Solution Engineer
Posted Updated
Description
You will partner with Account Executives throughout the sales cycle, leading discovery, demonstrations, proof-of-value engagements, and RFPs. You will translate complex on-chain risks into business-relevant guidance for executives, CISOs, and risk leaders. You will build tailored demonstrations, support enterprise security, compliance, and integration reviews, and advise technical stakeholders. You will also represent the company at industry events, share customer feedback with Product, R&D, and Security Engineering, develop technical sales materials, and work with Customer Success to support onboarding and adoption.
Responsibilities
- Collaborate with Account Executives on discovery, demonstrations, proof-of-value engagements, and RFPs
- Explain on-chain risk to executives, CISOs, and risk leaders
- Build and deliver customized demonstrations for DeFi and institutional use cases
- Advise technical stakeholders, including protocol engineers, CTOs, and security teams
- Support security, compliance, and integration reviews during enterprise due diligence
- Represent Hypernative at industry events, conferences, and technical workshops
- Share customer feedback with Product, R&D, and Security Engineering to inform roadmap priorities
- Develop technical sales playbooks, demo flows, and objection-handling strategies
- Collaborate with Customer Success to support onboarding and long-term adoption
Requirements
- 5+ years of experience in Sales Engineering or Solutions Consulting
- Knowledge of DeFi mechanics, including smart contracts, governance, bridges, oracles, and L1/L2s
- Knowledge of Web3 ecosystems
- Understanding of compliance, risk, and enterprise security
- Experience working with banks, custodians, and institutional investors
- Experience in fast-paced startup environments
- Ability to communicate complex technical topics to developers and executives
- Track record of influencing large enterprise deals