These titles sound similar, but they play very different roles in today’s revenue org. This guide clarifies the differences, where they overlap, and when you actually need each role.
In short: Sales Engineers win deals, Solutions Engineers deliver value, GTM Engineers build the machine that powers it all.
Key Takeaways
- Sales Engineers focus on pre-sales demos and technical validation.
- Solutions Engineers design and customize post-sale implementations.
- GTM Engineers build and maintain the revenue engine behind the scenes.
- Overlap exists—especially in SaaS—but each role aligns to a different stage of the customer journey.
- Hiring tip: Start with a GTM Engineer if your problem is internal systems/data, and a Sales or Solutions Engineer if your problem is customer-facing.
Definitions
GTM Engineer
A GTM (Go-to-Market) Engineer is the architect of internal revenue systems. They integrate CRMs, automate workflows, and ensure data flows cleanly across sales, marketing, and CS. Think of them as RevOps + Software Engineer hybrid, focused on internal growth infrastructure.
Sales Engineer
A Sales Engineer (SE) partners with account executives in the sales process. They run technical demos, answer prospect questions, and ensure the product can solve the buyer’s problem. They are pre-sales specialists with deep product knowledge.
Solutions Engineer
A Solutions Engineer (SolEng) (sometimes called Solutions Architect) works post-sale. They design and implement tailored solutions for customers, often handling onboarding and integration. They’re the bridge between product and customer success.
Side-by-Side Comparison (2025)
| Role | Primary Focus | Stage of Customer Journey | Skills Needed | Typical Metrics | Who They Report To |
|---|---|---|---|---|---|
| GTM Engineer | Build and optimize internal revenue systems | Entire funnel (internal) | SQL, Python, APIs, RevOps, AI workflow design | Time saved, funnel conversion, data accuracy | VP RevOps / CRO |
| Sales Engineer | Support sales with technical expertise | Pre-sales (prospect) | Product expertise, presentation, consultative selling | Win rate, deal size, sales cycle length | VP Sales |
| Solutions Engineer | Implement and customize solutions | Post-sales (customer onboarding & growth) | Systems integration, architecture, project management | Time to value, adoption, expansion revenue | VP Customer Success / Services |
Where They Overlap
- Technical skills: All three roles require comfort with APIs, integrations, and explaining technical concepts.
- Cross-functional work: Each collaborates across sales, product, and customer teams.
- Trust building: Whether internal or external, credibility comes from solving real problems quickly.
Example in Practice
Imagine a SaaS company selling analytics software:
- The Sales Engineer shows prospects a live demo, configures example dashboards, and proves the tool can handle their data.
- The Solutions Engineer works with the new customer’s IT team post-sale, integrating the product with Snowflake and SSO.
- The GTM Engineer ensures the internal sales team has automated lead routing, AI-driven forecasting dashboards, and attribution reports to keep the funnel moving.
Common Hiring Mistakes
- Hiring a Sales Engineer when the real problem is internal system chaos (→ you need a GTM Engineer).
- Expecting a Solutions Engineer to build scalable internal automations.
- Having GTM Engineers run demos—they’re not customer-facing specialists.
Author’s Tip
If you’re scaling a SaaS startup in 2025:
- <50 employees? Start with a GTM Engineer (clean data, automation).
- Mid-market sales motion? Add Sales Engineers to close complex deals.
- Enterprise onboarding? Bring in Solutions Engineers for integrations and adoption.
FAQ
Can one person do all three jobs in an early-stage startup?
Yes—but it’s a recipe for burnout. Pick the biggest bottleneck and hire accordingly.
Which role uses AI most heavily in 2025?
GTM Engineers. They orchestrate AI copilots for sales and marketing.
Which is more customer-facing?
Sales Engineers (pre-sale) and Solutions Engineers (post-sale). GTM Engineers stay behind the scenes.
Who earns more?
Sales Engineers and Solutions Engineers often have higher OTEs (on-target earnings) tied to revenue, while GTM Engineers usually earn high base salaries with fewer commissions.
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