Sales Engineer

Sales EngineerTray.ai is the enterprise orchestration platform for data and AI. We unify AI agent building, MCP governance, integration across 700+ apps, and automation on a single platform — so enterprises can stop wrangling AI and start orchestrating it.Companies like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One trust Tray.ai to power their most critical processes. We've been named a Gartner Visionary for iPaaS three years running, a Pioneer in the 2026 Gartner Emerging Market Magic Quadrant for No-Code Agent Builders, and included in the Gartner 2026 Hype Cycle for Agentic AI. Our customers ship their first agent or integration in under a week, deliver integrations 10x faster than legacy iPaaS, and see 60%+ cost reduction when consolidating onto Tray.Role OverviewAs a Sales Engineer at Tray.ai, you are a technical strategist and trusted advisor in every deal. You'll partner with Account Executives to run the technical sale end-to-end: leading discovery, architecting solutions, delivering demos, executing POCs, and driving deals to close. This isn't an order-taking role — we need someone who takes ownership of the technical thread, proactively moves deals forward, and brings a strong point of view on how to win.You'll be working with enterprise prospects evaluating AI agent platforms, integration solutions, and automation strategies. The ability to go deep technically while connecting everything back to business value is what separates great SEs from good ones.What You'll DoOwn the Technical SaleLead discovery conversations to deeply understand prospect challenges, technical environment, and success criteria before ever opening the productDesign and deliver tailored demos that lead with business outcomes, not feature walkthroughsArchitect solutions using Tray's platform that address real customer problems — not theoretical onesBuild and execute POCs with clear success criteria, milestones, and stakeholder alignmentDrive the technical close: anticipate objections, remove blockers, and create technical close plansBe a Strategic Deal PartnerProactively identify what's needed to win each deal and execute without being askedInfluence deal strategy alongside AEs — not just respond to technical questionsOwn follow-through on all technical commitments within agreed timeframesKeep AEs and stakeholders informed proactively throughout deal cyclesBuild & Share ExpertiseStay current on AI agents, LLMs, MCP, and the rapidly evolving automation landscapeTranslate complex AI concepts into clear business value for both technical and executive audiencesContribute to team knowledge: share learnings, build reusable assets, and help elevate the SE orgRepresent Tray externally through workshops, webinars, and industry eventsWhat We're Looking ForTechnical ExpertiseStrong foundation in APIs, cloud platforms (AWS, GCP, Azure), and enterprise integration patternsExperience with AI/ML concepts, LLMs, and agentic architectures — you don't need to be a data scientist, but you need to speak credibly about AI with technical buyersAbility to architect solutions across complex enterprise environments and handle tough technical questions with precision and honestyComfort building demos, POC environments, and technical assets that bring solutions to lifeCustomer Engagement & Presentation SkillsConfident, polished presenter who can adapt messaging for technical builders, IT leaders, and C-suite audiencesStrong discovery skills — you ask the right questions before jumping into solutionsComposure under pressure: you handle curveballs, unexpected objections, and live demo issues without breaking strideNatural rapport builder who earns trust quickly with prospects and customersDeal Ownership & Problem-SolvingYou don't wait to be told what to do — you see what a deal needs and you go do itStrong organizational skills: you track commitments, hit deadlines, and never make someone chase you for a deliverableStrategic thinker who can influence deal approach, not just execute the technical trackComfortable managing multiple deals simultaneously without dropping ballsCommunication & CollaborationProactive communicator who keeps AEs and stakeholders informed without being askedConstructive collaborator who voices concerns and ideas openlyReceptive to feedback and committed to continuous improvementPositive, consistent attitude across all engagements — not just the ones you're excited aboutExperience3+ years in a pre-sales, solutions engineering, or technical consulting roleExperience in SaaS, iPaaS, automation, or AI platforms preferredTrack record of supporting complex enterprise sales cyclesExperience with POC execution and technical evaluationsSalaryIf hired in the state of California, the on target total compensation for this role is $200,000-$240,000 annually.Our salary range is based on paying competitively for our size, industry, and location of the role, and are one part of many other compensation, benefit and reward opportunities we provide, including stock options.Individual pay rate decisions are based on a number of factors including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company. The range above is a good faith estimate based on the expectations as laid out in the job description, however we are often open to a wide variety of profiles and recognize that the person we hire may be less or more experienced than this job description as posted. For this reason, the actual salary may vary from the estimate provided above.LocationAlthough Tray.ai is a remote-first organization, this Sales Engineer will be supporting our west coast clients and Bay Area-based Enterprise Account Executives. Due to the nature of this work, we are prioritizing candidates based in the San Francisco Bay Area.To review Tray.ai's Privacy Policy, please visit