Sr. Sales Engineer (Forward Deployed Engineer - Pre Sales)

Sr. Sales Engineer (Forward Deployed Engineer - Pre Sales)

This role combines deep technical expertise with strategic enterprise sales, helping organizations successfully deploy and scale AI and agent-based systems. You will own the technical side of complex sales cycles, from discovery and solution design through proofs of value, demonstrations, and technical close. Working closely with Account Executives, you will shape technical strategies for high-value enterprise accounts and build trusted relationships with technical and executive stakeholders. You will engage directly with modern data and AI architectures, including agent platforms, data pipelines, observability, and instrumentation. The role offers significant autonomy within a lean, high-impact team and the opportunity to influence how emerging AI infrastructure is adopted in production environments.

Accountabilities:

• Own technical sales cycles from discovery and solution design through demonstrations, proofs of value, and technical close within strategic enterprise accounts.
• Partner with Account Executives on commercial strategy while independently driving the technical win and resolving technical objections.
• Help customers understand how to observe, trust, and improve AI and agent-based systems across data pipelines, retrieved context, agent decisions, and outputs.
• Design and manage proofs of value with clearly defined success criteria, oversee evaluations, and deliver measurable results that support commercial conversion.
• Identify and develop technical champions within customer organizations through workshops, briefings, architecture reviews, and executive engagements.
• Develop a deep understanding of each customer's data and AI architecture, including where agents operate, how systems are instrumented, and where reliability challenges occur.
• Contribute technical insight to account plans and business reviews while helping drive technical execution across the sales pipeline.
• Support revenue growth by ensuring technical opportunities are properly scoped, validated, and positioned for long-term customer adoption and expansion.

Requirements:

• Hands-on experience deploying enterprise AI or agent-based systems, or working closely with teams responsible for taking agents from experimentation into production.
• Strong understanding of AI observability concepts, including traces, spans, evaluations, and instrumentation; experience with OpenTelemetry is highly valued.
• 3+ years of experience in pre-sales, solutions engineering, or strategic technical account management within B2B AI-focused or SaaS organizations, with meaningful enterprise experience.
• Experience navigating enterprise procurement processes, information security reviews, and complex multi-stakeholder buying committees.
• Professional background in data, observability, agent trust, or agent-focused products, with direct experience working within one or more of these domains.
• Ability to combine technical depth with business acumen, including the ability to whiteboard AI or agent architectures and communicate ROI and competitive positioning to senior executives.
• Strong communication skills across technical and executive audiences, from platform engineers to senior data and AI leaders.
• Self-directed and accountable, with the ability to prioritize independently, manage high-value accounts, recognize when to escalate, and challenge assumptions when necessary.
• Experience with modern data technologies such as Snowflake, Databricks, dbt, Airflow, BigQuery, or similar platforms is preferred.
• Experience with data observability or data quality, enterprise account expansion, MEDDPICC or similar sales frameworks, multi-country enterprise sales, or hands-on prototyping during sales cycles is a plus.

Benefits:

• Base salary range of $240,000$270,000 annually, plus eligibility for commission.
• Equity through stock options.
• Healthcare plans.
• 401(k) retirement plan.
• Wellness stipend.
• Home office stipend.
• Cell phone or Wi-Fi reimbursement.
• Paid parental leave.
• Flexible time off.
• Generous travel policy.
• Fully remote work environment.
• Opportunity to work on emerging AI and agent reliability technologies within strategic enterprise accounts.