Sales Engineering Consulting

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

The SE Foundry helps B2B SaaS companies build a Sales Engineering function that scales, whether you're making the leap from founder-led sales or you've already got SEs and no dedicated leader yet, with the hiring strategy, coaching, and frameworks to do it right.

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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.

Who This Is For

Wherever you are in the SE journey, there's a path that fits.

The frameworks are the same. Where you start is not.

Founders Building Their First SE Function

You're making the leap from founder-led sales to a real Sales Engineering function, and you want to get the first hire right.

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Companies Scaling Past Their First SE

You've already got one or more SEs, you just don't have a dedicated SE Manager or Director yet. Every program below still applies, minus the founder hand-off work.

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Individual SEs Investing in Their Own Growth

Mentoring, career advice, and interview prep for SEs who want a partner in their corner, whether or not their company is footing the bill.

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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. Whether you're hiring your first SE or you've already got a team without dedicated leadership, the same frameworks apply.

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.

Work With Me Directly

For SEs investing in their own growth

Not everything has to run through your company's budget. These are for the SE who wants a partner in their own corner.

1:1 Mentoring & Coaching

Ongoing coaching for SEs who want to get better on purpose. Demos, discovery, forecasting, and the trusted-advisor instincts that separate good SEs from great ones.

Making the Next Level

Straight talk about what it actually takes to move from SE to senior, senior to principal, or individual contributor to SE leadership, and a plan for closing the gap.

Interview Prep Sessions

Mock interviews, whiteboard practice, and demo coaching that get you ready for the SE interview loop, curiosity and all, so you walk in ready instead of guessing.

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 coach under pressure.

When I'm not working with SEs, you'll find me at the racetrack coaching motorcycle racers. A big deal brings plenty of pressure. A 150mph approach to a 50mph corner, in traffic, is a different kind of pressure.

The track taught me things about coaching that no sales methodology ever could. You can't fix everything at once, so you find the one change that unlocks the next three. Feedback has to be fast, specific, and honest, because vague praise gets people hurt. And trust is everything, a rider won't push their limits for a coach they don't believe in, and neither will your SE.

I started my career at SentryOne, joining as a team of one and growing it to a team of eight over almost eleven years, through bootstrapped beginnings, a shift to VC funding, and an acquisition. That range shaped everything I believe about Sales Engineering since.

The part I love most isn't winning the deal. It's building the people and systems that keep winning 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 and playbook that make it all repeatable.

Watch closely. Diagnose precisely. Fix the thing that matters most. Build the kind of trust that lets people get better faster than they thought they could. That's how I coach, on the track and in the deal room.

That's why The SE Foundry exists: 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.

Whether you're staring down your first SE hire, running a team that's outgrown founder-led sales but still needs leadership, or an SE mapping out your own next move, 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