Sr. Sales Engineer - Institutions

What You'll Do

• Strategic advisory: Act as the lead domain authority for fund managers, institutional allocators, and OCIOs. Partner with Account Executives to design complex deal structures and multi-year expansion roadmaps.
• Platform and AI evolution: Guide prospects and clients through the modernization of their workflows. Demonstrate how migrating to the platform or adopting Addepar's AI-powered insights creates a vertically integrated ecosystem that outpaces their current setup.
• Business transformation discovery: Conduct executive-level discovery to identify systemic business inefficiencies, mapping them to a holistic technical vision that incorporates AI, data lakehouses, and third-party integrations.
• Demo & POC construction: Design and build tailored demo environments. Run end-to-end, custom proof-of-concepts (POCs) including the ingestion of client data to showcase the platform's value.
• Enterprise account growth: Lead technical executive reviews for our largest existing relationships, identifying and delivering new platform value that directly drives incremental ARR.
• Technical sales: Manage the technical portions of the sales cycle, including POCs, RFPs and RFIs, Statements of Work, and budgetary estimates.
• Cross-functional alignment: Professional Services, Data, Implementation, Support, Finance, and Legal, as well as internal product and engineering teams.
• Sales engineering leadership: Mentor teammates, establish and refine sales playbooks, and institutionalize standards for demos and technical validation.

Who You Are

• Experience: 7+ years in Sales Engineering or Solutions Architecture with a proven history of closing high-revenue enterprise deals and navigating global enterprise procurement.
• Industry knowledge: Deep domain expertise in investment management and analysis across LPs and GPs. You understand where the industry is heading and can position Addepar accordingly.
• AI fluency: Deep fluency in AI-driven software and modern data ecosystems. You can translate "data strategy" for a CTO and "efficiency" for a COO, while having multi-threaded discussions with investment teams — and champion AI-first workflows internally.
• Executive presence: Confidence to guide high-stakes technical engagements and lead executive reviews for C-Suite stakeholders, navigating differing opinions.
• Architectural mindset: You excel at high-level systems design, understanding how Addepar integrates into multi-vendor legacy architectures and can clearly articulate value throughout.
• Revenue-minded engineer: You connect technical milestones to tangible business value and ARR growth across the full lifecycle of a relationship.
• Data Lakehouse: Understanding of workflows embedded in and the concept of integrating complex data sets.
• Technical foundation: Knowledge of modern software architecture, database concepts, and API integration.
• Communication: Effective oral and written communicator, able to work with all levels of an organization internally and externally.
• Education: Bachelor's degree required. CFA, CFP, or Master's degree a plus.
• Travel: Flexibility to travel on short notice (10–20%).