Sales Engineering

Job Description: The Sales Engineer will serve as a forward‑deployed technical expert, independently leading proof‑of‑value engagements with enterprise prospects. This role combines deep technical expertise in data modeling and ontology design with hands‑on implementation skills to deliver rapid‑cycle pilots that demonstrate Shelf’s value and convert to closed deals.

This is a unique opportunity to work at the cutting edge of AI and data quality, designing custom data models and configuring reasoning agents to solve complex enterprise challenges. Your ability to understand customer data architectures, design semantic models, and deliver technical solutions will be crucial to our sales success.

Reporting to the Field CTO, you’ll partner with Account Executives throughout the sales cycle, with primary responsibility during technical evaluation and POV phases. Beyond new customer acquisition, you’ll support expansion opportunities within existing accounts, contributing to our land‑and‑expand growth strategy. You’ll work directly alongside Engineering during POVs and collaborate on building reusable templates and best practices.

The ideal candidate brings 7‑10+ years of experience combining technical depth in data platforms and modeling with customer‑facing skills. As a self‑starter, you’ll quickly ramp through hands‑on internal projects that mirror customer engagements. You’re comfortable writing scripts, leveraging AI coding tools like Claude Code, and delivering approximately 8‑10 POVs per quarter. Experience with knowledge graphs, ontologies, or semantic technologies is strongly preferred, though exceptional data modeling expertise can substitute.

What We’re Looking For: Technical Depth – Strong data modeling, data platforms, and ETL/pipeline expertise; Forward‑Deployed Engineer – Comfortable operating independently with prospects, leading technical engagements with minimal supervision.

Technical Problem Solver – Writes Python scripts, automates workflows, and leverages AI coding tools to rapidly build and iterate solutions during customer engagements.

Customer‑Facing Excellence – Exceptional communication skills with technical and business stakeholders; comfortable presenting and iterating with customers.

Sales‑Oriented Mindset – Understands enterprise sales cycles and is motivated by converting POVs to closed deals.

Continuous Learner – Stays current with AI/GenAI trends, data technologies, and modern engineering practices.

Conduct technical discovery and present solutions to Data Engineers, Enterprise Architects, and AI/ML Engineers.

Support Account Executives throughout sales cycles with primary ownership during technical evaluation and POV phases.

Work directly with Engineering on technical challenges and custom implementations during POVs.

Continue engagement through deal closing and initial customer onboarding alongside Customer Success.

Support existing customer expansion opportunities as part of land‑and‑expand strategy.

Collaborate with Field CTO to build reusable ontology templates and POV best practices.

Qualifications: 7‑10+ years in technical pre‑sales, data engineering, solutions architecture, or similar customer‑facing technical roles.

Strong expertise in data modeling, data platforms, and ETL/data pipelines.

Proficiency in scripting and automation (Python preferred).

Hands‑on experience with AI coding tools (Claude Code, Cursor, GitHub Copilot, etc.).

Deep understanding of enterprise data platforms and cloud architectures (AWS, Azure, GCP).

Proven track record in customer‑facing technical roles with demonstrated sales impact.

Bachelor’s degree in Computer Science, Engineering, Data Science, or related field.

Experience in B2B SaaS, AI/ML, or data quality solutions preferred.

POV Delivery Volume – Successfully deliver 8‑10 high‑quality POVs per quarter within 3‑5 day timeframes.

ARR Growth Contribution – Support overall company ARR growth through new customer acquisition and existing account expansion.

Technical Quality – Consistently deliver well‑designed ontologies and technical solutions that meet customer requirements.

What We Offer: Competitive salary, equity, & benefits.

Location: NYC or San Francisco with flexibility to travel for high‑stakes customer meetings, industry events, and internal leadership meetings.

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