# Sales Engineering Manager

**Company:** [Vapi](https://hotfix.jobs/companies/vapi)
**Location:** San Francisco, CA
**Role:** Sales Engineering
**Experience:** 8+ years
**Skills:** Sip, Twilio, Genesys, Five9, Telephony, Llm Orchestration, API Integrations, Webhook Debugging, Poc Development, Technical Sales, Voice Ai
**Posted:** 2026-07-03

> Build and lead the Sales Engineering function at Vapi as a player-coach. Hire and manage SEs, set standards for demos/POCs/discovery, stay hands-on in major enterprise deals involving voice AI, telephony, and LLM integrations. Requires 6+ years technical customer-facing experience, 2+ years managing SEs, and hands-on coding/integration skills.

## Job Description

## What You’ll Do

**30 days**
- Learn the product from the inside: build an agent yourself, wire up a telephony integration, and sit in on live enterprise deals.
- Meet every SE, AE, and the founders. Map current deal coverage and find where evaluations stall today.
- Get fluent in the architecture: telephony, LLM orchestration, integrations, and contact center workflows.

**60 days**
- Own the hiring plan and start closing candidates.
- Define standards for discovery, demos, and POC scoping so deal quality doesn't depend on who picks up the deal.
- Stay hands-on in the two or three largest opportunities as a player-coach.

**90 days**
- Manage capacity and deal assignment.
- Review POCs before they ship and coach the team on live calls.
- Build the reusable artifact library: reference architectures, integration patterns, and objection responses.
- Own the numbers that matter, like technical win rate and time to go-live, and feed repeated product gaps back to engineering with data.

## Who You Are
- 6+ years in a technical customer-facing role and 2+ years managing Sales Engineers or Solutions Architects, ideally through a stage where the team doubled.
- You've hired SEs before, and you can tell the difference between a polished demo and a strong engineer inside one interview loop.
- You still write code. You can build a working integration, read an API response, and debug a customer's webhook without pulling in engineering.
- Experience with voice, telephony, or contact center infrastructure, such as SIP, Twilio, Genesys, Five9, or similar systems.
- Comfortable in the room with both engineers and executives, and coach your team to adjust the level of detail without dumbing things down.
- Energized by technical sales: discovery, architecture, POCs, objection handling, and helping customers get live.

## What We Offer
- Competitive salary and excellent equity ownership
- Comprehensive health coverage: medical, dental, and vision plans
- Flexible time off: take what you need
- Catered meals, transportation, gym, and a $10k annual L&D budget
- Quarterly off-sites

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