Sales Engineer
Summary
Sales Engineer at Ethena, a remote-first AI-powered compliance-training platform. You own the technical thread of B2B SaaS deals end to end: technical discovery, tailored demos, POCs and prototypes, RFPs and security reviews (SSO, HRIS integrations, data security), partnering with AEs while building demo environments and sales enablement.
Who we're looking for
At Ethena, we're an AI platform that's revolutionizing the Compliance space. Our product and engineering teams ship fast—really fast. Build cycles are shrinking, product offerings are expanding, and our roadmap evolves to meet the needs of a changing workplace.
That's where you come in.
We're looking for a Sales Engineer to serve as the critical technical partner to our revenue teams and prospective customers. You'll report into an experienced Sales Engineering Manager who has built SE functions from the ground up. You'll bring Ethena's platform to life by connecting our constantly evolving technology, AI features, and integrations directly to the business outcomes our clients care about.
This is a role for someone who's already run the presales motion and is ready to own the technical thread of a deal end to end. You should be comfortable partnering with AEs, leading technical discovery, delivering tailored demos, handling technical questions and objections, and supporting POCs and evaluations without needing to learn the fundamentals from scratch.
Most importantly, we're looking for a career technical problem-solver: someone who thrives as an individual contributor in a hands-off, high-autonomy environment, loves messing around with tech to creatively solve complex customer challenges, create cool prototypes, and tackle diverse projects beyond standard sales calls, and wants to continuously hone their technical craft, help us win deals, and expand their impact and pursue career growth as an individual contributor rather than move into people management.
Why You'll Love This Role
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A Product That’s Actually Fun to Demo: You won't be demoing clunky 90s software. Ethena’s product is modern, fast-moving, AI-infused, and constantly improving.
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Scope Beyond the Demo: You’ll get to own projects outside standard RFPs—building sales enablement, testing out vibe coding ideas, building interactive proofs-of-concept, and crafting technical narratives.
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High-Trust, Collaborative Culture: No micromanagement or step-by-step handholding here. You get the space to take initiative, paired with supportive coaching when you need it.
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Direct Access to Leadership: You’ll work closely with Sales, Product, and Engineering leadership to help shape our technical go-to-market strategy.
What you'll do
1. Drive Technical Sales & Tailored Demos
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Independently own the technical thread of sales opportunities from discovery and demo strategy through technical evaluation, objections, and close, in partnership with the AE.
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Partner with Account Executives (AEs) and Customer Success Managers (CSMs) during discovery and demo stages to map Ethena's technical strengths to customer pain points.
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Maintain and refine our demo environment, ensuring it showcases our newest AI features, customization capabilities, and real-world client configurations.
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Translate product specs, compliance workflows, and technical details into engaging, simple language for HR, IT, Security, and Legal buyers.
2. Build, Prototype & "Vibe Code"
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Build custom walkthroughs, integrations, and tailored proofs-of-concept for high-priority deals.
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Bring a hands-on technical curiosity to the team—whether that’s experimenting with APIs, testing automated demo setups, or vibe coding custom tools to help win deals.
3. Handle Technical Due Diligence & Enablement
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Field technical and implementation questions covering data security, SSO, and HRIS integrations.
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Own responses for RFPs, security reviews, and technical questionnaires with speed and clarity.
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Create and maintain sales-ready assets like talk tracks, video walkthroughs/Looms, and objection-handling guides to level up the broader team.
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Act as the feedback loop between the field and our Product/Engineering teams.
What makes a great candidate
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Background Fit: Hands-on Sales Engineering, Solutions Engineering, or presales experience supporting B2B SaaS sales cycles—or equivalent experience from an adjacent role like Implementation, Technical Solutions, or Technical CS at a SaaS startup. If you're coming from an adjacent background, you should have already run technical discovery and delivered tailored demos inside live deals, not just after the sale.
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Technical Curiosity: You love messing around with software, APIs, integrations (HRIS, LMS, SSO), and AI tools. You get excited about "vibe coding" quick scripts or prototypes to solve a problem.
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High EQ & Adaptability: You are easy to work with, calm under pressure, and unflappable when plans shift last minute. You hold feedback lightly, take tough notes constructively, and don't get defensive.
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Self-Starter & High Initiative: You don't wait to be told what to do or need step-by-step instructions. You proactively look for gaps, surface solutions, and take ownership.
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Startup Mindset: You thrive in fast-paced environments where polish takes a backseat to clarity, fast execution, and rapid iteration.
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IC Trajectory Focus: You are energized by mastering the craft of Sales Engineering, solving customer problems, and deepening your technical mastery.
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Environmental Familiarity: You have experience in a startup, growth-stage SaaS company, or similarly fast-moving environment where priorities shift quickly and there aren't always established processes or specialist resources to lean on.
The Hardest Part of the Role
Our product moves fast, and our roadmap evolves continuously. The hardest part of this job is staying ahead of a rapidly innovating platform and translating those technical changes on the fly into crisp, high-impact customer narratives. If last-minute roadmap shifts excite you rather than stress you out, you’re going to love it here.
Skills
As published by lever · 8 questions · 5 written answers
Basics
Resume/CV, Full name, Pronouns, Email, Phone, Current location, Current company, LinkedIn URL, Twitter URL, GitHub URL, Portfolio URL, Other website
Pick from a list (3)
- Do you now, or will you in the future require VISA sponsorship to work in the United States?
- Ethena is a remote-first organization and is currently hiring for candidates based in approved locations noted in the job description. If you are selected for this role, you must be able to work and reside in one of these approved locations for the duration of your employment. Please confirm whether you’ll be able to work and reside from one of Ethena’s approved locations for the duration of your employment with Ethena.
- Ethena does not allow the use of AI tools during interviews, including note takers, transcription tools, or recordings. Candidates must disclose any AI use during the interview process. Failure to comply may result in removal from the recruitment process. optional
Written answers (5)
- Please list your name pronunciation so our team can address you correctly. optional
- How did you first hear about Ethena? If an Ethena team member brought you here, we'd love to know who so we can thank them, so please do give them a shoutout. optional
- Why are you interested in joining Ethena?
- This role will require a background check. This will take place once the offer has been extended. If you have any concerns, please let us know or note N/A.
- Please indicate where you would be located for this role optional