Sales Engineer at Martin & Company in Remote (United States)

Job description

• Martin is a trusted partner to insurance carriers and MGAs across the United States, supporting their most critical initiatives — regulatory compliance, state filings, product development, technology, due diligence, and operational efficiency. As the firm evolves its model to pair deep consulting expertise with proprietary software solutions, we are adding a Sales Engineer to own the technical win across every deal on our platform.
• The Sales Engineer is the technical counterpart to our sales team and the bridge between what a client needs and what Martin can actually build, configure, and deliver. You'll lead technical discovery, run demonstrations, design the solution, and prove it out — through proofs of concept, integration discussions, security questionnaires, and RFP responses — so that what we propose is technically sound and genuinely solvable. Because our platform is sold with delivery attached, your solution design shapes both the software configuration and the services wrapped around it, and the scope you validate is the scope our teams commit to.
• We're looking for someone who can hold their own with a client's CIO and their compliance officer in the same meeting — someone who understands the insurance business deeply enough to diagnose the real problem and knows the technology well enough to prove the answer works. If you've built your career in or around insurance technology and want to own the technical win on deals that matter, this role was designed for you.

Responsibilities

• Discovery support: Partner with sales to run technical discovery, surface the requirements and constraints that determine feasibility, and ensure the right questions get asked before a solution is shaped.
• Technical demonstrations: Deliver tailored demonstrations that connect platform capability to the client's specific operating reality, not a generic feature tour.
• Solution design: Architect the platform configuration and services approach that solves the client's problem and validate that it can be delivered as designed.
• Proofs of concept: Scope, build, and run POCs that de-risk the decision for the client and the commitment for Martin.
• Security questionnaires: Own technical responses to security, privacy, and vendor-risk reviews.
• Integration discussions: Lead conversations on data, systems, and integration with client technical stakeholders and their vendors.
• RFP technical responses: Author and own the technical sections of RFP and RFI responses.
• Technical validation: Confirm that what we propose is achievable within the stated scope, assumptions, and timeline before it is committed.
• Handoff to implementation: Transition each won deal to the implementation team with the context, requirements, and documented solution design they need to start clean.

Requirements

• You’ve spent your career in or close to the insurance industry. You understand how carriers think, how products are built and filed, and what keeps a Product Manager, Chief Actuary or compliance leader up at night. You’re someone who gets energized by solving hard problems with clients, and whose instinct is to listen and diagnose before proposing solutions. You bring a practitioner’s credibility to every conversation that results in key sales and long-term partnerships with clients.
• Insurance fluent. You've built your career in or around carriers and MGAs, and you understand how the business actually runs — policy administration, underwriting, product development, filings, and the regulatory pressure shaping all of it. Nobody needs to explain the acronyms to you.
• Technically credible. You can hold a substantive conversation about data models, APIs, integration patterns, and system architecture with a client's technical team, and you know where the real constraints live. You aren't expected to write production code; you are expected to be believed by the people who do.
• A strong demonstrator. You build demos around the client's problem rather than the product feature list, and you can improvise when a prospect takes the conversation somewhere you didn't plan for.
• Disciplined about scope. You would rather surface a hard constraint before a contract is signed than discover it in implementation. You are comfortable telling a prospect — and your own sales team — when something won't work the way it's being imagined.
• A clear writer. RFP responses, security questionnaires, and solution documentation are a real part of this job, and your work stands up to a technical reviewer without needing to be rewritten.
• Credible in both rooms. You can move between a CFO's business case and an IT director's integration questions in the same meeting, adjusting altitude without losing either of them.
• Comfortable building. Martin is evolving from a consulting firm into a firm that sells consulting and software together. Some of the process around this role is still being written, and you see that as something to shape rather than something to wait out.

Skills

Required

• Insurance domain knowledge
• Technical credibility
• Demonstration skills
• Scope discipline
• Clear writing
• Communication
• Solution design
• Proof of concept
• Security questionnaires
• Integration discussions
• RFP responses

Benefits

• Martin offers a unique platform: the credibility and depth of a specialized insurance consulting firm, combined with a growing suite of proprietary technology solutions. You’ll have the backing of a deeply experienced team, a strong existing client base, and a genuine opportunity to shape how the firm grows with its most important clients.
• Growth-Oriented Culture: Work with a leadership team committed to innovation and revenue expansion.
• Competitive Earning Potential: Base salary plus bonus potential, and a comprehensive benefits package that rewards expertise and contributions.
• Legacy of Excellence: Be part of a well-respected organization with over 30 years of leadership in the insurance industry.
• Dynamic Team Culture: Work alongside talented colleagues who are passionate, driven, and committed to success.
• The OTE for this position is $160-$200K + (70/30 Base/Variable). Final salary offer will be based on several factors, including commensurate experience, qualifications, and skills. Our salaries are complemented by an extensive benefits package designed to support your well-being and work-life balance. These benefits include:
• Health, dental, and vision insurance
• 401(k) retirement plan options
• Generous, flexible paid-time-off (PTO) policy