Sales Engineer

Warp; United States; Remote; USD 180,000 - 215,000; Full time

Job summary

An innovative company is seeking a passionate Solutions Engineer to bridge the gap between technical consulting and sales. This role involves engaging with a large user base, converting them into enterprise clients, and refining the sales process. You'll collaborate closely with the founder to shape the future of sales at Warp, leveraging your technical expertise and sales acumen. If you're excited about transforming how developers use terminal applications and thrive in a dynamic startup environment, this opportunity is perfect for you. Join a team dedicated to empowering developers and enhancing their productivity through cutting-edge tools.

Benefits

Competitive Salary & Meaningful Equity

Full Medical, Dental, and Vision Benefits

Flexible remote-first culture

20-days of Paid Time Off

Unlimited Sick Time Off

12 US Holidays

16 weeks of paid Parental Leave

Twice-a-year company retreats

Monthly gym and internet stipend

Complimentary OneMedical membership

Qualifications

• 3+ years in sales engineering or technical customer-facing roles.
• Experience with SaaS products, especially in developer tools.

Responsibilities

• Convert free users into enterprise customers through technical sales.
• Run demos, answer security questions, and guide evaluations.

Skills

Sales Engineering

Technical Consulting

SaaS Products

Technical Sales

Data Analysis

Software Engineering

Security and Compliance

Organizational Skills

Education

Bachelor's Degree in a relevant field

Tools

Terminal Applications

DevOps Tools

Job description

Warp is a complete re-imagination of the terminal for the AI age.

We believe development is fundamentally changing from working “by hand” to working “by prompt.”

Rather than opening a code editor and typing code or opening a terminal and typing commands, developers will increasingly start by prompting AI to do their tasks. Over time, this will become more and more autonomous and multi-threaded, but developers will remain essential for guiding, editing, and approving the work of AI.

This will be true across the entire stack and development lifecycle, from setup to coding to DevOps.

At Warp, our thesis is that the command line is the ideal interface for developers to perform “prompt-driven development.” The terminal is low in the stack, has an imperative interface that allows multithreading tasks, and is used by every developer in the world.

We have a large and quickly growing user base with hundreds of thousands of active developers and fast-growing revenue.

Our mission is to empower these developers to ship better software, more quickly. We are building for a future where developers get to focus on the fun parts of the job and delegate the drudgery away.

Warp is a beloved developer tool with hundreds of thousands of active free users and fast-growing self-serve revenue, creating an enormous opportunity to drive enterprise adoption through a product-led growth (PLG) strategy. We’re looking for our first Solutions Engineer to help convert this organic demand into successful enterprise deals.

You’ll be at the intersection of sales, technical consulting, and implementation. You’ll guide technical buyers through evaluating and adopting Warp, deliver high-impact technical demos, answer security questionnaires, and help prospects get to a technical win.

Unlike traditional enterprise sales roles, most of your leads will come from our existing user base—you won’t be cold-calling, but instead, helping engineers and teams who already love Warp expand its use in their organizations. You will own and iterate on the PLG sales motion, working closely with the founder on founder-led sales, and defining what sales looks like at Warp.

As our first Solutions Engineer, you will…

• Engage with and convert our massive free and prosumer user base into enterprise customers by identifying teams already using Warp and expanding usage across their organizations.
• Work directly with the founder on founder led sales. Own and iterate on the sales process—You’ll be responsible for building the playbook for how Warp sells.
• Own technical sales conversations and technical POCs with customers—run sales calls, provide demos, and guide customers through evaluating and adopting Warp. Help prospects validate Warp’s value in their environment. Help work through security concerns and questionnaires to unblock Warp in work environments.
• As our first SE, be the eyes and ears of the customer and work with product and engineering to help shape our roadmap.
• Provide minor technical implementations— For example, help customers implement self-hosted LLMs.
• Work with Growth to refine our PLG motion, including surfacing the right users for enterprise outreach and defining touchpoints that drive expansion.

You may be a good fit if...

• You have 3+ years of experience in a sales engineering, solutions engineering, or technical customer-facing role.
• You have experience selling and implementing technical SaaS products, particularly in developer tools, DevOps, or infrastructure software.
• You understand the product-led growth (PLG) motion and have experience driving adoption from an existing free user base.
• You have experience answering security and compliance questionnaires for enterprise deals.
• You enjoy leading technical sales calls and demos, and can explain complex concepts to both technical and non-technical stakeholders.
• You are highly organized and able to manage multiple deals at once.
• You thrive in an early-stage startup environment, where you’ll need to own and iterate on the sales process from scratch.
• You’re excited about Warp’s product and mission, and you have a vision for how to scale its adoption in the enterprise.
• You have a background in software engineering and can dive deeper into technical challenges.

