Sales Engineer

Ambient.ai; San Francisco (CA); Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Stock options

Health benefits

Flexible time off

Winter Break

Job summary

Ambient.ai is seeking a high-performing Enterprise Sales Engineer to win strategic accounts and translate Ambient.ai’s value into business outcomes. You’ll partner with Sales to deliver demos, support evaluations, and pilots, guiding prospects on how Ambient.ai can improve security operations and reduce risk across environments.

You’ll work with a cross-functional team to drive technical credibility, engage with customers and partners, and enable channel opportunities while scaling field

Qualifications

• 2-3+ years in a Sales Engineering or pre-sales role.
• Experience supporting Enterprise, channel, or Commercial tech sales, SaaS or hardware-enabled solutions.
• Proven success partnering with Sales on technical evaluations and multi-stakeholder engagements.
• Strong ability to explain technical concepts to varied audiences.

Responsibilities

• Support complex sales cycles with Regional Sales Managers and channel/allied opportunities.
• Deliver compelling demos and presentations to both technical and non-technical audiences.
• Lead technical evaluations, pilots, PoCs, and value engagements with customers.
• Explain platform value and security outcomes to customers and partners.
• Build relationships with customer stakeholders, channel partners, and internal teams.

Skills

Sales Engineering

Enterprise sales

Channel sales

Technical demos

Presentation skills

Networking basics

Cloud platforms

Cross-functional collab

Education

Bachelor's degree in CS/Engineering or equivalent

Job description

Build a safer world with us, one incident at a time. Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response. The momentum speaks for itself: we doubled new ARR in FY26, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list. Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible.

About The Role

We're looking for a high-performing Enterprise Sales Engineer who is excited to help win strategic accounts and bring Ambient.ai’s value to life for customers. You are a driven, curious, and customer-focused professional who enjoys translating technical capabilities into real business outcomes. In this pre-sales role, you'll partner closely with Sales to deliver compelling product demos, support customer evaluations and pilots, and help prospects envision how Ambient.ai can improve security operations and reduce risk across their environments. This role is ideal for someone with a strong technical foundation and experience supporting complex technology sales. You'll primarily support select in-region Enterprise accounts, while also partnering on channel-driven opportunities and high-value Commercial accounts as needed. You'll play a key role in helping the field organization scale by bringing technical credibility, strong customer engagement, and a consultative approach across a range of selling motions.

What You'll Do

• Partner with Regional Sales Managers to support complex sales cycles across select in-region Enterprise accounts, as well as channel sales and high-value Commercial opportunities
• Deliver compelling product demos and presentations to both technical and non-technical audiences across Enterprise, channel, and Commercial customer segments
• Support and lead technical evaluations, pilots, proof of concepts, and proof of value engagements with customers and partners
• Help customers and partners understand the technical and business value of Ambient.ai by connecting platform capabilities to their security priorities and operational goals
• Build trusted relationships with customer stakeholders, channel partners, and internal teams by providing technical guidance, answering questions, and recommending thoughtful solutions
• Collaborate cross-functionally with Product, Customer Success, Channel, and Engineering to share customer feedback, represent field needs, and help improve the product and customer experience
• Contribute to proposals, technical validation plans, partner enablement, and account strategy in partnership with Sales
• Support partner-facing technical conversations and help enable channel partners to effectively position and represent Ambient.ai
• Bring a consultative mindset to solving customer problems and helping move opportunities forward with strong preparation and execution across Enterprise, channel, and Commercial motions

What You'll Bring

• 2-3+ years of experience in a Sales Engineering, Solutions Engineering, or similar customer-facing technical pre-sales role
• Experience supporting technology sales in Enterprise, channel, and/or Commercial environments, ideally in SaaS and/or innovative hardware-enabled solutions
• Demonstrated success partnering with Sales on technical evaluations and multi-stakeholder customer engagements
• Strong presentation and communication skills, with the ability to explain technical concepts clearly to a variety of audiences, including direct customers and partners
• Solid understanding of L2 switching, including VLANs, limitations of L2 vs. L3, and physical vs. logical network isolation
• Working knowledge of Linux networking basics, such as assigning IP/mask/gateway to NICs and configuring redundancy/failover concepts
• Familiarity with cloud environments such as AWS, Azure, or GCP
• Strong cross-functional collaboration skills and a customer-first mindset
• Ability to operate effectively across multiple routes to market, including direct sales, channel-led opportunities, and Commercial accounts
• Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience
• Highly motivated, resourceful, and eager to learn in a fast-paced environment

Bonus Points

• Familiarity with security cameras, video management systems, or physical access control systems (PACS)
• Experience with business value selling, proof-of-value frameworks, or security-related technology environments
• Exposure to Fortune 1000 or large distributed enterprise customer environments
• Experience supporting or enabling channel partners in a pre-sales capacity

Why Join Us

• We are creating an entirely new category within a 120+ billion-dollar physical security industry, and we're looking for team members who share our mission to prevent every security incident possible
• We have an impressive customer roster of F500 companies, including Adobe, TikTok, and SentinelOne
• Regular full-time employees receive stock options for the opportunity to share in the success of our company
• Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan)
• We offer flexible time off to rest and recharge, including Winter Break (time off between Christmas and New Year's for most roles depending on customer demand)
• The latest tech and awesome swag will be delivered to your door
• Enjoy a full range of opportunities to connect with your awesome co-workers
• We love to hike, are foodies, and love music! Check out our most recent Ambient Spotify Playlist

#Remote

Ambient.ai is proud to be an Equal Opportunity Employer. Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant.