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Salary: USD 200,000 - 240,000 / annual
Tray.ai is the enterprise orchestration platform for data and AI, unifying AI agent building, MCP governance, integration across 700+ apps, and automation on a single platform. The company has been named a Gartner Visionary for iPaaS three years running and is trusted by enterprises like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One.
As Senior Sales Engineer, you will be the technical strategist and trusted advisor on the company's largest and most complex enterprise deals. You will partner with Enterprise Account Executives to own the technical sale end-to-end: discovery, solution design, demos, POCs, and technical close across Tray's orchestration and AI platform.
Key responsibilities include:
- Own the technical sale by leading discovery to understand prospects' challenges and technical environment, designing tailored demos focused on business outcomes, architecting solutions on Tray's platform, building and executing POCs with clear success criteria, and driving the technical close by anticipating objections and removing blockers.
- Be a strategic deal partner by proactively identifying what each deal needs to win, influencing deal strategy alongside Account Executives, multi-threading across IT, security, architecture, and business stakeholders, and owning follow-through on technical commitments.
- Help buyers build use cases and working examples when it accelerates deals, translating the platform's evolution toward AI-generated applications into clear value for engineers and executives.
- Build and share expertise by staying current on AI agents, LLMs, MCP, and automation; contributing reusable assets to the SE organization; and representing Tray externally through workshops, webinars, and events.
- Raise the bar for the team by mentoring newer SEs, sharing field learnings, shaping demo and POC playbooks, and feeding customer insights back to Product.
The ideal candidate is consultative with strong bedside manner and ability to earn trust quickly; demonstrates technical breadth across APIs, cloud, data, integration, and AI; is an AI early adopter with hands-on experience and opinions on agents and LLMs; and is proactive in taking ownership and going above and beyond. Supporting strengths include confident presentation skills across technical and executive audiences, strong discovery instincts, learning agility, and organizational reliability.
Although Tray.ai is remote-first, this role prioritizes candidates based in the New York Area to support east coast clients and New York-based Account Executives.
Requirements:
- 6+ years in a customer-facing technical role
- At least 4 years in pre-sales, solutions engineering, or solutions architecture selling into enterprise IT
- Track record owning the technical sale on complex, six- and seven-figure deals with long cycles, multiple stakeholders, and formal POCs
- Proven record of winning enterprise deals
- Experience with SaaS, iPaaS, integration, automation, or AI platforms is a strong plus
- Evidence of still building things yourself, including with AI coding tools
- Strong backgrounds in forward-deployed engineering, technical consulting, or founding a technical product are welcome if they include a clear record of selling into enterprise IT
