Senior Sales Engineer
Senior Sales Engineer at Tray.ai: runs the technical side of enterprise deals for its AI/automation orchestration platform — leading discovery, solution design, demos, POCs, and technical closes alongside Enterprise Account Executives. Needs 6+ years in customer-facing technical roles, including 4+ years in pre-sales/solutions engineering selling into enterprise IT.
- Compensation
- $200K–$240K / yr
- Location
- San Francisco
- Work setup
- Hybrid
- Seniority
- Senior
- Employment
- Not specified
- Experience
- 4+ years
- Category
- Solutions engineering
- Posted
Skills
Must have
- 6+ years in a customer-facing technical role
- At least 4 years in pre-sales, solutions engineering, or solutions architecture selling into enterprise IT
- Owned the technical sale on complex six- and seven-figure deals with long cycles, multiple stakeholders, and formal POCs, with a track record of winning
- Consultative: earns trust quickly and guides rather than pitches
- Technical breadth across APIs, cloud, data, integration, and AI, able to go a level deeper than the buyer on demand
- AI early adopter who uses AI tools and can speak credibly about agents, LLMs, and where the technology is going
- Proactive: takes ownership of delivery and acts without being told
- Evidence of still building things personally, including with AI coding tools
Nice to have
- Experience with SaaS, iPaaS, integration, automation, or AI platforms
- Background in forward-deployed engineering, technical consulting, or founding a technical product welcome, with a clear record of selling into enterprise IT
- Confident, adaptable presenter for technical builders, IT leaders, and the C-suite
- Strong discovery instincts
- Genuine learning agility in fast-changing ways of building software
- Organized and reliable, tracks commitments
- Based in the San Francisco Bay Area
Full description
About
is the enterprise orchestration platform for data and AI. We unify AI agent building (Merlin Agent Builder), MCP governance (Agent Gateway), integration across 700+ apps, and automation on a single platform, so enterprises can stop wrangling AI and start orchestrating it.
Our platform also includes Helix, the governed runtime for AI-built apps. Business teams build real, working apps fast with AI coding assistants like Claude Code, Cursor, and Codex — Helix takes them from prototype to production with a single command, running on Tray's managed runtime with enterprise SSO, managed authentication (no hardcoded secrets), a live registry of every app and its owner, and per-app cost and usage visibility. It's how teams build with AI at speed without IT losing control.
Companies like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One trust to power their most critical processes. We've been named a Gartner Visionary for iPaaS three years running, a Pioneer in the 2026 Gartner Emerging Market Magic Quadrant for No-Code Agent Builders, and included in the Gartner 2026 Hype Cycle for Agentic AI.
The Role
As a Senior Sales Engineer at , you are the technical strategist and trusted advisor in every deal. You partner with Enterprise Account Executives to run the technical sale end-to-end, discovery, solution design, demos, POCs, and the technical close, across our orchestration and AI platform, on our largest and most complex opportunities.
This is not an order-taking role. We need someone who owns the technical thread, moves deals forward without being asked, and brings a strong point of view on how to win. As our platform evolves, that increasingly means helping technical buyers think through how they'd build and ship their own use cases and, when it moves the deal, building them.
We're looking for a seasoned SE who has done this at enterprise scale and is still hungry to build. You've run long, multi-stakeholder cycles, earned the trust of IT and architecture leaders, and won deals where the technical decision was the deciding one. But you haven't settled into one way of working: you're leaning hard into AI, you still build things yourself, and you want to help define how a new category gets sold.
What You'll DoOwn 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.