AI SE Academy
The free curriculum for the AI Sales Engineer.
20 structured lessons across foundations, discovery, demos, RFPs, PoC orchestration, objection handling, governance, and leadership. Curriculum expands continuously — new modules ship every week.
Foundations of AI Sales Engineering
What an AI Sales Engineer actually is (and isn't)
The role, the misconceptions, and the day-in-the-life of an AI SE in 2026.
Open lessonThe seven-agent presales stack
Discovery, Demo, RFP, Solution Designer, PoC Orchestrator, Objection Handler, Handoff — what each owns.
Open lessonDiscovery & Qualification
Pre-call prep that closes deals
How to walk into every discovery already two questions ahead of the prospect.
Open lessonBANT, MEDDPICC, SPICED — which to use when
A practitioner's guide to qualification frameworks, with the failure modes nobody mentions.
Open lessonRFP Mastery
Bootstrap your approved answer library in one week
How to go from zero to a 200-entry library in five working days.
Open lessonGovernance: what to do when the model wants to hallucinate
Confidence thresholds, audit trails, and the non-negotiable rules of safe RFP automation.
Open lessonPoC & PoV Orchestration
The seven-step PoC design template
Single hypothesis, signed exit criteria, hard deadline, pre-negotiated commercial path.
Open lessonWriting a PoV business case the CFO will defend
Anchor metric, the customer's numbers, sensitivities, external triangulation.
Open lessonTechnical Objection Handling
The six universal objections, answered
Security, latency, integration, cost, accuracy, governance — the right and wrong way to answer each.
Open lessonBuilding the evidence library that compounds
Treat the evidence library as a product. Owner, roadmap, quarterly review.
Open lessonChampion Enablement
Measurement & RevOps
Standing up the presales metrics dashboard in 30 days
Eleven metrics, four weeks, one dashboard your VP Sales will actually look at.
Open lessonManaging AI spend like a unit economic
Track AI spend per Closed Won, not absolute dollars. The trend matters more than the level.
Open lessonStrategy & Leadership
The honest build-vs-buy framework
Capacity, governance maturity, time horizon — and the five questions to ask before committing either way.
Open lessonHiring an AI Sales Engineer in 2026
Sourcing, screening, interview loop, and the work samples that actually predict performance.
Open lesson