Senior Solutions Engineer is the job title of today’s guest Tom Totenberg, who comes to us from LaunchDarkly. Despite what at first glance might be a guise for “sales engineer,” and thus lead to booing and hissing, that isn’t strictly the case. Tom is here to shine some light on those distinctions, and how he strives to develop an attitude of building relationships instead of only cold numbers. Tom discusses his “aspirational” approach to his job and how to infuse that into sales culture. He also talks about what drew him to LaunchDarkly, and what exactly it is they do there. For him, it is the “last mile” of what they call feature management and getting your software out the door. Tom talks about the delightful former “Screaming” guest Heidi Waterhouse, the transference and learning of skills across your career, cultivating an environment that aspires, and more!