Senior Sales Engineer
$189,000–$248,000 year
RemoteMountain View Santa Clara County, California, United States
Job Summary
Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA. Run sophisticated proof-of-value engagements by designing evaluation frameworks, defining success criteria, managing committees, and converting data into closing business cases. Build multi-threaded champion networks to map and influence the full buying committee while navigating enterprise procurement, including MSAs, DPAs, and security questionnaires. Shape competitive differentiation strategy against Gong, Chorus, and Zoom/Teams AI features. Mentor SE team members, contribute to onboarding, and partner with Product Management to translate field insights into roadmap input. This role requires 5+ years of SE experience in B2B SaaS with deep MEDDPICC fluency and technical depth in AI/ML. OTE Range: $189,000 to $248,000 USD per year.
Required Qualifications
- 5+ years of SE experience in B2B SaaS
- demonstrated success in Enterprise deals ($200K+ ACV)
- complex, multi-stakeholder evaluations
- Deep MEDDPICC or MEDDIC fluency
- You use it to qualify, coach your AE, and run retrospectives on lost deals
- Explicit MEDDPICC methodology experience
- You've navigated to and influenced C-suite and VP-level economic buyers independently
- Technical depth in AI/ML
- ability to speak credibly to CTOs, data architects, and security teams about LLM behavior, ASR accuracy, API architecture, and enterprise data governance
- Experience with enterprise-grade CRM integrations (Salesforce, specifically)
- understanding of Apex, Connected Apps, data model complexity
- ability to handle deep-dive technical sessions with Salesforce admins
- A track record of competitive displacement
- you've beaten Gong, Chorus, or enterprise platforms in head-to-head evaluations
- ability to teach others how
Desired Qualifications
- Deep enterprise pre-sales experience
- own the technical sale for complex, multi-stakeholder deals
- help define how our AI meeting intelligence platform wins against the market's toughest competitors
- partnering with Enterprise AEs from first engagement through signed MSA
- design the evaluation framework
- define measurable success criteria
- manage the evaluation committee
- convert POV data into a closing business case
- Build and test multi-threaded champion networks within accounts
- map and influence the full buying committee
- manage MSAs, DPAs, SOC 2 reviews, and security questionnaires proactively
- be the field expert on how to displace Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations
- Mentor SE team members
- contribute to SE onboarding
- demo best practices
- competitive battlecards
- Partner with Product Management to translate field insights into roadmap input
- your enterprise deals are the most important signal we have
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