Sales Engineer

Who we're looking for

At Ethena, we’re an AI platform that’s revolutionizing the Compliance space. Our product and engineering teams ship fast—really fast. Build cycles are shrinking, product offerings are expanding, and our roadmap evolves to meet the needs of a changing workplace.

That’s where you come in.

We’re looking for a Sales Engineer to serve as the critical technical partner to our revenue teams and prospective customers. You’ll report into an experienced Sales Engineering leader who has built SE functions from the ground up. You’ll bring Ethena’s platform to life by connecting our constantly evolving technology, AI features, and integrations directly to the business outcomes our clients care about.

Most importantly, we’re looking for a career technical problem-solver: someone who thrives as an individual contributor in a hands off, high autonomy environment, loves messing around with tech to creatively solve complex customer challenges, create cool prototypes, and tackle diverse projects beyond standard sales call, and wants to continuously hone their technical craft, help us win deals, and expand their impact and pursue career growth as an individual contributor rather than move into people management.

Ideal candidates come from customer-facing technical backgrounds—so whether you’ve been an SE, Technical Solutions Engineer, Implementation Manager, or tech-minded CS manager, if you love solving client problems with technology, we want to hear from you.

Why You'll Love This Role

• A Product That’s Actually Fun to Demo: You won't be demoing clunky 90s software. Ethena’s product is modern, fast-moving, AI-infused, and constantly improving.

• Scope Beyond the Demo: You’ll get to own projects outside standard RFPs—building sales enablement, testing out vibe coding ideas, building interactive proofs-of-concept, and crafting technical narratives.

• High-Trust, Collaborative Culture: No micromanagement or step-by-step handholding here. You get the space to take initiative, paired with supportive coaching when you need it.

• Direct Access to Leadership: You’ll work closely with Sales, Product, and Engineering leadership to help shape our technical go-to-market strategy.

What you'll do

1. Drive Technical Sales & Tailored Demos

Partner with Account Executives (AEs) and Customer Success Managers (CSMs) during discovery and demo stages to map Ethena’s technical strengths to customer pain points.

Maintain and refine our demo environment, ensuring it showcases our newest AI features, customization capabilities, and real-world client configurations.

Translate product specs, compliance workflows, and technical details into engaging, simple language for HR, IT, Security, and Legal buyers.

2. Build, Prototype & "Vibe Code"

Build custom walkthroughs, integrations, and tailored proofs-of-concept for high-priority deals.

Bring a hands-on technical curiosity to the team—whether that’s experimenting with APIs, testing automated demo setups, or vibe coding custom tools to help win deals.

3. Handle Technical Due Diligence & Enablement

Field technical and implementation questions covering data security, SSO, and HRIS integrations.

Own responses for RFPs, security reviews, and technical questionnaires with speed and clarity.

Create and maintain sales-ready assets like talk tracks, video walkthroughs/Looms, and objection-handling guides to level up the broader team.

Act as the feedback loop between the field and our Product/Engineering teams.

What makes a great candidate

• Background Fit: Experience in a Sales Engineering, Implementation, Technical Solutions, CS, or technical customer-facing role at a SaaS startup. (We’re open to both experienced candidates and ones looking to step into Sales Engineering for the first time, so note that prior SE experience is not required as long as you have customer-facing experience and strong technical potential).

• Technical Curiosity: You love messing around with software, APIs, integrations (HRIS, LMS, SSO), and AI tools. You get excited about "vibe coding" quick scripts or prototypes to solve a problem.

• High EQ & Adaptability: You are easy to work with, calm under pressure, and unflappable when plans shift last minute. You hold feedback lightly, take tough notes constructively, and don't get defensive.

• Self-Starter & High Initiative: You don't wait to be told what to do or need step-by-step instructions. You proactively look for gaps, surface solutions, and take ownership.

• Startup Mindset: You thrive in fast-paced environments where polish takes a backseat to clarity, fast execution, and rapid iteration.

• IC Trajectory Focus: You are energized by mastering the craft of Sales Engineering, solving customer problems, and deepening your technical mastery.

The Hardest Part of the Role

Our product moves fast, and our roadmap evolves continuously. The hardest part of this job is staying ahead of a rapidly innovating platform and translating those technical changes on the fly into crisp, high-impact customer narratives. If last-minute roadmap shifts excite you rather than stress you out, you’re going to love it here.