Enterprise Sales Engineer

Responsibilities

• Lead technical discovery with enterprise prospects to understand workflows, systems, constraints, and success criteria
• Design and deliver tailored product demos that map Variance to real customer pain points in fraud, risk, and identity operations
• Build proof-of-concepts and pilot environments that show how Variance performs in customer-specific use cases
• Partner with account executives to move complex deals forward by addressing technical objections and reducing implementation risk
• Act as the primary technical counterpart during the pre-sales process for buyers, architects, security teams, and operational stakeholders
• Answer product, architecture, integration, data flow, and security questions with clarity and confidence
• Work cross-functionally with product and engineering to translate prospect feedback into roadmap insights and product improvements
• Help standardize the technical sales motion by improving demo assets, solution narratives, technical collateral, and repeatable playbooks

Requirements

• 5+ years of experience in Sales Engineering, Solutions Engineering, Solutions Architecture, or a similar pre-sales technical role
• 3+ years of experience supporting enterprise software sales cycles with large customers, ideally including Fortune 500s, regulated companies, or complex multi-stakeholder deals
• Proven experience leading technical discovery, demo design, proof-of-concepts, and pilot execution for enterprise accounts
• Strong experience explaining APIs, integrations, architecture, security, and data flows to technical and non-technical stakeholders
• Experience supporting sales processes that involve security reviews, architecture reviews, or procurement diligence
• Strong coding ability, with proficiency in Python, Java, TypeScript, or a similar language, and enough technical depth to build lightweight prototypes, integrations, or demo environments
• Strong understanding of LLMs, GenAI, and agentic workflows, including the ability to communicate both capabilities and limitations credibly
• Excellent written and verbal communication skills, with strong executive presence and the ability to build trust quickly
• Highly self-directed and comfortable operating in ambiguity in a fast-moving startup environment

Preferred

• Experience selling or supporting technical products in fraud, risk, identity, compliance, or financial services
• Experience with enterprise SaaS, workflow software, or AI platforms sold into operational teams
• Familiarity with common enterprise concerns around security, privacy, governance, and deployment
• Experience building demo environments or solutions using APIs, data pipelines, or workflow automation
• Experience working with buyers in regulated industries such as fintech, banking, payments, marketplaces, or insurance

Benefits

• Platinum-level medical, dental, and vision insurance
• Unlimited PTO, sick leave, and parental leave
• Up to $100 in reimbursement for personal health and wellness expenses each month
• Free lunch and dinner
• 401(k) plan