Senior Sales Engineer

Tray.io; United States; Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

Flexible working hours

Unlimited paid time off

Health insurance

Generous learning budget

Cycle to work scheme

Work from home opportunities

Job summary

Tray.ai is seeking a Senior Sales Engineer to partner with Enterprise Account Executives as a technical strategist. This role requires leading technical sales processes, designing solutions, and executing proof-of-concepts (POCs) on our orchestration and AI platform.

The ideal candidate has extensive experience in multi-stakeholder sales environments, owning the technical threads in complex deals, and actively guiding buyers in their journey toward adopting AI technologies.

Qualifications

• 6+ years in a customer-facing technical role.
• At least 4 years in pre-sales, solutions engineering, or architecture.
• Experience with SaaS, iPaaS, integration, automation, or AI platforms.

Responsibilities

• Lead technical sales and manage the technical aspects of the sales process.
• Design and deliver tailored demos focusing on business outcomes.
• Execute POCs with clear success criteria and drive technical closures.

Skills

Consultative selling

Technical breadth

Proactive

Strong discovery instincts

Tools

APIs

Cloud solutions

AI tools

Job description

• As a Senior Sales Engineer at Tray.ai, you are the technical strategist and trusted advisor in every deal. You partner with Enterprise Account Executives to run the technical sale end-to-end, discovery, solution design, demos, POCs, and the technical close, across our orchestration and AI platform, on our largest and most complex opportunities
• This is not an order-taking role. We need someone who owns the technical thread, moves deals forward without being asked, and brings a strong point of view on how to win. As our platform evolves, that increasingly means helping technical buyers think through how they’d build and ship their own use cases and, when it moves the deal, building them
• Own the technical sale. Lead discovery to deeply understand a prospect’s challenges, technical environment, and success criteria before opening the product. Design and deliver tailored demos that lead with business outcomes
• Architect solutions on Tray’s platform that solve real problems. Build and execute POCs with clear success criteria and stakeholder alignment. Drive the technical close: anticipate objections, remove blockers, and write technical close plans
• Be a strategic deal partner. Proactively identify what each deal needs to win and execute without being asked. Influence deal strategy alongside AEs rather than just answering technical questions
• Multi-thread across IT, security, architecture, and business stakeholders, and bring the technical owner and the business sponsor to a shared answer. Own follow-through on every technical commitment within agreed timeframes, and keep AEs and stakeholders informed proactively
• Help buyers build what’s next. Help technical and business buyers reason through their own use cases and build working examples when it accelerates the deal. As our platform evolves toward letting teams generate applications with AI, you’ll translate that shift into clear value for both engineers and executives
• Build and share expertise. Stay current on AI agents, LLMs, MCP, and the rapidly evolving automation landscape. Contribute reusable assets and learnings that elevate the SE org. Represent Tray externally through workshops, webinars, events, and content
• Raise the bar for the team. Act as a senior voice in the SE org: mentor newer SEs, share what’s working in the field, and help shape our demo, POC, and technical close playbooks. Feed what you hear from customers back to Product to influence where the platform goes next

Benefits

• Cycle to work scheme
• Flexible working hours
• Generous conference and learning budget
• Unlimited paid time off policy
• Work from home opportunities
• Health insurance

We’re looking for a seasoned SE who has done this at enterprise scale and is still hungry to build. You’ve run long, multi-stakeholder cycles, earned the trust of IT and architecture leaders, and won deals where the technical decision was the deciding oneBut you haven’t settled into one way of working: you’re leaning hard into AI, you still build things yourself, and you want to help define how a new category gets soldAI early adopter. You’re clearly leaning into AI. You use these tools yourself, you have opinions, and you can speak credibly about agents, LLMs, and where the technology is goingConsultative. You have a strong bedside manner, you earn trust quickly, make people feel heard, and guide rather than pitchTechnical breadth. You cover a lot of ground. You don’t need to be a deep expert in any one domain, but you naturally demonstrate range across APIs, cloud, data, integration, and AI, and you can go a level deeper than the buyer on demandProactive. You take ownership of delivery and go above and beyond to help people get there. You see what’s needed and do it without being toldOrganized and reliable, you track commitments and never make someone chase youGenuine learning agility. We’re moving toward new, fast-changing ways of building software; your experience matters, but how fast you can pick something new up matters just as muchConfident, adaptable presenter who can shift between technical builders, IT leaders, and the C-suite, and who keeps composure when a demo or a question goes sidewaysStrong discovery instincts, you ask the right questions before reaching for a solutionA typical fit has 6+ years in a customer-facing technical role, with at least 4 years in pre-sales, solutions engineering, or solutions architecture selling into enterprise ITYou’ve owned the technical sale on complex, six- and seven-figure deals with long cycles, multiple stakeholders, and formal POCs, and you have a track record of winning them. Experience with SaaS, iPaaS, integration, automation, or AI platforms is a strong plusYou’re senior, not set in your ways. We’ll look for evidence that you still build things yourself, including with AI coding tools, that you run real discovery rather than the standard demo, and that the four traits above are obviously presentStrong backgrounds in forward-deployed engineering, technical consulting, or founding a technical product are welcome too, if they include a clear record of selling into enterprise IT