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M-Files is the leading platform for AI-native information management, with a metadata-driven architecture, embedded workflow engine, and built-in AI capabilities. The company is headquartered in Finland with teams worldwide and is investing in agentic AI, intelligent metadata, process automation, and open integration with the enterprise AI ecosystem.
As a Sales Engineer reporting to the Manager of Sales Engineering, you will be the technical authority in the sales cycle—a curious, metric-driven problem solver equally comfortable in discovery calls, live builds, and code editors. You will uncover customers' real business problems, design AI and automation solutions on the M-Files platform, and prove their value through tailored demos and proofs of concept.
Key responsibilities include:
**Pre-sales and Discovery:** Partner with Account Executives to run structured discovery, qualify opportunities, and map customer pain points to measurable business outcomes. Script, configure, and deliver value-driven demos tailored to the prospect's industry, data, and processes. Plan, run, and close out proofs of concept with clear success criteria, timelines, and results.
**AI and Automation Solutioning:** Design and demonstrate AI-powered solutions including intelligent metadata and classification, AI assistants, document and data extraction, workflow automation, and agent-driven processes. Build integrations and extensions using M-Files APIs, connectors, and low-code or scripted tooling. Connect M-Files to customers' systems such as CRM, ERP, and collaboration tools. Advise customers on responsible AI adoption covering data quality, security, access control, governance, and regulatory compliance. Explain how AI features work, their limits, and how they fit the customer's architecture.
**Technical Consultation:** Document technical requirements, integration needs, and proposed solution designs with Services and implementation teams. Provide technical thought leadership through workshops, webinars, solution briefs, and reusable demo assets.
**Relationships and Sales Support:** Build trusted-advisor relationships with technical and business stakeholders. Help advance deals, convert prospects, and identify expansion and upsell opportunities. Share customer insights, competitive intelligence, and feature gaps with Product and Engineering.
**Data-Driven Operations:** Track and report your own pipeline influence, POC outcomes, and demo effectiveness, using metrics to improve your approach.
**Requirements:**
- Bachelor's degree in Computer Science, MIS, Engineering, or related field preferred; equivalent hands-on experience valued
- 3+ years in pre-sales, solution consulting, or technical consulting supporting complex software sales cycles, ideally enterprise SaaS, content services, workflow, or automation
- Working programming knowledge: comfortable reading and writing code in Python, JavaScript/TypeScript, or C#; experience with REST APIs, JSON, webhooks, and SQL
- Practical understanding of modern AI: large language models, retrieval-augmented generation (RAG), prompt design, AI agents and tool use, Model Context Protocol (MCP) or similar integration standards; clear views on accuracy, hallucination risk, data privacy, and AI governance
- Experience with automation and integration platforms and patterns (workflow engines, iPaaS, low-code tools, event-driven integrations)
- Metric-driven mindset: set goals, track results such as POC win rate and demo-to-opportunity conversion, and adjust based on evidence
- Natural problem solver and lifelong learner who keeps up with the fast-moving AI landscape and experiments with new tools
- Genuine enjoyment of talking with customers, asking good questions, and solving their problems
- Excellent written and verbal communication; ability to translate complex technical concepts into clear, compelling messages for technical and non-technical audiences
**Nice to Have:**
- Experience with document management, enterprise content management (ECM), metadata-driven or intelligent document processing solutions
- Familiarity with Microsoft 365, Teams, Salesforce, SAP, or other systems M-Files commonly integrates with
- Knowledge of information security and compliance frameworks (ISO 27001, GDPR, SOC 2) and regulated industries (life sciences, manufacturing, financial services, public sector)
- Cloud and architecture knowledge (Azure, AWS, identity and access management, APIs)
- Experience building AI-powered prototypes, agents, or automations, or contributing to internal tools or open source projects
