Sales Engineer

Summary

Hatch engineering culture is driven by speed, ownership, and impact. We're a small, ambitious team building AI that transforms how service businesses grow, and we move fast. Engineers own problems end to end, ship to production early, and work across a modern stack on problems that directly shape the customer experience. At the end of the day, we're here to build something that matters, grow as engineers, and do it together.

The Sales Engineer helps Hatch win complex deals by mapping customer systems, scoping the technical path to onboarding, and owning implementation through go-live.

This is a hands-on role. You're in discovery calls, leading technical demos, writing the scope document onboarding runs from, and personally leading implementation for complex accounts. Managers should expect this person to be active in deals and deployments.

This opportunity is hybrid based out of our San Francisco office

We’d love to have you apply, even if you don’t feel you meet every single requirement in this posting. At Hatch, we’re looking for great people, not just those who simply check off all the boxes.

What you’ll do

• Co-own discovery calls with the AE - surface integration requirements early, before they become deal risk. Own the discovery motion for integrations: CRM/system of record, lead source & attribution, scheduling workflows, call center systems, data syncs, webhooks, API access, automation requirements, reporting needs, edge cases. Lead technically complex demos involving third party integrations.

• Scope CRM, lead source, API capabilities and constraints, and overall integration complexity for every late-stage deal. You must be comfortable evaluating APIs, reviewing technical documentation, and determining integration feasibility and effort. Deliver a written complexity tier after qualification and produce the Technical Scope document at close, which serves as the blueprint for onboarding. Advise the AE on technical risk, feasibility, and pricing implications before proposals go out.

• Hand off the Technical Scope to onboarding with a live walkthrough - no critical gaps discovered post-handoff. Work with the Forward Deployed Engineer and Account Manager to ensure technically complex accounts are onboarded successfully (~4–8 weeks); you're the primary technical owner through go-live.

• Participate in a post-launch technical health check on every account you led. Work with post-sales team to maintain a QA checklist covering data sync accuracy, integration error monitoring, and scope drift identification

• Stay current on product updates, new integrations, and capability changes. No deal should be lost because your knowledge was stale. Build and own the integration discovery question set - keep it current, make it usable by the broader sales team

What it takes to succeed

• Question assumptions. If something's been done a certain way because it always has been, test it. Stack-rank your initiatives - weigh upside against effort, share the reasoning

• Work with Operations to make sure critical metrics (integration error rates, onboarding cycle time, scope accuracy) are monitored. If you can't measure it, escalate it. Know enough SQL to pull your own data on deal complexity, onboarding performance, and integration health

• Feed learnings back to Product and Engineering - you're closer to the customer's real environment than almost anyone

• Flag technical risk in deals before the AE asks - don't wait. When a scoping decision involves a tradeoff between deal velocity and technical risk, surface it explicitly - don't make that call unilaterally

• Communicate tradeoffs clearly to all audiences: Sales (deal risk), customers (realistic expectations), Product and Engineering (patterns and constraints). Send status updates at key milestones - thorough on drivers, clear on the key signal, and always include a recommended next step

What you’ll get

• Based on the anticipated level of experience we are seeking, we expect the compensation range for this role to be between $113,400 and $170,000.

• Full responsibility for projects from day one, a collaborative team, and a dynamic work environment.

• Hybrid work environment (3 days/week in our SF office)

• Effective your first day: Full medical, vision, and dental

• Mental health support and services via Modern Health

• 15 days PTO (accrual begins on date of hire and increases with 2+ years of tenure thereafter), 12 paid holidays, plus one floating holiday

• Up to 14 weeks of parental leave

• Monthly wellness subsidy

• 401(k) retirement savings plan

• Employee stock purchase plan

• Professional development reimbursement

Why Hatch

• Shape the future of AI-driven customer service

• Build alongside founders and leaders who value speed, ownership,and ambition

• Solve challenging problems and see the impact on real businesses and customers

• Join a team of builders who care about great engineering, fast execution, and each other

Closing

We’re proud to be an equal opportunity employer and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition or disability.

Actual salary offered may vary based on multiple factors, including but not limited to, an individual's location and experience.

We will consider for employment qualified candidates with arrest and conviction records, consistent with applicable law (including, for example, the San Francisco Fair Chance Ordinance for roles based in San Francisco, the Los Angeles County Fair Chance Ordinance for roles based in the unincorporated areas of Los Angeles County, and the California Fair Chance Act for roles based in California).

Where required by law, a criminal background check will not be conducted until after a conditional offer of employment is made, and any evaluation of a candidate's criminal background check will be subject to an individualized assessment that takes into account the candidate's specific criminal records and the responsibilities and requirements of the particular role.

We are committed to providing reasonable accommodations for individuals with disabilities in our job application process. If you need assistance or an accommodation due to a disability, you may contact us at accommodations-recruiting@yelp.com or 415-969-8488.

Note: Hatch does not accept agency resumes. Please do not forward resumes to any recruiting alias or employee. Hatch is not responsible for any fees related to unsolicited resumes.

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