Principal Sales Engineer

Position Overview

Elite is seeking a Principal Sales Engineer to lead the most strategic and complex enterprise engagements across the global legal market. 

This role is designed for a strategic, business-minded pre-sales professional who thrives in high-visibility environments and operates as a trusted advisor to executive stakeholders and a collaborative partner to Sales, Product, and leadership teams. 

We are seeking a candidate with strong enterprise software, ERP, financial systems, or SaaS experience who brings exceptional business acumen, executive communication skills, and the ability to quickly master complex platforms. Experience within the legal industry or Practice Management Systems is valuable but not required. 

In this role, you will shape deal strategy, guide executive discovery, and influence buying decisions by connecting client business priorities to differentiated, outcome-driven solutions. A key focus includes supporting firms through digital transformation initiatives, including on-premise to cloud migrations.   

This role is designed for a highly self-sufficient, business-minded pre-sales leader who consistently drives outcomes without direction, thrives in ambiguity, and elevates how deals are executed. You will not only lead critical opportunities but also influence how Elite positions, sells, and differentiates in the region. 

A key focus of this role includes guiding firms through digital transformation initiatives, including on-premise to cloud migrations, while ensuring all engagements are anchored in measurable business value. 

Work Arrangement: ​Remote​ 

This role requires the individual to be based in ​Australia time zone. 

Responsibilities  

• Lead executive-level conversations centered on business outcomes, total cost of ownership, risk mitigation, scalability, and long-term strategic value.
• Serve as the primary and most senior Sales Engineering resource across Australia and support broader APAC opportunities  
• Operate independently with the team across distributed time zones with minimal day-to-day oversight 
• Take full ownership of regional deal execution, prioritization, and engagement quality
• Proactively identify gaps, risks, and opportunities across deals and take ownership of driving resolution.
• Serve as the primary solution leader on complex enterprise opportunities from qualification through close.
• Act as a strategic partner to Sales leadership in shaping pursuit strategy and improving win rates.
• Partner cross-functionally with Sales, Product, Marketing, and leadership to align deal strategy and solution positioning.
• Develop and articulate clear value hypotheses aligned to client-defined success metrics early in the sales cycle.
• Conduct structured, consultative discovery with senior stakeholders across Finance, IT, Operations, and Firm Leadership.
• Translate complex technical capabilities into compelling commercial narratives tailored to executive audiences.
• Design and deliver high-impact demonstrations and strategic workshops aligned to client decision criteria.
• Support pricing and commercial discussions by reinforcing quantified business value and transformation outcomes.
• Influence deal direction by identifying risk, competitive differentiation, and expansion opportunities.
• Act as a senior escalation point during evaluations, resolving complex functional or technical concerns with credibility and composure.
• Contribute to evolving pre-sales methodologies and continuously raise the standard of execution.
• Ensure disciplined deal execution through accurate opportunity alignment and forecasting collaboration.
• Manage multiple concurrent enterprise pursuits with professionalism, responsiveness, and precision.
• Operate effectively in ambiguous situations without requiring direction or escalation
• Take full ownership of regional deal execution, prioritization, and engagement quality.
• Perform other duties as assigned to support departmental and company objectives.​ 

Qualifications  

• ​​Bachelor's Degree​ in legal, finance, or technology focus preferred, or equivalent experience.
• 8+ years of experience supporting complex enterprise software sales (ERP, financial systems, SaaS platforms, or comparable enterprise solutions).
• Proven experience leading consultative, multi-stakeholder enterprise sales cycles.
• Demonstrated ability to quickly learn and articulate complex software platforms. Strong executive presentation and storytelling skills, with the ability to translate technical capabilities into measurable business value.
• Experience supporting digital transformation initiatives, including on-premise to cloud migrations, strongly preferred.
• Experience operating in competitive enterprise sales environments with multi-threaded stakeholder engagement.
• Background in finance systems, enterprise applications, or industry-specific enterprise platforms.
• Legal or Practice Management System experience (including 3E) is a plus, not required.
• Strategic thinker with strong business acumen and structured problem-solving skills.
• Executive-level communication presence with the ability to influence senior stakeholders.
• Proven ability to operate independently in a remote or regionally distributed role with minimal oversight.
• Demonstrated self-motivation and ownership in driving complex deals forward.
• Experience working across global teams and managing priorities across time zones.
• Ability to travel up ​>50%​ as business needs require
• Role requires the following physical capacity:​ ​Light: up to 20 lbs – occasional lifting or movement of light objects​ 
• Must be legally authorized to work in​ ​Australia​; ​Elite does not provide employment sponsorship for this position​ 

Benefits:

• Comprehensive Healthcare Coverage (Health, Dental, Vision)
• Retirement Savings Plan with an Employer Contribution
• Professional Development Opportunities
• Time Off
• Wellness Initiatives
• Employee Assistance Program
• Generous Global Parental Leave
• Calm, free premium subscription
• Employee Discount Program