Customer Sales Engineer
Customer-facing technical expert supporting Account Managers on renewals and upsells. Partners on POCs, security assessments, and RFPs to drive expansion within existing customer base.
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.
San Francisco, CASales EngineeringOnsite5+ YOE
About the role
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
PythonJavaTypeScriptAPIsLLMsGenerative AISecurityIntegrationsProof-Of-ConceptsData Pipelines
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