Sales Engineer

• Independently lead demos, discovery sessions, and proof-of-concept engagements across mid-market and select enterprise accounts
• Partner with Account Executives to develop technical win strategies and drive deals forward
• Build credibility with senior finance stakeholders, including CFOs, Controllers, and FDs of Finance, as a trusted domain expert
• Gather and synthesize customer feedback to inform product roadmap priorities
• Partner with PMM and product to shape the future of the platform
• Develop and maintain reusable demo environments, technical collateral, and enablement materials for the broader team

• Serve as senior technical authority on complex, strategic sales opportunities
• Articulate Menlo Security solution benefits to technical and executive audiences
• Architect solutions meeting customer needs and budget
• Lead proof-of-concept engagements, including deployment and configuration of Menlo Security services or software
• Train users and interface between Sales and technical staff to resolve open issues
• Mentor and upskill junior Sales Engineers and channel partner engineers
• Use AI-assisted tools for account research, competitive positioning, technical documentation, RFP responses, and follow-up communications
• Partner with Regional Sales Managers and channel partners on technical strategy and partner-led opportunities
• Act as escalation point for technically challenging or high-visibility customer engagements
• Report customer-account and field-activity feedback to Sales, Product Management, and Engineering
• Maintain current account records using AI-generated call summaries and CRM enrichment
• Own technical wins from discovery through proof of concept to close

Senior Sales Engineer

• Partner closely with Sales, Product, and Customer Success to drive technical validation and value articulation throughout the sales cycle
• Own demos and custom demo workflows, including newly launched and in-development features and products
• Define and document technical discovery SOPs mapping customer systems, integrations, data flows, and constraints
• Create repeatable solution design frameworks and proof plans with Engineering and Product
• Assist with and coordinate RFP/RFI responses, ensuring accurate, differentiated technical content and internal alignment
• Develop processes to validate early-stage product features, capture field feedback, and prepare features for sales enablement
• Partner with Sales on deal execution playbooks covering objection handling, stakeholder alignment, and proof milestones
• Document and maintain security and compliance artifacts for buyer reviews and risk assessments
• Produce scalable enablement assets, including playbooks, guides, and reusable demo components

Enterprise Sales Engineer

• Establish and execute custom demo workflows, including newly launched and in-development features and products
• Define and document technical discovery SOPs mapping customer systems, integrations, data flows, and constraints
• Create repeatable solution design frameworks and proof plans with Engineering and Product
• Build and maintain standardized RFP/RFI response processes with accurate, differentiated technical content and internal coordination
• Develop processes to validate early-stage product features, capture field feedback, and prepare features for sales enablement
• Partner with Sales on deal execution playbooks covering objection handling, stakeholder alignment, and proof milestones
• Document and maintain security and compliance artifacts for buyer reviews and risk assessments
• Produce scalable enablement assets, including playbooks, guides, and reusable demo components
• Partner with Sales, Product, and Customer Success to drive technical validation and value articulation throughout the sales cycle
• Own demos, technical discovery, solution design, and coordinate RFP/RFI responses

• Serve as the product domain expert, supporting Account Executives and prospects throughout the entire sales lifecycle
• Provide in-depth product knowledge to customers and prospects, highlighting Addepar's differentiating advantages and capabilities over competitors
• Support sales efforts with Proof of Concepts (POCs)
• Load prospective client data and design custom demo environments based on specific business requirements
• Coordinate internal product and technical resources for prospect meetings
• Assist Account Executives with RFPs and RFIs
• Help create Statements of Work and budgetary estimates
• Coordinate with Professional Services, Data, Implementation Project Managers, Support, Finance, and Legal
• Contribute to institutionalizing knowledge for current and future Account Executives by creating sales resources
• Periodically advise existing customers on technical matters, product roadmap navigation, and service or product upsells

• Lead technical and process discovery with CFOs, Controllers, and accounting teams.
• Understand close processes, reconciliations, intercompany, reporting, and manual work.
• Scope demos based on each prospect’s workflows and data.
• Build and deliver demos and proofs of concept independently, end to end, using prospect data.
• Handle technical, security, and data objections.
• Assess deal fit and identify platform capabilities and gaps before signature.
• Build trusted-domain expertise with finance leaders.
• Create reusable demo templates, discovery frameworks, and assets.
• Provide concrete product input based on insights from deals.
• Work directly with Product, Engineering, and leadership on future development.

• Support sales growth initiatives across the territory
• Work closely with Axis Regional Sales Managers to support pre- and post-sales opportunities, including critical projects
• Provide all aspects of pre- and post-sales support for opportunities requiring FSE involvement
• Execute high-level system designs, including site surveys, camera placement, field-of-view calculations, pixels-on-target, bandwidth and storage calculations, BOM construction, schematic drawings, and third-party product recommendations and integration
• Collaborate across multiple internal and external departments to meet expectations and performance goals
• Construct and deliver technology and customer-specific training
• Support and maintain an Axis Experience Center
• Attend and represent Axis at industry trade shows and events
• Act as backup to other Axis sales engineers
• Travel regionally and internationally as required
• Manage multiple projects, tasks, and travel priorities
• Perform other related duties as assigned

Field Sales Engineer

• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes
• Lead discovery sessions, workshops, and security assessments in complex enterprise environments
• Design and present secure architectures incorporating networking, cloud, and SecOps components
• Deliver presentations and demos to technical stakeholders and executive decision-makers
• Serve as the primary technical expert in sales cycles for enterprise accounts
• Advise on Zero Trust, SASE, cloud security, and SecOps modernization strategies
• Build and maintain long-term trusted relationships with C-level executives and senior leadership
• Translate technical concepts into business value for executive-level conversations
• Support deployment transitions with professional services, support, and customer success teams
• Provide roadmap guidance, operational reviews, and strategic check-ins
• Continue advising enterprise leadership to align evolving needs with solution capabilities

Sales Engineer, Enterprise Majors

• Partner with Regional Sales Managers on complex sales cycles across Enterprise, channel, and high-value Commercial opportunities
• Deliver product demos and presentations to technical and non-technical audiences
• Support and lead technical evaluations, pilots, proof of concepts, and proof-of-value engagements
• Connect Ambient.ai platform capabilities to customers’ security priorities and operational goals
• Build relationships with customer stakeholders, channel partners, and internal teams
• Provide technical guidance, answer questions, and recommend solutions
• Collaborate with Product, Customer Success, Channel, and Engineering
• Share customer feedback and represent field needs
• Contribute to proposals, technical validation plans, partner enablement, and account strategy
• Support partner-facing technical conversations and enable channel partners
• Apply a consultative approach to solving customer problems and advancing opportunities

• Partner with Regional Sales Managers on complex sales cycles across select in-region Enterprise accounts, channel sales, and high-value Commercial opportunities
• Deliver product demos and presentations to technical and non-technical audiences
• Support and lead technical evaluations, pilots, proofs of concept, and proofs of value
• Connect Ambient.ai platform capabilities to customers’ security priorities and operational goals
• Build relationships with customer stakeholders, channel partners, and internal teams
• Provide technical guidance, answer questions, and recommend solutions
• Collaborate with Product, Customer Success, Channel, and Engineering
• Share customer feedback and represent field needs to help improve the product and customer experience
• Contribute to proposals, technical validation plans, partner enablement, and account strategy
• Support partner-facing technical conversations and enable channel partners to position and represent Ambient.ai
• Apply a consultative approach to solving customer problems and advancing opportunities