Sales Engineer

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Kion is revolutionizing CloudOps and FinOps. We offer a unified approach, delivering multicloud, multi-org, and multi-account visibility and controls, empowering organizations to effectively manage their complex cloud environments from a single, centralized platform. At Kion, you'll join a team that values collaboration, creativity, and building products that make a real impact for customers across industries. We're a fast-growing, Series A startup and we believe employees are our most precious resource. While we're headquartered outside Baltimore, MD and Washington DC, we are committed to a 100% remote-first workforce. In addition, Kion offers excellent compensation and outstanding benefits! If you're passionate about using your expert skills to bring transformational change to a customer's cloud journey, you'd be a great addition to our team! About Kion and the role Kion is revolutionizing CloudOps and FinOps. We offer a unified approach, delivering multicloud, multi-org, and multi-account visibility and controls, empowering organizations to effectively manage their complex cloud environments from a single, centralized platform. At Kion, you'll join a team that values collaboration, creativity, and building products that make a real impact for customers across industries. We're a fast-growing, Series A startup and we believe employees are our most precious resource. While we're headquartered outside Baltimore, MD and Washington DC, we are committed to a 100% remote-first workforce. In addition, Kion offers excellent compensation and outstanding benefits! One of our core values is turning customers into fans. Turning prospects into customers is the prerequisite, and the bar doesn't stop there. Every interaction is a chance to earn that fandom, and this role sits at the front of that motion. If you're the kind of person who lights up in front of a prospect, who sees a hard problem and wants to be the one in the room when it gets solved, you'd be a great addition to our team. YOUR ROLE The Solutions Engineer is the customer-facing engine of Kion's pre-sales motion. You're the person carrying the story through the evaluation, hearing what a prospect actually needs in discovery, shaping the eval around it, running the demos, and keeping the room moving from "interesting" to "we have to have this." This role leans heavily pre-sales, closer to 80/20 or 90/10. POVs, custom demos, technical discovery, executive briefings, and evaluation orchestration are the core of the work. You'll partner closely with the broader Solutions team on every meaningful deal, leaning on teammates for the deepest configuration and integration work while you own the narrative arc, the prospect relationship, and the business outcome they're buying toward. The most important thing you'll do isn't a demo. It's leaving every call with the prospect feeling heard and in good hands, even when the answer isn't ready yet. People buy from people they trust, and a great SE turns a technical evaluation into a relationship that survives the messy parts, then carries that trust forward into the customer phase. Why this role matters: You're the person who makes a prospect's evaluation feel like the easiest part of their year. Not by pitching, but by showing up curious, asking the questions their internal team isn't asking them, and making them look smart to their own stakeholders. That's the first step in turning them into a fan. YOUR DAY-TO-DAY: At Kion, everyone shows up for what's needed. That's part of what makes the team effective and the growth real. Expect meaningful context switching between internal and external work, discovery and demo, strategic and tactical. If you thrive when no two days look the same, this is the right seat. Lead discovery calls and technical evaluations end-to-end. Uncover what the prospect actually needs, map it to Kion, and shape the eval around the outcomes that matter to them. Run product demonstrations that meet the room where it is, whether that's a CFO who cares about cost recovery, a CISO who cares about guardrails, or a cloud engineer who wants to see the API. Partner closely with the broader Solutions team on every deal. You own the prospect relationship and the narrative, leaning on teammates for the deepest technical workstreams. The handoffs across the team should feel seamless from the outside. Build the business case alongside the prospect. Quantify the problem, frame the solution, and make sure stakeholders inside their org are equipped to advocate internally. Translate complex technical capabilities into language that lands with non-technical buyers without losing the technical buyers in the room. Anticipate objections before they're spoken, and surface them so they can be addressed before they kill momentum. Build reusable demo flows, discovery frameworks, and prospect-facing collateral that make every future engagement sharper. Translate prospect and customer feedback into produc

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