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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 serves enterprises like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One, and has been named a Gartner Visionary for iPaaS three years running and a Pioneer in the 2026 Gartner Emerging Market Magic Quadrant for No-Code Agent Builders.
As a 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. This is not an order-taking role—you will own the technical thread, move deals forward proactively, and bring a strong point of view on how to win.
Key responsibilities include: leading discovery to understand prospects' challenges and technical environments; designing and delivering tailored demos focused on business outcomes; architecting solutions on Tray's platform; building and executing POCs with clear success criteria; driving the technical close by anticipating objections and removing blockers. You will act as a strategic deal partner, identifying what each deal needs to win and executing without being asked. You will multi-thread across IT, security, architecture, and business stakeholders, bringing technical owners and business sponsors to shared answers. You will help buyers reason through their own use cases and build working examples when it accelerates deals. You will stay current on AI agents, LLMs, MCP, and the automation landscape, contributing reusable assets and learnings to elevate the SE organization. You will represent Tray externally through workshops, webinars, events, and content. As a senior voice in the SE org, you will mentor newer SEs, share field insights, and help shape demo, POC, and technical close playbooks, feeding customer feedback back to Product.
The company is looking for four core traits: consultative (strong bedside manner, earning trust quickly, guiding rather than pitching); technical breadth (demonstrating range across APIs, cloud, data, integration, and AI); AI early adopter (using AI tools yourself, having opinions, speaking credibly about agents and LLMs); and proactive (taking ownership and going above and beyond). Supporting strengths include being a confident, adaptable presenter who can shift between technical builders, IT leaders, and the C-suite; having strong discovery instincts; demonstrating genuine learning agility; and being organized and reliable.
REQUIREMENTS: A typical fit has 6+ years in a customer-facing technical role, with at least 4 years in pre-sales, solutions engineering, or solutions architecture selling into enterprise IT. You must have owned the technical sale on complex, six- and seven-figure deals with long cycles, multiple stakeholders, and formal POCs, with a track record of winning them. Experience with SaaS, iPaaS, integration, automation, or AI platforms is a strong plus. You should demonstrate that you still build things yourself (including with AI coding tools), run real discovery rather than standard demos, and embody the four core traits. 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.
