Enterprise Sales Engineer

The role

You will lead the technical side of the enterprise sales motion. You will partner with account executives and prospects to understand workflows, run technical discovery, and build demos to prove how Variance delivers value.

What you will do

• Lead technical discovery with enterprise prospects to understand workflows, systems, constraints, and success criteria
• Design and deliver tailored product demos
• Build proof-of-concepts and pilot environments
• Partner with account executives to move complex deals forward
• Act as the primary technical counterpart during the pre-sales process
• Answer product, architecture, integration, data flow, and security questions
• Work cross-functionally with product and engineering to translate prospect feedback into roadmap insights
• Help standardize the technical sales motion by improving demo assets, solution narratives, technical collateral, and repeatable playbooks

Required qualifications

• 5+ years of experience in Sales Engineering, Solutions Engineering, Solutions Architecture, or a similar pre-sales technical role
• 3+ years of experience supporting enterprise software sales cycles with large customers
• Proven experience leading technical discovery, demo design, proof-of-concepts, and pilot execution for enterprise accounts
• Strong experience explaining APIs, integrations, architecture, security, and data flows to technical and non-technical stakeholders
• Experience supporting sales processes that involve security reviews, architecture reviews, or procurement diligence
• Strong coding ability, with proficiency in Python, Java, TypeScript, or a similar language
• Strong understanding of LLMs, GenAI, and agentic workflows
• Excellent written and verbal communication skills
• Highly self-directed and comfortable operating in ambiguity in a fast-moving startup environment

Nice to have

• Experience selling or supporting technical products in fraud, risk, identity, compliance, or financial services
• Experience with enterprise SaaS, workflow software, or AI platforms sold into operational teams
• Familiarity with common enterprise concerns around security, privacy, governance, and deployment
• Experience building demo environments or solutions using APIs, data pipelines, or workflow automation
• Experience working with buyers in regulated industries such as fintech, banking, payments, marketplaces, or insurance

Benefits

• Platinum-level medical, dental, and vision insurance
• Unlimited PTO, sick leave, and parental leave
• Up to $100 in reimbursement for personal health and wellness expenses each month
• Free lunch and dinner
• 401(k) plan

About the company

Variance is a small, talent-dense team in San Francisco that builds AI agents for risk investigations, fraud, and identity reviews. Their customers include Fortune 500s, global marketplaces, and regulated financial institutions.