Bonus Points If…

• You have experience working with terminal applications or DevOps tools.
• You love doing data analysis and using product data to identify high value leads.

At Warp, we are dedicated to building a diverse, inclusive, and authentic workplace. So if you’re excited about this role, but your past experience doesn’t align perfectly with every qualification in this job description – we encourage you to apply anyways! We are a community of curious learners, and most of us are learning some skills for the first time (like our engineers learning to program Warp in Rust). You might be just the right candidate for this or other roles.

Salary Transparency

Total compensation at Warp consists of two parts: 1) a competitive base salary, and most importantly, 2) meaningful equity.

When we find the right person, we try to put our best foot forward with an offer that excites you. We consider what you’d like to be paid, the skills and level of experience you bring, what similar jobs pay, and make sure there’s equal pay for equal work among those you’ll be working with. The budgeted compensation amount for this role is targeted at $180,000 - $215,000.

In addition to salary, all employees receive further compensation in the form of equity in the company. This is a meaningful stock option grant with a four-year vesting period and one-year cliff. Your equity is where most of the significant upside potential is. Comparing startup equity is always a bit tricky, so we’re happy to walk you through different valuation scenarios at the offer stage in order to help paint a clearer picture of the upside.

Final total compensation is determined by multiple factors including your experience and expertise and may vary from the amounts listed above.

What We Offer

• Competitive Salary & Meaningful Equity – we will stretch to get the right talent on board
• Full Medical, Dental, and Vision Benefits for employees (80% coverage for dependents)
• Flexible remote-first culture, with optional office spaces in NYC and SF for folks who want to work together IRL
• Pre-tax FSA Health Savings Plan
• 20-days of Paid Time Off
• Unlimited Sick Time Off
• 12 US Holidays
• 16 weeks of paid Parental Leave for both birthing and non-birthing parents
• Twice-a-year company retreats
• Monthly gym and internet stipend
• Guideline 401(k)
• Complimentary OneMedical membership

Individuals seeking employment at Warp are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.

About Warp

We are a company run by product-first builders, building a core product for all developers. We are committed to understanding our users deeply. We believe we will ultimately build the best product and business if that team includes developers and designers from a wide range of backgrounds. The early team comes from Google, Dropbox, Gem, LinkedIn, and Facebook. We are looking for passionate individuals to join us and help bring Warp to the world.

We value honesty, humility, and pragmatism, and our core product principle is focusing on the user. If you’re interested in learning more about our company values and what our engineering team culture is like, please take a look at our internal How We Work guide.

We’re very fortunate to be backed by a great group of venture capital firms. In August 2023, we announced a $50M Series B funding round ($73M total raised), led by Sequoia Capital. Our other investors include Google Ventures, Neo, and Box Group. We are also backed by a network of passionate angels, including Dylan Field (Co-Founder and CEO, Figma), Elad Gil (early investor in Airbnb, Pinterest, Stripe, and Square), Jeff Weiner (Executive Chairman and Ex-CEO, LinkedIn), Marc Benioff (Founder and CEO, Salesforce), and Sam Altman (Co-Founder & CEO, OpenAI).

The Product

Here's our latest demo showing some of our current features…

This is just the start, as our plan is to build out a set of experiences in the terminal that don’t exist today like collaboration, environment sharing, rich data types and more.

The Opportunity

The terminal is one of very few tools used by every developer every day, which makes it an ideal gateway to improving all sorts of developer activities. We believe there is an opportunity to build a unicorn-sized business improving the command-line. Our strategy is bottom-up developer adoption, followed by driving revenue through enterprise sales and distribution partnerships.

To start, our goal is to become the everyday terminal of choice with individual users – immediately usable as a backwards-compatible terminal replacement with the developer’s shell of choice. We have built a closed-source server, which will implement all of the cloud-enabled features. These features will invite users to share their work with others, driving growth and encouraging collaboration. We’ll also focus on building a community and an ecosystem of terminal plugins and apps, creating network effects.

At higher levels of team penetration, we will offer an enterprise plan with features around privacy, security and environment management (e.g. secure distribution and management of API keys). These larger enterprise plans will be the ultimate driver of revenue, along with potential distribution deals for companies that see CLI integrations as a way to reach new customers.

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