Enterprise Sales Engineer

Variance • San Francisco, CA

1d • Onsite

About The Position

Variance is building AI agents for high-stakes risk investigations, fraud, and identity reviews. The Enterprise Sales Engineer leads the technical side of the enterprise sales motion, partnering with account executives, founders, and prospects to understand customer workflows, conduct technical discovery, build compelling demonstrations, and show how Variance can deliver value in mission-critical environments. This is a deeply technical, customer-facing pre-sales role focused on helping large enterprises adopt AI systems they can trust. The position is in person at Variance’s San Francisco, California office.

Requirements

• At least 5 years of experience in Sales Engineering, Solutions Engineering, Solutions Architecture, or a similar pre-sales technical role.
• At least 3 years of experience supporting enterprise software sales cycles with large customers; Fortune 500 companies, regulated companies, or complex multi-stakeholder deals are especially relevant.
• 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 involving security reviews, architecture reviews, or procurement diligence.
• Strong coding ability in Python, Java, TypeScript, or a similar language, with enough technical depth to build lightweight prototypes, integrations, or demo environments.
• Strong understanding of LLMs, generative AI, and agentic workflows, including the ability to credibly explain their capabilities and limitations.
• Excellent written and verbal communication skills, executive presence, and the ability to build trust quickly.
• Highly self-directed and comfortable with ambiguity in a fast-moving startup environment.

Nice To Haves

• Experience selling or supporting technical products in fraud, risk, identity, compliance, or financial services.
• Experience with enterprise SaaS, workflow software, or AI platforms sold to operational teams.
• Familiarity with 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.

Responsibilities

• Lead technical discovery with enterprise prospects to understand workflows, systems, constraints, and success criteria.
• Design and deliver tailored product demonstrations that connect Variance to customer pain points in fraud, risk, and identity operations.
• Build proof-of-concepts and pilot environments for customer-specific use cases.
• Partner with account executives to advance complex deals by addressing technical objections and reducing implementation risk.
• Serve as the primary technical counterpart during pre-sales for buyers, architects, security teams, and operational stakeholders.
• Answer questions about product, architecture, integration, data flows, and security.
• Work with product and engineering teams to turn prospect feedback into roadmap insights and product improvements.
• Improve demo assets, solution narratives, technical collateral, and repeatable playbooks to standardize the technical sales motion.

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed