Senior Sales Engineer

What You'll Do: Own the technical sale. Lead discovery to deeply understand a prospect's challenges, technical environment, and success criteria before opening the product. Design and deliver tailored demos that lead with business outcomes. Architect solutions on Tray's platform that solve real problems. Build and execute POCs with clear success criteria and stakeholder alignment. Drive the technical close: anticipate objections, remove blockers, and write technical close plans. Be a strategic deal partner. Proactively identify what each deal needs to win and execute without being asked. Influence deal strategy alongside AEs rather than just answering technical questions. Multi-thread across IT, security, architecture, and business stakeholders, and bring the technical owner and the business sponsor to a shared answer. Own follow-through on every technical commitment within agreed timeframes, and keep AEs and stakeholders informed proactively. Help buyers build what's next. Help technical and business buyers reason through their own use cases and build working examples when it accelerates the deal. As our platform evolves toward letting teams generate applications with AI, you'll translate that shift into clear value for both engineers and executives. Build and share expertise. Stay current on AI agents, LLMs, MCP, and the rapidly evolving automation landscape. Contribute reusable assets and learnings that elevate the SE org. Represent Tray externally through workshops, webinars, events, and content. Raise the bar for the team. Act as a senior voice in the SE org: mentor newer SEs, share what's working in the field, and help shape our demo, POC, and technical close playbooks. Feed what you hear from customers back to Product to influence where the platform goes next.

What We're Looking For: We're hiring for four traits above all else: Consultative. You have a strong bedside manner, you earn trust quickly, make people feel heard, and guide rather than pitch. Technical breadth. You cover a lot of ground. You don't need to be a deep expert in any one domain, but you naturally demonstrate range across APIs, cloud, data, integration, and AI, and you can go a level deeper than the buyer on demand. AI early adopter. You're clearly leaning into AI. You use these tools yourself, you have opinions, and you can speak credibly about agents, LLMs, and where the technology is going. Proactive. You take ownership of delivery and go above and beyond to help people get there. You see what's needed and do it without being told. Supporting strengths: Confident, adaptable presenter who can shift between technical builders, IT leaders, and the C-suite, and who keeps composure when a demo or a question goes sideways. Strong discovery instincts, you ask the right questions before reaching for a solution. Genuine learning agility. We're moving toward new, fast-changing ways of building software; your experience matters, but how fast you can pick something new up matters just as much. Organized and reliable, you track commitments and never make someone chase you. Experience A typical fit has 6+ years in a customer-facing technical role, with at least 4 years in pre-sales, solutions engineering, or solutions architecture selling into enterprise IT. You've owned the technical sale on complex, six- and seven-figure deals with long cycles, multiple stakeholders, and formal POCs, and you have a track record of winning them. Experience with SaaS, iPaaS, integration, automation, or AI platforms is a strong plus. You're senior, not set in your ways. We'll look for evidence that you still build things yourself, including with AI coding tools, that you run real discovery rather than the standard demo, and that the four traits above are obviously present. Strong backgrounds in forward-deployed engineering, technical consulting, or founding a technical product are welcome too, if they include a clear record of selling into enterprise IT.Salary The on target total compensation for this role is $200,000-$240,000 annually. Our salary range is based on paying competitively for our size, industry, and location of the role, and are one part of many other compensation, benefit and reward opportunities we provide, including stock options. Individual pay rate decisions are based on a number of factors including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company. The range above is a good faith estimate based on the expectations as laid out in the job description, however we are often open to a wide variety of profiles and recognize that the person we hire may be less or more experienced than this job description as posted. For this reason, the actual salary may vary from the estimate provided above. Location Although Tray.ai is a remote-first organization, this Senior Sales Engineer will be supporting our east coast clients and New York-based Enterprise Account Executives. Due to the nature of this work, we are prioritizing candidates based in the New York Area. Privacy Policy To review Tray.ai's Privacy Policy, please visit https://tray.io/privacy