The In-Demand Skills Defining SaaS Presales in 2025

How has Presales in SaaS evolved?

Presales were once seen as technical support and the “demo person” who joined late in the deal to make the software look good, then quietly left the stage.

Those days are gone.

2025 SaaS Presales professionals are front and centre, shaping deal strategy, driving discovery, and translating technology into business outcomes. They’re storytellers, strategists, and trusted advisors.

Andy Sellers, Managing Consultant and Presales recruiting expert at Oakstone International explains that the skill set required for SaaS Presales has changed.

“Presales professionals are closer to Sales now than they have ever been. The best candidates think commercially, communicate clearly, and understand what drives a customer’s business, not just how the product works.”

What are the five most essential skills in Presales right now?

Storytelling: Turning Demos into Business Stories

The differentiator of innovative technology is not always the product; it’s the story.

“The best Presales people don’t just show what a platform does,” says Andy. “They show what it means for the customer.”

Storytelling is now one of the most valuable skills in SaaS Presales. It’s the ability to take a feature and turn it into a business narrative that resonates with C-level leaders. A strong story brings emotion, clarity, and relevance, transforming a demo into an understandable product that leaders can envision being used in their organisation.

When we talk to SaaS companies about Presales recruiting, candidates who can tell stories and communicate complex ideas simply, persuasively, and with purpose are in the highest demand.

Business Acumen: Presales Is Closer to Sales Than Ever

Presales is no longer a purely technical discipline. The function has evolved into a commercial partner to Sales.

“The best Presales professionals think like businesspeople first, and technologists second,” Andy says.

Great Presales professionals understand revenue models and buyer psychology. They can hold their own in a commercial conversation, linking the product’s capabilities directly to measurable business outcomes.

For hiring managers, that means looking for Presales professionals who understand metrics like ROI, TCO, and customer lifetime value, not just system architecture.

It’s a key differentiator we see in top presales recruiting placements across the SaaS sector.

Translating Technology into Business Value

Technical fluency among Presales professionals is still essential, but the most in-demand professionals are those who can bridge the gap between features and value.

Andy explains, “Presales isn’t about how the product works anymore; it’s about why it matters.”

The best SaaS Presales talent can take something complex, like a new data integration capability, and connect it directly to outcomes that matter to the customer; this often translates into faster decision-making, cost reduction, and better retention.

The ability to translate SaaS technology into business value is exactly what hiring managers are now screening for during Presales recruitment processes. It’s what turns Presales from a support function into a strategic sales enabler.

Curiosity: The driver of discovery

Curiosity is one of the most effective traits excellent Presales professionals share.

They don’t rely on a generic pitch deck; they dig in, ask thoughtful questions, and uncover the root of a customer’s challenges.

“Curiosity drives great discovery,” Andy says. “It’s what helps Presales professionals truly understand what the customer needs, not just what they say they want.”

In SaaS Presales, that curiosity also fuels lifelong learning. Technology moves quickly, and the professionals who stay curious are the ones who remain relevant and valuable.

From a presales recruiting perspective, curiosity is an intangible trait that consistently separates high performers from the rest.

Post-Sales Experience: Empathy That Drives Long-Term Success

A newer trend we’re seeing in SaaS presales hiring is the demand for candidates with post-sales experience.

When a Presales professional understands what happens after the contract is signed, it can change how they sell. Onboarding, adaptation, and implementation can all affect long-term success.

“Post-sales experience builds empathy,” Andy explains. “You sell with a better understanding of what success actually looks like for the customer.”

That empathy leads to stronger discovery, better qualification, and more sustainable customer relationships. In the SaaS world, where retention and expansion matter as much as new sales, that’s pure gold.

The Decline of the “Demo-Jockey”

SaaS companies are making a tactical move away from hiring Presales “demo-jockeys”, which has subsequently elevated the role from presenter to consultant.

Many SaaS companies now expect Account Executives to run early-stage demos themselves, and Presales professionals are being brought in later for strategic conversations, tailored value demonstrations, and deeper solution design.

The evolution of value in Presales is driving a fresh wave of presales recruiting activity, with employers now prioritising commercial thinking, communication skills, and cross-functional collaboration over purely technical depth.

What This Means for SaaS Hiring Managers

If you’re building or scaling a SaaS Presales team, these shifts have significant implications for how you hire.

Hiring managers should focus on candidates who can:

• Tell customer-centric stories that connect technology to value.

• Combine technical fluency with commercial understanding.

• Approach discovery with curiosity and empathy.

• Collaborate effectively across Sales, Product, and Customer Success.

• Understand the end-to-end customer journey, not just the sales cycle.

The Presales function is now a critical growth driver, not a supporting act. The difference between a good Presales hire and a great one can directly influence deal size, velocity, and renewal rates.

Want to Build a World-Class Presales Team?

At Oakstone International, we specialise in SaaS presales recruiting, helping high-growth SaaS companies build high-performing Presales teams across EMEA and the US.

If you’d like to talk about your Presales hiring strategy or understand what the talent market looks like right now, connect with Andy Sellers and the Oakstone team.