, what he learned running revenue as a CRO at Testbox, and why he came back to entrepreneurship to build three businesses: GTM Shift (consulting and events for go-to-market leaders), AI Sales Studio (AI proficiency training for GTM teams), and Solution Exec (a private network for senior solutions executives). He also announces that he and Jeff Margolese are writing a book on solutions engineering. We get into the tactical stuff too. How to build a career roadmap from SE to CRO. Why lateral moves to account management or sales matter more than people realize. How to prepare for the convergence of SE, AE, CS, and professional services roles. And why the SEs who treat themselves as students of the game will be the ones who thrive in the next era of B2B. Ryan also shares his prediction on the emergence of the "account engineer" role, and we talk openly about work-life balance, setting boundaries, and being present at home while building a career in tech sales. This one is personal for us. James and the Pre-Sales Collective are the reason Ryan broke into sales engineering. 32 episodes later, here we are. If this episode hits home, send us a message. Those notes from listeners are the reason we do this.

2025 didn’t redefine presales overnight, but it made the direction impossible to ignore. In this episode, we look back on what we accomplished this year and unpack the real ways the presales role evolved over the last 12 months. The fundamentals are still there, but expectations, scope, and impact are moving faster than many teams realize. We share where we believe presales is heading, what strong teams are already leaning into, and the skills that are becoming harder to ignore as we move into 2026. We also take on the growing conversation around Forward Deployed Engineers. What the role actually means, why it keeps surfacing in presales conversations, and why the industry needs a clearer, more honest discussion about how it fits into modern GTM teams. We close by thanking everyone who listened, watched, shared, and challenged us throughout 2025. This community continues to shape the conversations we care about most. Presales didn’t flip overnight in 2025, but the direction became impossible to ignore. This episode breaks down what shifted and why it matters.

Episode 30: You Don’t Need to Be the Most Technical Person in the Room In this episode, we’re joined by Alice Egan to challenge one of the biggest myths in sales engineering. The best Sales Engineers aren’t always the most technical people on the call. They’re the ones who can turn complex technical concepts into simple, compelling stories that buyers actually understand. In SaaS, this matters more than ever. Just like buying a car, most buyers don’t need to see the engine. They want to know how it works, how it fits their business, and why it solves their problem. In this episode, we discuss: Why being too technical can slow deals down How to translate complexity into clear, buyer-friendly stories When technical depth helps and when it hurts A practical way to position yourself at the very beginning of a sales call How top Sales Engineers read the room and adjust in real time If you’re a Sales Engineer, Solutions Engineer, or work in presales and feel pressure to always be the most technical voice, this episode will change how you think about your role. Tune in for real-world insights and practical nuggets you can use immediately.

In this episode, we break down how to be effective at conferences and in-person events. We cover what actually matters when it comes to working a booth, including how to dress, how to demo efficiently, how to collect scans, and how to get attendees to connect with you on LinkedIn. We also talk through the importance of booking meetings, common mistakes people make at events, and how to follow up so conversations turn into something real after the event is over. This episode is for anyone attending or working conferences who wants to get more value out of being on the floor.

In this episode of Diary of a Sales Engineer , we sit down with Yuji Higashi , founder of Better Career and co-founder of the Presales Collective , to uncover the real secrets behind building a high-earning, high-impact Sales Engineering career. We break down everything SEs wish they learned years earlier: How SE compensation actually works Common salary and commission split structures Leveling frameworks and what separates junior, mid, and senior SEs How to position yourself for the role you really want How to land roles you didn’t think you were qualified for What companies look for when hiring top technical talent Yuji brings a unique perspective from coaching hundreds of SEs, analyzing comp bands across the industry, guiding people into roles they didn’t think they could land, and helping them negotiate offers that transform their careers. Whether you’re trying to break into Sales Engineering, get promoted, or maximize your earning potential, this conversation is packed with real-world, actionable insights. If you want to understand your value as an SE and learn how to take control of your career, this is an episode you won’t want to miss.

In this episode we are joined by Art Fromm, author of Making SEAMless Sales ® : How Presales and Sales Can Work Together Seamlessly and creator of the SEAMless Sales methodology. We dive into what makes the SE and AM (or AE) relationship the foundation of every great deal and how true alignment between the two can transform revenue performance. 🎯 What we cover: Why the SE–AM partnership drives consistent success How to move from product pitches to value conversations Why the SE should own the technical close , not just the technical win Ways to build trust, break silos, and create buyer alignment If you’re an SE, AE, or sales leader who wants to win more together, this one’s for you. 👉 Tune in and learn how to make your sales motion truly seamless.

Feeling overwhelmed by too much on your plate? In this episode, we break down how to strategically prioritize when everything feels urgent. We talk about why the biggest deal isn’t always the most important , how to zoom out and assess impact, and how to create mental clarity when you’re drowning in tasks. Whether you’re in presales, sales, or any high-stakes role, this one’s about learning to breathe, focus, and make smart choices when the pressure’s on. 👉 Tune in to learn how to work smarter — not just harder.

In this episode, we sit down with Kate Travers and Fabiana Fattore, the founders of The Female SC , a community built to connect and support women in solution consulting, pre-sales, and engineering. They share the story of why they started it, the challenges they’ve faced, and what it means to create an inclusive space where more people feel seen and supported in their careers. We explore how equity and allyship play out in the workplace, along with the importance of advocating for yourself, no matter who you are. From asking for new opportunities to presenting in front of a room, joining a panel, or even just introducing yourself at an event, believing in your own voice is often the first step to growth. A theme we kept coming back to was the idea that one candle lighting another never dims the first . Recognition and support don’t take away from you, they multiply. Whether it’s giving kudos to a colleague, building community, or taking a risk yourself, the impact can be bigger than you think.

Confidence can make or break a deal. In this episode, we unpack how to push back without sounding defensive, why saying “it depends” can quietly kill your credibility, and how to replace it with clear, confident answers that move the conversation forward. We also dig into the value of sharing real stories of what’s worked for other customers so prospects see you as a trusted partner, not just another vendor.

In this episode, Sameer and Ryan sit down with legendary presales leader Peter Cohan, who joins as the first-ever returning guest on the podcast.Peter shares insights from his brand new book, Suspending Disbelief, and dives into what it really takes to connect with prospects, build trust, and shape belief during the presales process.They discuss the psychology behind great demos, why facts alone don’t win deals, and how to guide buyers through uncertainty. If you're in sales engineering, this is a masterclass from one of the best in the business. Link to raffle for a signed copy of Suspending Disbelief by Peter Cohan - https://docs.google.com/forms/d/e/1FAIpQLSfdgc8L2fr9Vu78im2xRr8My7KkLoEJSleU2LWERVLhxlHxLw/viewform?usp=header

In this episode, Sameer and Ryan discuss the often-overlooked part of the sales engineering role: training and enablement.They talk about why SEs need to be just as skilled at running internal and external trainings as they are at giving demos. From handling live sessions with dozens of attendees to managing questions, chat, and content flow, this episode highlights how great SEs make it all look easy.The conversation was inspired by a real-life moment where a Presales Director paused a call to shout out Sameer in front of the entire team for leading a world-class session.

Being a great SE isn’t just about knowing the product. It’s about how you show up in the deal. In this episode, we dive into what it takes to go from being the person who “just gives the demo” to a true strategic partner that AEs and customers rely on. We talk about shifting mindsets, earning trust, and changing how you're brought into the sales process.