Senior Sales Engineer - East

Company Overview

The company is revolutionizing the enormous and rapidly growing cloud infrastructure resiliency industry for enterprise customers. It is led by the team that founded CloudEndure (Cloud Disaster Recovery and Migration startup, acquired by AWS), and subsequently built two native AWS services, AWS Elastic Disaster Recovery, and AWS Application Migration Service, supporting the world's largest enterprises. The company is backed by Sequoia, Lightspeed, among other prominent investors. We are currently seeking an exceptional Senior Sales Engineer to join our fast growing team.

Position Overview

The company is seeking a highly technical and customer-facing Senior Sales Engineer with expertise in cloud infrastructure solutions to join our team. In this role, you will operate as the real-time technical partner to Account Executives across a territory, leading discovery and qualification, tailoring demos, sizing opportunities with clear ROI, and guiding prospects through evaluations and pilots. You dive deeply into technical details with customer teams, map solutions to business outcomes, and build strong, trusted relationships. Collaborating closely with AEs, Solution Architects, product, and engineering, you proactively identify gaps, capture structured feedback, and translate it into crisp business and technical requirements.

Key Responsibilities

• Act as the primary technical partner to Account Executives for prospective customers evaluating the company. Lead technical discovery and qualification, disqualifying when there is no technical fit.

• Demonstrate how the company addresses customer use cases with tailored demos; build compelling business cases and ROI analyses that align value to the customer’s context.

• Address day-to-day technical questions, security basics, and common objections.

• Partner closely with Account Executives to understand requirements; configure the company capabilities to showcase fit and define measurable success criteria.

• Educate and share best practices with customers by leading and owning the development, delivery, review, and maintenance of technical content (e.g., demo assets, sample configs, presentations, white papers, public sessions).

• Travel occasionally to customer sites for demos, workshops, evaluation support, and relationship building.

• Identify product feedback from customers, spotting trends and surfacing insights to help shape the roadmap and influence how our tech evolves.

Qualifications

• Significant experience in a pre-sales role (Sales Engineer/Field Engineer) working with enterprise customers on cloud infrastructure, storage, data protection, or adjacent platforms

• Experience with one or more public cloud provider (AWS/Azure/GCP) technologies from a dev/ops perspective (e.g., networking, security, compute, IAM).

• Advanced technical skills, including the ability to troubleshoot complex issues and to design and present practical solution architectures; proven ability to run/manage standard POCs and pilots.

• Excellent communication and storytelling skills, including tailoring demos and articulating ROI/business cases to both technical and non-technical stakeholders.

• Excellent team working skills, with the ability to collaborate effectively with Account Executives, Solution Architects, product, and engineering in a fast-paced, dynamic environment.

• Readiness to work in a highly intense startup environment requiring extreme focus, a strong sense of ownership, and persistence to breakthrough.

• Availability to travel in US - 30%