Enterprise Sales Engineer
Leads technical discovery, designs demos, builds proof-of-concepts, and addresses technical objections in pre-sales for enterprise AI customers in fraud/risk. Requires 5+ years sales engineering experience, strong coding in Python/Java/TypeScript, and deep knowledge of LLMs/GenAI.
About the job
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
Skills
Python, Java, TypeScript, APIs, LLMs, Generative AI, Security, Integrations, Proof-Of-Concepts, Data Pipelines
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