The jobYou are our first sales engineer, and you own two things on every deal: whether the buyer believes it will work, and whether they believe it is worth it. You partner with our AEs from first demo through POC to close, then stay close after signature to get customers live and show the value they9ve realized. As the first hire in the function, you shape the playbooks, value frameworks, and pillars that future sales engineers will run on. The role is in person in the Bay Area, with travel to meet customers.
What you9ll do- Own the technical sale
- Partner with AEs on every deal, from near-term wins to multi-quarter strategic opportunities.
- Lead technical discovery with security, platform, and engineering teams to map the customer9s systems, identity model, agent use cases, and risk posture.
- Run demos, design POCs with clear success criteria, and get them working yourself.
- Build the business case
- Establish a baseline with business and technical stakeholders: how work gets done today, what agents already touch, and where over-permissioning creates risk.
- Quantify the future state and present ROI, TCO, and payback a CFO or CISO can take to their own leadership.
- Translate technical concepts into business outcomes, so an engineering win becomes a budget decision.
- Prove value after the sale
- Help customers go live, including hands-on setup such as custom MCP servers and middleware, and step into support when needed.
- Lead value realization reviews with existing customers and turn the results into proof points, references, and expansion paths.
- Build the function
- Create the collateral we don9t have yet: demo environments, POC templates, ROI models, business case templates, and customer value stories.
- Coach AEs on technical discovery and value selling, and write the playbooks and onboarding future SEs will run on.
- Bring what you learn in the field to product and engineering, push for what customers need, and speak confidently to the roadmap.
About you- You have 4+ years of experience, ideally as a sales engineer, solutions engineer, presales engineer, solutions architect, forward-deployed engineer, or business value consultant, and you understand how a technical sale moves from first call to signature.
- You have sold complex technical products (e.g., infrastructure, security, dev tools), not apps.
- You come from software engineering or a logic-based field (e.g., CS, math, physics, engineering). That said, your track record matters more than the degree.
- You are hands-on technical. You can build a custom integration, debug a deployment, and get a POC working yourself.
- You have built business cases that closed deals. You are comfortable with enterprise financial modeling and the metrics buyers use to approve spend: ROI, TCO, NPV, IRR, and payback.
- You understand enterprise infrastructure, identity and security, the modern tech stack, and how software teams actually ship.
- You are inquisitive. You can run a discovery interview with a CISO, a platform lead, and a finance partner, and come out with a baseline you can defend.
- You communicate clearly with engineers and executives in the same meeting, and you can explain why the product matters to the business as well as how it works.
- You make the reps around you more effective, and AEs want you on their deals.
- You are AI-native, or will get there fast, and are genuinely curious about AI, agents, and how companies adopt them.
- You move fast without a lot of process, and you would rather build the motion than inherit one.
Bonus- DevOps background, and you enjoy being customer-facing.
- Experience with MCP or AI agent tooling.
- Background in business and technology strategy consulting, or a degree in business, economics, or finance alongside your technical depth.
- You have run value realization or customer success reviews that turned into expansions.
What we offer- Competitive base, variable, and significant equity.
- Ownership of the technical sale, and a real say in how the sales engineering function grows.
- A front-row seat to agentic AI, with room for special projects like building internal agents.
- Direct access to the CEO, customers, and product decisions.
- Health benefits, on a team that puts family and health first.
Prefer to have your agent apply? Point it at https://www.mintmcp.com/hiring/mcp
