Demo Enablement Architect

As a Demo Enablement Architect on the Solutions Engineering (SE) Enablement team, you will drive the narrative strategy, content creation, and delivery mastery for technical demonstrations across the global SE organization. In this role, you will bridge Product Management and field execution, turning product updates into compelling, value-driven demo workflows. Working alongside technical lab teams, IT, and sales leadership, you will elevate how SEs articulate product value—combining methodology coaching with innovative AI practice platforms to scale demo excellence.

Responsibilities

Partner with Product Management to identify, design, and launch new demo workflows aligned with software feature updates and New Product Introductions (NPI); Translate technical features into value-centric customer stories; Work closely with the Demo Enablement Infrastructure Architect to ensure all demo content aligns with physical lab hardware setups and environmental topologies; Enable SEs on end-to-end demo execution; Design training that elevates technical discovery, value-based storytelling, enterprise objection handling, and clear deal progression strategies; Review real-world and simulated field demonstrations to provide constructive analysis; Deliver targeted coaching to SEs on strengths, high-impact areas for improvement, and narrative polish; Partner with IT to build, deploy, and refine AI-powered practice platforms; Enable SEs to asynchronously record and practice demos, receive automated scoring, and track performance metrics; Leverage AI tools to evaluate demo script adherence and identify effective improvisation; Incorporate successful deviations into standard scripts while providing coaching to SEs and managers when deviations negatively impact outcomes.

Requirements

5+ years of experience in Sales Engineering, Solution Architecture, or Technical Enablement within enterprise SaaS, IoT, hardware, or networking; Proven expertise in demo methodology, customer discovery, enterprise storytelling, and technical objection handling; Track record of collaborating with Product Management to convert product roadmaps into scalable demo content and narrative guides; Experience analyzing pitch quality and delivering direct, actionable coaching to technical revenue roles; Familiarity with AI coaching platforms, conversation intelligence tools, or working with internal IT teams to implement automated enablement technologies; Strong cross-functional leadership skills with the ability to bridge hardware/software infrastructure teams with customer-facing reps.

Benefits

Healthcare programs tailored to meet personal health and financial well-being needs; 100% covered employee premiums under at least one plan and 80% for family premiums under all plans; Nationwide medical, vision and dental coverage; Health Saving Account (HSA) with annual employer contributions; Flexible Spending Account (FSA) with tax saving options; Expanded mental health support; Paid parental leave policy and fertility benefits; Paid holidays, firmwide extended holidays, flexible PTO and personal sick time; Professional development stipend; Wellness/fitness benefits; Healthy lunches provided daily; Commuter benefits