The SE as Seller: How Presales Is Taking a Bigger Role in the Deal

SEs see more of the deal than just the technical requirements. They hear the business priorities, understand the decision process, and often know what could accelerate or stall the deal before anyone else does.

That puts presales in a bigger role in the buying process. This session explores how SEs can turn that proximity into commercial influence and take a more active role in moving deals forward.

Why attend this session?

Reading the shift

See why buyers now bring budget, timeline, and decision-process questions straight to you, earlier in the deal than they used to, and what that signal is worth.

Turn technical credibility into deal influence

Translate a technical recommendation into a number a CRO recognises, and build a track record that earns you a seat in the forecast call.

Take the right next steps

From POC exit criteria to mutual action plans, learn practical ways to use the conversations you're already having to create more clarity and momentum in the deal.

Meet the experts 

Neil Parekh (Host)

Revenue Lead, SiftHub

Neil brings years of experience driving go-to-market success across enterprise SaaS and AI-led revenue teams. He’s helping to redefine how presales teams work smarter, not harder, using AI to turn every deal cycle into a faster, sharper win.

Jaime Lewis - Gross (Expert)

SVP, Sales Engineering, Saviynt

Jaime is a proven sales leader and helps enterprises simplify identity and security decisions at scale. At Saviynt, she’s known for turning complex buyer needs into clear, actionable narratives, the exact shift this webinar is about: less prompt wrangling, more solutioning.

Maha Pula (Speaker)

VP, Global Sales Engineering, Fastly

Maha leads a team of technical sales professionals turning presales credibility into revenue outcomes, having previously scaled a 300-person presales org at Cloudflare around forecast accuracy, pipeline, and DNR.

Neil Parekh (Host)

Revenue Lead, SiftHub

Neil drives go-to-market success across enterprise SaaS and AI-led revenue teams. He helps presales leaders rethink how SEs operate, not just in the demo, but across the entire deal cycle.

What you’ll gain

  • Now: Ghosted deals after the POC with no clear reason why, watching the momentum you built slowly die.
  • After: Spotting the stall early, staying in the deal, and clearing the path to close. Moving from the tech person to a deal closer.
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