The Role
Own technical pre-sales for complex hospitality integrations: lead discovery, design solution architectures, build demos/POCs, produce ROI/business cases, respond to RFPs, and scope pre-sales effort to enable smooth handoffs to implementation.
Summary Generated by Built In
Hapi (Data Travel, LLC) provides a SaaS Integration Platform purpose-built for the hospitality industry. We connect hotel brands and their technology partners through a suite of complex, high-value products which include our Integration Platform, Data Platform, Rules Engine, and Automations Suite. Our clients are medium-to-large hotel brands navigating a fragmented technology landscape, and our job is to make that complexity disappear.
We are looking for a Sales Engineer to sit at the intersection of engineering credibility and client strategy. You will own the technical dimension of major sales cycles. That means eliminating technical objections before they become blockers, translating our platform capabilities into compelling, client-specific narratives, and — when the situation calls for it — rolling up your sleeves to build persuasive demos and proof-of-concept integrations that make the abstract concrete.
The ideal candidate is equally comfortable whiteboarding a data architecture with a hotel CTO and presenting an ROI story to a VP of Operations. You move fast, think in systems, and know that in complex B2B sales, clarity is the product.
Location: USA. This position does not offer visa sponsorship. Applicants must be authorized to work in the United States.
Location: USA. This position does not offer visa sponsorship. Applicants must be authorized to work in the United States.
Key Responsibilities
Own the Technical Pre-Sales Process
- Lead all technical discovery, requirements gathering, and solution scoping across active deals
- Serve as the primary technical point of contact for prospective clients — from first demo through contract signature
- Identify and neutralize technical objections early, shortening sales cycles and increasing win rates
Design & Present Solutions
- Translate client requirements into clear solution architectures using Hapi's Integration Platform, Data Platform, Rules Engine, and Automations as a starting point
- Produce solution diagrams, integration flow documentation, and technical proposals tailored to both technical and non-technical stakeholders
- Align proposed solutions with the product roadmap in close collaboration with Product and Engineering teams
Build Demos & Proof-of-Concepts
- Develop compelling, client-specific demos that bring Hapi's capabilities to life — especially for products without a traditional UI/UX
- Build lightweight POC integrations when required to validate technical feasibility or accelerate buyer confidence
- Maintain and continuously improve a library of reusable demo assets and technical artifacts
Enable Internal Business Cases
- Help buyers articulate and quantify the value of Hapi's platform to their internal stakeholders — IT leadership, finance, operations
- Produce business case frameworks, ROI models, and executive-ready summaries that support the buyer's internal approval process
- Respond to RFPs and RFIs with technically rigorous, commercially compelling responses
Scoping & Estimation
- Develop and maintain structured scoping templates (SPERT and similar) to produce accurate, consistent pre-sales effort estimates
- Prepare comprehensive pre-sales documentation that enables seamless handoff to the post-sales implementation team
- Collaborate with Engineering
Skills, Knowledge and Expertise
Experience
- 5+ years in a technical pre-sales, solutions architecture, or forward-deployed engineering role ideally at a SaaS or integration-focused company
- Demonstrated track record of shortening complex B2B sales cycles through technical ownership and client-facing expertise
- Experience with medium-to-large enterprise clients, including navigating multi-stakeholder buying processes
Technical Skills
- Solid familiarity with RESTful APIs, webhooks, JSON/XML data formats, and authentication protocols (OAuth, SAML, JWT): APIs & Integrations
- Solid familiarity with AWS (Lambda, S3, API Gateway, EC2); equivalent Azure
- Understanding of relational databases, data transformation, ETL concepts, and the ability to create clear integration flow and architecture diagrams
- Awareness of data security best practices, encryption standards, and GDPR/PII considerations in system integrations
Industry Knowledge
- Strong preference for candidates with direct experience in hospitality technology such as PMS, CRS, POS, CRM and Loyalty Systems
- Candidates from adjacent verticals, travel booking platforms, airlines, fintech, retail POS with deep SaaS integration experience will be seriously considered
Communication & Soft Skills
- Exceptional ability to explain complex technical concepts to non-technical audiences. You make hard things feel simple
- Strong written communication skills; able to produce client-ready documentation
- Comfortable presenting to and fielding questions from senior technical and business stakeholders
About
Aquiva Labs brings your business vision to life.As one of Salesforce’s most experienced PDO partners, Aquiva Labs helps deliver your Salesforce AppExchange vision and more by making great ideas become a reality. Right from day one, we use our strategic relationship with Salesforce to empower organizations with unique AppExchange knowledge, mastery and access, as well as implementing our existing intimate knowledge of architectures, technology stacks and patterns, to guide our ISV partners through the AppExchange’s complex business and data scenarios.Building products is in our DNA. Whether you are looking to create a prototype of a new product, outsource your Salesforce application development, create a custom solution, or require a short term engagement to assist with a specific challenge, our teams are there to help.
Skills Required
- 5+ years in technical pre-sales, solutions architecture, or forward-deployed engineering at a SaaS or integration-focused company
- Proven track record shortening complex B2B sales cycles through technical ownership and client-facing expertise
- Experience with medium-to-large enterprise clients and multi-stakeholder buying processes
- Familiarity with RESTful APIs, webhooks, JSON/XML data formats, and authentication protocols (OAuth, SAML, JWT)
- Familiarity with AWS (Lambda, S3, API Gateway, EC2) or equivalent Azure services
- Understanding of relational databases, data transformation, and ETL concepts
- Awareness of data security best practices, encryption standards, and GDPR/PII considerations
- Strong written and verbal communication; ability to present to technical and executive stakeholders
- Direct experience in hospitality technology (PMS, CRS, POS, CRM, Loyalty) or adjacent verticals with deep SaaS integration experience
- Authorized to work in the United States (no visa sponsorship offered)
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The Company
