Sales Engineering Consulting

Founder-led sales got you here. It won't get you there.

The SE Foundry helps early-stage B2B SaaS companies make the leap from founder-led sales to a scalable SE function, with the hiring strategy, coaching, and frameworks to do it right the first time.

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The Moment

You already know it's time for a Sales Engineer.

You closed the first deals yourself. It worked. Now the technical questions are stacking up, every demo runs through you, and your calendar is the bottleneck between your team and their next win.

So you know the answer is a Sales Engineer. Here's the catch: the first SE hire is the one most founders get wrong.

Hire too early and you burn runway on a role that isn't ready to pay for itself. Hire too late and good deals stall in technical review. Hire the wrong profile, with no plan to support them, and you'll feel it for a year.

The good news? None of that is inevitable. You just don't have to figure it out alone.

What I Do

Everything you need to stand up a function that scales

Before you're ready to put a full-time SE leader on the payroll.

Hiring & Retention Strategy

Define the persona, build the scorecard, and hire an SE who sticks. We look for curiosity over credentials, and we build the plan to keep them once they're in the door.

Mentoring & Coaching

One-on-one coaching that turns a promising first hire into a confident technical closer. Demos, discovery, forecasting, and the trusted-advisor instincts that separate good SEs from great ones.

Compensation Design

Pay plans that reward the right behavior. No recoverable draws, ever. A structure your SEs actually understand, with a real growth path so your best people don't leave to find one.

POC & POV Success Plans

Turn proof-of-concept from an open-ended science project into a mutual commitment with clear success criteria, owners, and dates. The kind of plan that drives action instead of drifting.

Demo Audits

A hard, honest look at how your team demos today. Then a tighter, sharper version that leads with outcomes and earns the next meeting. Because substance beats demo flash, every time.

Methodology & Process

A repeatable technical sales motion your team can run without you in the room. Qualification, handoffs, and the operating rhythm that makes an SE function feel like a function.

How I Work

Grounded in what actually works

I'm not going to teach you a framework I read about last week. My approach is built on three foundations that have proven themselves in real deals, against real competition, with real money on the line.

MEDDPICC

For qualification, so you know which deals are actually real and which just feel busy.

Sandler

For the human side of the sale, because technical buyers are still people, and how you make them feel decides more than most engineers want to admit.

John Care

Mastering Technical Sales, and the trusted-advisor mindset that turns a Sales Engineer from a demo jockey into the person the customer calls first.

Put together, they do one thing: they help your team lead with substance. Anyone can light up a feature. The SEs who win are the ones who connect a capability to an outcome the buyer actually cares about. That's what I teach.

Who's Behind The SE Foundry

Hi, I'm Scott Fallen.

I started my career at SentryOne, joining as a team of one and growing it into a team of eight over almost eleven years, through bootstrapped beginnings, a shift to VC funding, and eventually an acquisition. That range, building a function from scratch and scaling it under real pressure, shaped everything I believe about Sales Engineering ever since.

Since then I've worked across large teams and small ones, and I bring pieces of both worlds into my work today.

Somewhere along the way I realized the part I love most isn't just winning the deal. It's building the people and the systems that win deals long after I've left. Coaching a nervous first-time SE into someone a customer trusts. Watching a founder finally hand off the technical conversation and breathe. Designing the comp plan, the hiring bar, and the playbook that make it all repeatable.

That's why The SE Foundry exists. You get a partner who has done this work, teaches it for a living, and genuinely loves it. No fluff, no jargon for jargon's sake, no theory that falls apart the moment it meets a real prospect.

Let's build the function.

If you're staring down your first SE hire, or you've already made it and want to set that person up to win, let's talk. The first conversation is free, and you'll walk away with something useful whether we work together or not.

Book an intro call

Or reach me directly: scott@thesefoundry.com