The posting
HSI provides Environmental, Health, Safety and Quality (EHSQ), compliance, workforce development and risk management solutions globally.
Our software and training help organisations build safer, smarter and more compliant workplaces. We are expanding our commercial partner ecosystem across the UK, Ireland and EMEA to support enterprise growth.
Role Overview
In this senior individual contributor role, you will own technical pre-sales for complex mid-market and enterprise opportunities across EMEA. You will report to the Pre-Sales Solutions Engineering Manager and partner with Account Executives from discovery and solution strategy through technical validation and implementation handover. You will also mentor colleagues and strengthen regional capability.
Apply your EHS SaaS expertise through tailored demonstrations, workshops and proofs of concept (POCs). You will lead responses to requests for proposals (RFPs) and requests for information (RFIs) and lead security reviews, collaborating with specialists across the product portfolio.
Use your technical depth and commercial judgement to lead complex engagements, manage technical risks and communicate EHS business value to operational, technical and executive stakeholders.
Key Responsibilities
- Pre-Sales Execution
- Own technical pre-sales for qualified EMEA mid-market and enterprise opportunities, partnering with Account Executives on:
- Technical qualification, discovery and stakeholder alignment.
- Deliver tailored, value-led demonstrations and workshops for technical, operational and executive audiences. Address objections and clarify standard functionality, configuration options and requirements needing specialist validation.
- Scope POCs and define success criteria within the agreed delivery scope. Configure EHS SaaS forms, workflows and reporting, and lead customer validation.
- Technical ownership of RFP/RFI responses, security reviews and supporting documentation.
- Product & Technical Expertise
- Provide EMEA technical guidance as an EHS SaaS subject matter expert.
- Position complementary SaaS solutions with product specialists as needed.
- Assess customer workflow, reporting, integration and security needs; validate solution fit, dependencies and risks with Product, Engineering and Implementation teams.
- Customer & Field Engagement
- Lead virtual and on-site discovery, workshops and technical presentations with Account Executives and senior customer stakeholders.
- Represent HSI at marketing events, industry events and trade shows through demonstrations, technical insight and pipeline development support.
- Travel for EMEA client engagements and events; occasionally support (remotely) engagements across APAC and North American time zones.
- Collaboration & Internal Enablement
- Align Sales, Product, Engineering and Implementation on deal strategy, feasibility and handovers, documenting scope, assumptions and risks.
- Mentor pre-sales colleagues and enable Account Executives and partners in discovery, standard demonstrations and specialist engagement.
- Relay customer feedback and requirements to Product and Engineering without committing to unconfirmed capabilities or delivery dates.
- Operational Support
- Coordinate RFP/RFI and security-questionnaire submissions, gathering specialist input, evidence and approvals.
- Maintain CRM (Salesforce, Gong) and handover records covering scope, dependencies and technical assessment outcomes.
- Build and maintain reusable discovery, demonstration, POC and RFP assets and environments; share knowledge and contribute to technical deal reviews and EMEA pre-sales practices.
- Log and track technical and IT requests in Jira, including priorities and dependencies.
Requirements
You will bring customer-facing pre-sales expertise, hands-on SaaS configuration and solution design skills, and strong commercial and communication capabilities. Experience working with EHS professionals and translating operational needs into solutions is essential.
Must-have
- 5+ years of experience in customer-facing technical pre-sales, solutions engineering or solutions consulting, with ownership of complex mid-market or enterprise engagements.
- Proven ability to deliver discovery sessions, demonstrations, workshops and POCs, communicating business value and technical fit to operational, technical and executive stakeholders.
- Strong analytical, communication and commercial skills, with experience in RFP/RFI responses, technical validation and security-review coordination.
- Experience working with EHS professionals and configuring SaaS workflows, forms or reporting, with sound judgement on requirements and solution limitations.
Nice-to-have
- Experience as a product subject matter expert, including mentoring and technical enablement for sales teams or partners.
- EHS product experience, particularly in B2B SaaS, with an understanding of multi-tenant architectures.
- Familiarity with AWS or Azure, APIs, integrations, SSO and enterprise security and compliance.
- Experience in strategic account planning, customer expansion or developing reusable pre-sales playbooks.
- Experience using RFP/RFI tools such as Loopio, Sifthub and Generative Business AI platforms.
Attributes for Success
- You will take ownership of complex engagements, build customer trust through credible discovery and validation, and strengthen EMEA pre-sales through collaboration and mentoring.
- Commercially aware, prioritising opportunities and linking solutions to business outcomes.
- Curious and resourceful when facing unfamiliar technical requirements, using hands-on investigation to build understanding. Confident working through ambiguity and seeking specialist input when needed.
- Confident leading complex customer conversations and working independently in a distributed EMEA team.
- Collaborative and proactive, sharing expertise, mentoring colleagues and improving ways of working.
- Driven to enable success across the organisation by removing barriers and helping teams achieve shared outcomes.
Benefits
Location & Working Arrangements
Based in Ireland or the United Kingdom, this is a hybrid position combining home working with in-person attendance for customer, team and business needs. The approach is flexible, with no fixed weekly office requirement.
Travel is required for client meetings, on-site workshops and demonstrations, marketing events and trade shows, alongside occasional office attendance for collaboration, planning or training. Arrangements are agreed with your manager, with reasonable notice wherever practicable.
Why Join HSI
Join a mission-led workplace safety business and help shape EMEA growth. You will own complex technical engagements, influence regional pre-sales practices and develop colleagues, using your expertise to support regional success. The role offers home-working flexibility in Ireland or the United Kingdom.
