Role OverviewAs a Sales Engineer at Tray.ai, you are a technical strategist and trusted advisor in every deal. You'll partner with Account Executives to run the technical sale end-to-end: leading discovery, architecting solutions, delivering demos, executing POCs, and driving deals to close. This isn't an order-taking role - we need someone who takes ownership of the technical thread, proactively moves deals forward, and brings a strong point of view on how to win.
You'll be working with enterprise prospects evaluating AI agent platforms, integration solutions, and automation strategies. The ability to go deep technically while connecting everything back to business value is what separates great SEs from good ones.
What You'll DoOwn the Technical Sale
- Lead discovery conversations to deeply understand prospect challenges, technical environment, and success criteria before ever opening the product
- Design and deliver tailored demos that lead with business outcomes, not feature walkthroughs
- Architect solutions using Tray's platform that address real customer problems - not theoretical ones
- Build and execute POCs with clear success criteria, milestones, and stakeholder alignment
- Drive the technical close: anticipate objections, remove blockers, and create technical close plans
Be a Strategic Deal Partner
- Proactively identify what's needed to win each deal and execute without being asked
- Influence deal strategy alongside AEs - not just respond to technical questions
- Own follow-through on all technical commitments within agreed timeframes
- Keep AEs and stakeholders informed proactively throughout deal cycles
Build & Share Expertise
- Stay current on AI agents, LLMs, MCP, and the rapidly evolving automation landscape
- Translate complex AI concepts into clear business value for both technical and executive audiences
- Contribute to team knowledge: share learnings, build reusable assets, and help elevate the SE org
- Represent Tray externally through workshops, webinars, and industry events
What We're Looking ForTechnical Expertise
- Strong foundation in APIs, cloud platforms (AWS, GCP, Azure), and enterprise integration patterns
- Experience with AI/ML concepts, LLMs, and agentic architectures - you don't need to be a data scientist, but you need to speak credibly about AI with technical buyers
- Ability to architect solutions across complex enterprise environments and handle tough technical questions with precision and honesty
- Comfort building demos, POC environments, and technical assets that bring solutions to life
Customer Engagement & Presentation Skills
- Confident, polished presenter who can adapt messaging for technical builders, IT leaders, and C-suite audiences
- Strong discovery skills - you ask the right questions before jumping into solutions
- Composure under pressure: you handle curveballs, unexpected objections, and live demo issues without breaking stride
- Natural rapport builder who earns trust quickly with prospects and customers
Deal Ownership & Problem-Solving
- You don't wait to be told what to do - you see what a deal needs and you go do it
- Strong organizational skills: you track commitments, hit deadlines, and never make someone chase you for a deliverable
- Strategic thinker who can influence deal approach, not just execute the technical track
- Comfortable managing multiple deals simultaneously without dropping balls
Communication & Collaboration
- Proactive communicator who keeps AEs and stakeholders informed without being asked
- Constructive collaborator who voices concerns and ideas openly
- Receptive to feedback and committed to continuous improvement
- Positive, consistent attitude across all engagements - not just the ones you're excited about
Experience- 3+ years in a pre-sales, solutions engineering, or technical consulting role
- Experience in SaaS, iPaaS, automation, or AI platforms preferred
- Track record of supporting complex enterprise sales cycles
- Experience with POC execution and technical evaluations
SalaryIf hired in the state of California, 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.
LocationAlthough Tray.ai is a remote-first organization, this Sales Engineer will be supporting our west coast clients and Bay Area-based Enterprise Account Executives. Due to the nature of this work, we are prioritizing candidates based in the San Francisco Bay Area.
