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Ethena is an AI-powered compliance training platform that customizes training content to reflect each company's unique brand, roles, policies, and risks. The platform serves 1M+ learners across 2,000+ organizations and combines training with compliance tools including Hotline & Case Management, Policy Bot, and Phishing Simulator.
You will serve as a Sales Engineer, reporting to an experienced Sales Engineering Manager. This is a hands-on technical role focused on owning the presales motion end-to-end and connecting Ethena's evolving technology, AI features, and integrations to customer business outcomes.
Key Responsibilities:
**Technical Sales & Demos:** Independently own the technical thread of sales opportunities from discovery through close, partnering with Account Executives. Lead technical discovery sessions, deliver tailored demos that showcase AI features and customization capabilities, and translate product specs and compliance workflows into clear language for HR, IT, Security, and Legal buyers.
**Build & Prototype:** Create custom walkthroughs, integrations, and proofs-of-concept for high-priority deals. Bring hands-on technical curiosity—experimenting with APIs, testing automated demo setups, and building custom tools to help win deals.
**Technical Due Diligence & Enablement:** Field technical questions on data security, SSO, and HRIS integrations. Own RFP responses, security reviews, and technical questionnaires. Create sales enablement assets like talk tracks, video walkthroughs, and objection-handling guides. Act as the feedback loop between field and Product/Engineering teams.
**Demo Environment:** Maintain and refine the demo environment to showcase the latest AI features and real-world client configurations.
What Makes This Role Interesting:
You'll work with a modern, fast-moving AI-infused product that's actually engaging to demo. Beyond standard sales calls, you'll own projects like building sales enablement, testing creative ideas, and crafting technical narratives. The culture is high-trust and collaborative with direct access to Sales, Product, and Engineering leadership. You'll operate with high autonomy as an individual contributor in a startup environment where priorities shift quickly and you're expected to take initiative.
The hardest part: staying ahead of a rapidly innovating platform and translating technical changes on the fly into crisp customer narratives.
**Requirements:**
- Hands-on Sales Engineering, Solutions Engineering, or presales experience supporting B2B SaaS sales cycles, OR equivalent experience from adjacent roles (Implementation, Technical Solutions, Technical CS) at a SaaS startup. If from an adjacent background, must have already run technical discovery and delivered tailored demos in live deals, not just post-sale.
- Technical curiosity: comfortable with software, APIs, integrations (HRIS, LMS, SSO), and AI tools. Excited about building quick scripts or prototypes.
- High emotional intelligence and adaptability: easy to work with, calm under pressure, unflappable when plans shift. Takes feedback constructively.
- Self-starter with high initiative: proactively identifies gaps, surfaces solutions, takes ownership without step-by-step direction.
- Startup mindset: thrives in fast-paced environments where execution and iteration matter more than polish.
- Individual contributor trajectory focus: energized by mastering Sales Engineering craft, solving customer problems, and deepening technical mastery rather than moving into people management.
- Experience in startup, growth-stage SaaS, or similarly fast-moving environment with shifting priorities and limited established processes.
