Ask HN: How to Transition from Soft Eng to Sales Engineer or Account Executive?

I'm a 32-year-old software engineer currently living in Toronto, Canada (Permanent Resident, on track to become a citizen next year). I've worked for startups for most of my career, starting when I was 20 (co-founded one when I was 20). Currently, I am working remotely for a Bay Area startup.

My background is a bit unusual: I studied law and applied math, which has proven to be surprisingly helpful in both technical and business contexts.

I'm considering a transition into either Sales Engineering or Account Executive roles in the medium term. Why?

I still like technical work, but I'm increasingly drawn to more people-facing, product-driven roles.

I’ve often found myself the engineer who can make compelling demos, pitch ideas to clients, and explain complex systems clearly — and I enjoy doing it.

I have a knack for networking, public speaking, and presenting — areas where many engineers struggle.

I believe I might have a better chance becoming top 1% in sales engineering than in pure engineering, especially as I get older.

There's also a practical aspect: compensation and reduced AI disruption risk.

Some additional context:

I’m fluent in English (not a native speaker, but have worked in English environments for years). I am a native speaker of Portuguese. I can communicate in Italian and in Spanish.

I have a strong interest in functional programming (bias from my applied math side).

Once I become a Canadian citizen, I’ll be eligible for the TN-1 visa to work in the US. Great visa path. Just need to show job offer at the airport.

What’s the best way to make this kind of transition?

Should I target smaller startups or larger companies with formal programs?

Is it better to aim for Sales Engineer or Account Executive roles first?

What kind of resume tweaks, side projects, or networking approaches would you recommend?

Would love to hear from anyone who made a similar transition or has hired for these roles.