Diary of a Sales Engineer

RIP traditional presales. Ryan Krueger and Sameer Sahay-Kausar sit down to map what is actually replacing it, and what the shift means for your career as a sales engineer. We get into why "pre-sales" is a label that no longer fits, the new roles taking shape (we coin a couple live, the account engineer and the forward deploy solution engineer), and how consumption-based pricing quietly r...

In Episode 36 of Diary of a Sales Engineer, Ryan and Sameer discuss how sales engineers can handle difficult prospects, skeptical buyers, technical roadblocks, and prickly internal stakeholders. They break down the difference between buyers who have been burned before, people who create roadblocks, and stakeholders who simply show up in a bad mood. The episode covers audience management, technical...

Ryan Krueger and Sameer Sahay-Kausar are back with a deep dive on how sales engineers actually win the biggest deals of their careers. Whether you're working a $100K opportunity that's the largest your team has ever seen or a million dollar enterprise deal, the framework is the same and it starts with people, not technology. In this conversation, we get into how to identify who really has...

Jeff Wang is the CEO of Windsurf (now part of Cognition) and a former solutions engineer who rode the SE skill set all the way to the top of one of the most high-profile AI startups in the industry. He sits down with Ryan and Sameer to talk about what that journey actually looked like. You'll hear how Jeff built automation bots that saved his teams hundreds of hours, why he started blogging ab...

Ryan's LinkedIn post went viral: "If your SE has never told you no, you don't have a partner. You have an order taker." In Episode 33, Ryan and Sameer turn that into a full playbook for saying no with confidence. They cover how to shift your identity from technical resource to strategic partner, how to negotiate with your AE rather than just blocking ideas, how to use curiosity t...

Sales engineering career advice and go-to-market strategy with James Kaikis, co-founder of Pre-Sales Collective, founder of GTM Shift, and co-founder of Solution Exec and AI Sales Studio. The predictable revenue model that defined B2B SaaS for the last decade is breaking down. AI-first companies are collapsing the traditional sales cycle. Roles are merging. Swim lanes are blurring. And sales engin...

2025 didn’t redefine presales overnight, but it made the direction impossible to ignore. In this episode, we look back on what we accomplished this year and unpack the real ways the presales role evolved over the last 12 months. The fundamentals are still there, but expectations, scope, and impact are moving faster than many teams realize. We share where we believe presales is heading, what strong...

Episode 30: You Don’t Need to Be the Most Technical Person in the Room In this episode, we’re joined by Alice Egan to challenge one of the biggest myths in sales engineering. The best Sales Engineers aren’t always the most technical people on the call. They’re the ones who can turn complex technical concepts into simple, compelling stories that buyers actually understand. In SaaS, this matters mor...

In this episode, we break down how to be effective at conferences and in-person events. We cover what actually matters when it comes to working a booth, including how to dress, how to demo efficiently, how to collect scans, and how to get attendees to connect with you on LinkedIn. We also talk through the importance of booking meetings, common mistakes people make at events, and how to follow up s...

In this episode of Diary of a Sales Engineer , we sit down with Yuji Higashi , founder of Better Career and co-founder of the Presales Collective , to uncover the real secrets behind building a high-earning, high-impact Sales Engineering career. We break down everything SEs wish they learned years earlier: How SE compensation actually works Common salary and commission split structures Leveling fr...

In this episode we are joined by Art Fromm, author of Making SEAMless Sales ® : How Presales and Sales Can Work Together Seamlessly and creator of the SEAMless Sales methodology. We dive into what makes the SE and AM (or AE) relationship the foundation of every great deal and how true alignment between the two can transform revenue performance. 🎯 What we cover: Why the SE–AM partnership drives co...

Feeling overwhelmed by too much on your plate? In this episode, we break down how to strategically prioritize when everything feels urgent. We talk about why the biggest deal isn’t always the most important , how to zoom out and assess impact, and how to create mental clarity when you’re drowning in tasks. Whether you’re in presales, sales, or any high-stakes role, this one’s about learning to bre...

In this episode, we sit down with Kate Travers and Fabiana Fattore, the founders of The Female SC , a community built to connect and support women in solution consulting, pre-sales, and engineering. They share the story of why they started it, the challenges they’ve faced, and what it means to create an inclusive space where more people feel seen and supported in their careers. We explore how equi...

Confidence can make or break a deal. In this episode, we unpack how to push back without sounding defensive, why saying “it depends” can quietly kill your credibility, and how to replace it with clear, confident answers that move the conversation forward. We also dig into the value of sharing real stories of what’s worked for other customers so prospects see you as a trusted partner, not just anot...

In this episode, Sameer and Ryan sit down with legendary presales leader Peter Cohan, who joins as the first-ever returning guest on the podcast. Peter shares insights from his brand new book, Suspending Disbelief, and dives into what it really takes to connect with prospects, build trust, and shape belief during the presales process. They discuss the psychology behind great demos, why facts alone...

In this episode, Sameer and Ryan discuss the often-overlooked part of the sales engineering role: training and enablement. They talk about why SEs need to be just as skilled at running internal and external trainings as they are at giving demos. From handling live sessions with dozens of attendees to managing questions, chat, and content flow, this episode highlights how great SEs make it all look...

Being a great SE isn’t just about knowing the product. It’s about how you show up in the deal. In this episode, we dive into what it takes to go from being the person who “just gives the demo” to a true strategic partner that AEs and customers rely on. We talk about shifting mindsets, earning trust, and changing how you're brought into the sales process.

In this milestone 20th episode of Diary of a Sales Engineer , we sit down with Arvi Carkanji, a seasoned recruiter who has helped countless solutions engineers navigate the job market. From landing your first role to making strategic career moves, Arvi shares what she really looks for when hiring, what makes candidates stand out, and the red flags that send applications straight to the “no” pile.

On this eps of DOASE, Ryan and Sameer talk about Burnout, how you can notice it and what you can do to alleviate it.

In this episode Ryan, Sameer, and Chris discuss the best habits for sales engineers.

In this episode we explore why it is so important to build strong relationships in sales and what are the best ways to build those relationships.

In this episode, Ryan and Sameer discuss Ryan’s experience during his first 30 days at a new company. They share key insights, practical tips, and strategies to help you navigate the critical first month in a new role. From building your internal brand to setting yourself up for long-term success, they cover what works, what doesn’t, and what you should prioritize. Tune in for actionable advice on...

In this episode, we chat with Chris Mabry about how to effectively work with partnerships, his experience leading a community organization, and the key differences between services and technology companies. Chris shared incredible insights, making this an episode you don’t want to miss!

In this episode, we chat with Aidan Brannigan about how he amassed over 400 million views through engaging content. Learn what makes a great meme, how to create content that resonates, and tips for selling your product or service through storytelling. Don't miss these actionable insights to level up your sales and content game!

In this episode, Sameer and I take a look back at 2024—the wins, the challenges, and the lessons that shaped the year in Sales Engineering. We talk about some of our favorite moments on the podcast, the rise of AI, and what it all means for SEs moving forward. We also share our personal takeaways from the year and some fun stuff we’ve got planned for 2025. It’s a mix of reflection and looking ahea...