Senior Software Engineer
You will own enterprise deals end-to-end, from sourcing and qualification through discovery, demos, POCs, procurement, and closing. You will navigate long, complex sales cycles spanning six to twelve months and work across engineering, data, security, finance, and legal stakeholders, multi-threading deeply to build strong technical champions. You will dig into customer architectures and pain points, mapping them to the platform's capabilities and whiteboarding solutions directly with staff engineers and data architects. You will build structured POC plans, partner with engineering to define success criteria, and drive deals toward clear, mutual action plans. Since there is no SDR team, you will source the large majority of your own pipeline through outbound prospecting, events, founder referrals, and creative approaches. You will translate technical concepts into business value, helping buyers understand ROI, total cost of ownership reduction, and platform reliability.
Responsibilities
- Own deals end-to-end: sourcing, qualification, discovery, demos, POCs, procurement, and closing
- Navigate 6-12 month cycles with engineering, data, security, finance, and legal stakeholders
- Multi-thread deeply and build strong technical champions
- Understand customer architectures and pain points and map them to platform capabilities
- Whiteboard solutions with staff engineers and data architects
- Build structured POC plans and define success criteria with engineering
- Drive deals toward clear, mutual action plans
- Source the majority of pipeline through outbound, events, founder referrals, and creative prospecting
- Translate technical concepts into ROI, TCO reduction, and platform reliability messaging
Requirements
- 5+ years of full cycle AE experience in enterprise or upper/mid-market sales
- Consistent track record of closing $100-300K+ ACV deals
- Comfortable navigating 6-12 month cycles and complex procurement
- Proven experience running full-cycle deals without SDR or Sales Engineer support
- Technical background, such as a former software engineer or sales engineer turned AE
- Experience selling dev tools, data infrastructure, or cloud platforms to technical buyers
- Able to confidently explain concepts like log-based CDC, Kafka, schema evolution, or cloud networking basics (VPCs, peering, security reviews)
- Comfortable whiteboarding with staff-level engineers and technical stakeholders
- Fluent discussing database, streaming, and cloud architecture concepts with engineering teams
- Self-sourced a significant portion of pipeline in previous roles
Benefits
- Healthcare
- 401(k)
- Unlimited PTO
- Lunch & dinner provided
- Visa sponsorship available
- Relocation covered
- Equity (~0.1%)