Sales Engineer
About this role
About Catena
Catena is the universal API for fleet telematics data. We give insurers, factors, TMS providers, brokers, fintechs, and freight-tech platforms a single integration to access carrier vehicle data across every major ELD and telematics provider, replacing dozens of one-off connections. Carriers opt in through a quick, permissioned flow, and our customers immediately get standardized, real-time data on a clean, normalized layer.
About the Role
We're hiring our first Sales Engineer to own the technical side of every deal. Reporting to the Head of Growth, you'll run demos, technical evaluations, and integration scoping for prospects across freight tech, insurance, and fintech. This is a high-ownership role: you'll build the demo environments, data stories, and technical sales playbook the company scales on.
Responsibilities
Lead product demos and technical deep-dives across all Catena use cases: fleet platforms and logistics; load boards, brokers, and TMS; factoring and fuel cards; insurance, compliance, and risk; safety and maintenance; and visibility and data infrastructure
Own technical evaluations end to end: sandbox provisioning, data samples, ELD field-matrix walkthroughs, and POC success criteria
Scope integrations by mapping prospect systems (TMS, data warehouse, BI, CRM) to Catena's API, webhooks, and data-share options
Handle technical objections on coverage, data quality, architecture, and competitive comparisons; support security reviews alongside our security lead
Partner with Customer Success and Engineering to ensure smooth handoff from evaluation to implementation
Channel prospect feedback into product priorities: which endpoints, providers, and data points win deals
Build and maintain repeatable demo environments, technical FAQ, and competitive battlecards
Qualifications
5+ years in sales engineering, solutions engineering, or solutions architecture at a SaaS or data company
3+ years in freight tech, telematics, ELD, TMS, or logistics software (required)
Working knowledge of the telematics ecosystem, including platforms such as Samsara, Motive, or Geotab and the data they produce (GPS, HOS, fault codes, safety events)
Fluency with modern APIs: REST, webhooks, JSON, authentication flows; comfortable demoing from Postman and reading example code
Track record supporting enterprise evaluations through to closed deals
Strong communicator, equally credible with a customer's engineers and their executives
Comfortable in an early-stage environment: high autonomy, fast pace, minimal structure
Preferred
Experience as a first or early sales engineer at a startup
Familiarity with carrier operations, freight brokerage workflows, or commercial insurance
Experience with data-infrastructure or API-first products
Why Catena, Why Now
Early-stage startup: high ownership, real impact, and a seat at the table
Work directly with leadership and have your voice heard on product and API direction
Be the technical authority customers rely on, and help build the Sales Engineering function from the ground up
Remote-friendly environment
Catena has raised $8.25M from Shaper Capital, Floating Point, Plug and Play, Liquid 2, and leading industry angels. Customers are already using us in production including modern TMS platforms (Mastery, Optym), large brokerages, and mid-to-large direct carriers operating 100–1,000+ trucks. Many of them are also investors.
Compensation: Competitive salary, full benefits, equity and 401k match.
US only, no sponsorship available. Occasional travel for team and customer on-sites.
Originally posted on Himalayas
