Pivotal is seeking a Senior Sales Engineer to bridge the gap between our technical teams, customers, and commercial organization. In this role, you will translate complex aircraft capabilities into compelling customer solutions, support the sales process from initial engagement through close, and help customers understand how Pivotal's aircraft can meet their operational needs.
The ideal candidate combines strong technical aptitude with commercial experience and exceptional communication skills. You are comfortable engaging with technical and executive stakeholders, delivering product demonstrations and presentations, identifying customer requirements, and collaborating cross-functionally to develop solutions that support business growth.
Responsibilities:- Partner with the sales team to understand customer needs, qualify opportunities, and develop technical sales strategies.
- Serve as a technical point of contact for prospective and existing customers, explaining aircraft capabilities, performance, operating requirements, and relevant technical specifications.
- Lead technical discovery conversations to understand customer use cases, operational environments, and business objectives.
- Develop and deliver technical presentations, product demonstrations, proposals, and other sales materials tailored to customer needs.
- Translate customer requirements into clear technical recommendations and collaborate with engineering, product, flight operations, and other internal teams to evaluate solutions.
- Support customer evaluations, demonstrations, and proof-of-concept activities throughout the sales cycle.
- Respond to technical questions, address customer concerns, and communicate product capabilities and limitations accurately.
- Support the development of sales enablement materials, technical documentation, FAQs, and competitive positioning.
- Gather customer feedback and market insights to inform product development, commercial strategy, and future opportunities.
- Build trusted relationships with customers, partners, and internal stakeholders to support long-term commercial success.
- Manage multiple opportunities and customer engagements while maintaining accurate documentation and follow-through.
Qualifications:- Bachelor's degree in Engineering, Aerospace, Mechanical Engineering, Business, or a related field, or equivalent practical experience.
- 5+ years of experience in sales engineering, solutions engineering, technical sales, or a customer-facing technical role.
- Ability to understand complex technical products and communicate their value clearly to both technical and nontechnical audiences.
- Experience supporting complex sales cycles, including technical discovery, solution development, presentations, and customer evaluations.
- Strong presentation, communication, and relationship-building skills.
- Ability to collaborate effectively across commercial, engineering, product, and operations teams.
- Strong analytical and problem-solving skills, with the ability to connect customer requirements to practical technical solutions.
- Willingness to travel for customer meetings, demonstrations, industry events, and other business needs.
Preferred Qualifications:- Experience in aerospace, aviation, electric vehicles, advanced mobility, robotics, defense, or other technically complex industries.
- Familiarity with aircraft systems, performance specifications, operational requirements, or aviation regulations.
- Experience supporting enterprise, government, defense, or other complex customer accounts.
- Experience with CRM platforms and sales pipeline management.
- Pilot certification, aviation operations experience, or other relevant aviation credentials.
- Experience working in a fast-paced environment with evolving products and customer requirements.
Attributes aligned with Core Values:- Safety Above All: Demonstrates a proactive safety mindset by embedding safety into daily work, identifying and mitigating risks, encouraging open dialogue about safety concerns, and continuously improving practices and protocols.
- Customer Focus: Puts customers at the center of every action by understanding their challenges, delivering meaningful value, and supporting their success.
- Work Better Together: Seeks and values diverse perspectives, builds cross-functional relationships, and fosters trust through empathetic, fact-based communication and commitment to shared decisions.
- Be the Pilot: Drives results with clarity and purpose by focusing on what matters most, adapting to change, taking initiative, and owning outcomes.
- Embrace the Unknown: Navigates ambiguity with resilience and bold thinking, challenges the status quo, and combines innovative ideas with practical approaches to overcome obstacles and drive progress.
- Respect for People: Fosters a high-performance culture grounded in respect, professionalism, and support by balancing high expectations with a healthy, collaborative environment and being a trusted, dependable teammate.
$130,000 - $164,000 a year
Applicants must be eligible for employment in the United States and willing to work onsite at our HQ office in Palo Alto, CA.
Pivotal offers a comprehensive benefits package, including medical, dental, vision, and 401k plans.
