Sofia Bergmann Senior Sales Engineer
New York, NY • salesengineer@gmail.com • +1 2125-3344
Profile Summary
- Senior Sales Engineer with 8 years of experience selling into enterprise B2B SaaS platforms across observability, monitoring, and platform reliability, specializing in technical discovery, multi-system POCs, and enterprise security reviews.
- Hands-on across demo tooling (sandbox tenants), primary product platform (Datadog), CRM and deal tracking (Salesforce), integration runtimes (Postman), security-questionnaire tools (Loopio), competitive intel (Klue), and a cloud cert (AWS Solutions Architect Associate), with strong fundamentals in customer-first storytelling, hands-on technical chops, and a calm head under procurement pressure.
- Deep expertise in discovery-led selling, value-driven demos, success-criteria POCs, and end-to-end technical close, using methodologies such as MEDDPICC qualification and Command of the Message to win enterprise deals that close on the technical merits.
- Pairs hand-in-hand with Account Executives, Product, Engineering, Security, and Customer Success inside quota-carrying enterprise sales teams, showing up to deal reviews, customer councils, and post-mortem deal-loss interviews with a pragmatic, technical-win-first mindset.
- Emerging SE lead who shares pre-sales craft and fosters a culture of honest demos over scripted ones and written follow-ups on every objection through demo reviews and battlecard workshops, while running SE onboarding and demo-coaching circles and authoring widely shared discovery and POC playbooks.
Tools & Skills
- Demo & POC Tooling:
- Sandbox tenants, Reprise, Navattic, Demostack, scripted demo runbooks, success-criteria POCs
- Product & Domain:
- Datadog, observability and APM, log management, infrastructure monitoring, SLOs, RUM, synthetic checks
- APIs, SDKs & Integrations:
- REST APIs, webhooks, Python and Go SDKs, Terraform, Postman, OpenAPI specs, OAuth and SAML SSO
- Cloud, Infra & Deployment:
- AWS, GCP, Azure, Kubernetes, Docker, Helm, Linux administration, on-prem and hybrid deployments
- Security & Compliance:
- SOC 2 Type II, ISO 27001, SIG, CAIQ, GDPR, HIPAA, SSO and SCIM, security questionnaire response
- Sales Process & CRM:
- Salesforce, HubSpot, Gong, Outreach, MEDDPICC qualification, Command of the Message, mutual action plans
- Competitive & Positioning:
- Klue, Crayon, Gartner Peer Insights, G2, battlecards, head-to-head bake-offs, deal-loss interviews
- Certifications & Languages:
- AWS Solutions Architect Associate, Datadog Fundamentals, Python and Go (read), SQL (intermediate), Bash
Education
Carnegie Mellon University
B.S. in Computer Science
Work Experience
Datadog
Senior Sales Engineer
- Run technical discovery on Enterprise deals in the $250K-$2M ARR band, paired with 4 Account Executives, uncovering current observability stack, pain points, and success criteria through structured MEDDPICC qualification calls with SRE, platform, and security buyers.
- Deliver tailored product demos in Reprise and live sandbox tenants, mapping observability features to customer incidents pulled from discovery, running 60+ demos a quarter for SREs, CIOs, and CISOs with a 42% demo-to-POC conversion.
- Design reference architectures and integration diagrams for hybrid AWS and on-prem deployments, fitting Datadog agents, log pipelines, and APM tracers into customer stacks alongside Okta SSO and SCIM, authoring 25+ diagrams a quarter that survive customer architecture review.
- Scope and run technical POCs in customer Kubernetes clusters, writing joint success criteria with the buyer, owning environment setup and weekly check-ins, and leading 30+ POCs a year on a 30-day window with a 68% win rate.
- Own the technical win alongside AEs through weekly deal reviews, mutual action plans, and joint exec mapping, supporting a team quota of $12M that closed 22 enterprise deals and finished the year at 118% of plan.
- Prototype customer integrations against the Datadog REST API, Terraform provider, and webhooks in Python notebooks, shipping 18 working integrations during evaluations and getting buyers to first telemetry in under 2 hours.
- Handle technical objections and competitive positioning against New Relic, Splunk, and open-source stacks, authoring 7 battlecards and running head-to-head bake-offs in front of CIOs and platform leads, lifting competitive win rate to 61% across contested deals.
Auth0 (Okta)
Sales Engineer
- Owned RFPs, security questionnaires, and procurement support through Loopio response libraries, legal-and-security working sessions, and direct CISO calls on contested controls, answering 80+ RFPs and questionnaires across SIG, CAIQ, SOC 2 with a median turnaround of 48 hours.
- Captured voice of customer through monthly field reports to Product and Engineering, syncing on feature gaps, friction, and objections from active evaluations, and surfacing 12 loss-reason patterns that fed 4 roadmap features shipped within the year.
- Ran technical handoffs to Implementation, Customer Success, and Support through technical handoff docs, kickoff calls, and a shared architecture canvas, transitioning 35 newly closed accounts with context on integrations and stakeholders, lifting first-year renewal to 94%.
- Worked closely with AEs, Product, Engineering, Security, and Customer Success to coordinate quarterly territory planning and deal-strategy reviews, identity-and-compliance escalations, and customer-advisory sessions, authoring 6 SE playbooks that shaped the team's discovery and demo standard and mentoring 3 incoming Sales Engineers through their first deals.