Sales Engineer

Montera • San Francisco, CA

16d • $175,000 - $225,000 • Remote

About The Position

Montera is seeking a Principal Sales Engineer to serve as the client-facing engineering authority for sales pursuits with hyperscalers and AI-native cloud and model providers. The role sits in the Product team and reports to the CTO. It partners closely with the SVP of Business Development & Hyperscale Accounts, who owns commercial relationships and pursuit strategy, while the Sales Engineer owns technical credibility with customers.

This senior individual-contributor role presents Montera’s reference designs, power and cooling approach, delivery model, and campus capabilities to customer engineering, infrastructure, real estate, and procurement teams. It translates customer requirements into actionable guidance for design teams and communicates design and delivery constraints to customers and sales. The role also requires understanding campus financing and governance, including sponsor and lender diligence and the ways condominium or owners’-association structures affect site design, metering, access, and expansion rights.

Requirements

• Bachelor’s degree in Electrical, Mechanical, or a related engineering discipline.
• 12+ years of experience in data center or mission-critical infrastructure, including 5+ years in customer-facing sales/solutions engineering or pre-sales technical work at a hyperscale colocation provider, developer, or hyperscaler.
• Direct experience supporting hyperscale or AI customer pursuits through RFP, technical diligence, and contract negotiation, including multi-megawatt, multi-building campuses.
• Strong command of hyperscale data center power, cooling, and network systems, including high-density and liquid-cooled AI environments, and their effects on cost, schedule, and availability.
• Working understanding of campus financing and ownership, including PE sponsor and lender diligence, independent-engineer review, and the effects of condominium or owners’-association governance on site design and expansion.
• Exceptional presentation skills and a record of presenting to customer executives and technical committees while explaining complex topics accurately and clearly.
• Established relationships among hyperscaler and AI-infrastructure engineering, real estate, and procurement teams, with the credibility to open and sustain those relationships.
• Sound commercial judgment, confidentiality discipline, and ability to clearly communicate what Montera can and cannot commit to.

Nice To Haves

• Advanced degree or PE licensure.
• Experience at a hyperscale colocation or wholesale developer, or on the customer side.
• Familiarity with utility interconnection and flexible-load arrangements, $/W and yield-on-cost modeling, hyperscale lease exhibits, and presenting to lenders, rating agencies, or investment committees.

Responsibilities

• Serve as technical lead on assigned hyperscaler and AI-native customer pursuits, supporting the SVP of Business Development throughout the sales cycle, including first meetings, site tours, design workshops, and RFS/schedule reviews.
• Present campus designs, power and cooling architectures, interconnection strategy, and delivery schedules to customer executives and technical teams; represent Montera at industry conferences, customer forums, and standards groups.
• Conduct structured discovery into customer capacity ramps, rack and power density, liquid cooling, resilience tiers, network and fiber needs, security posture, and sustainability commitments; map requirements to reference architectures and document gaps, deviations, and cost or schedule consequences.
• Partner with the VP, Data Center Design and discipline leads in architecture, electrical, mechanical, controls, and networks to scope customer-specific modifications and confirm deliverability; provide market and customer intelligence for product strategy and reference-design evolution.
• Own technical content for RFIs, RFPs, and customer technical diligence by coordinating accurate, consistent responses across design, development, delivery, and operations; prepare technical exhibits supporting lease and contract negotiations.
• Ensure customer-facing technical positions are bankable and consistent with lender, equity sponsor, and independent-engineer diligence; support sponsor, lender, and technical-advisor diligence sessions.
• Advise sales and design on how multi-customer campus governance affects site design, including demarcation, shared versus dedicated utilities, interconnection and substation ownership, metering, access zoning, and phased expansion rights; reflect constraints in master plans.
• Act as the customer’s voice within the Product team and regularly report pursuit status, technical risks, and open decisions to the CTO and SVP of Business Development.

Benefits

• 90% of health premiums paid for employees and their dependents.
• Up to 8 weeks of paid time off per year, including holidays, PTO, and sick time.
• Up to 8 weeks of paid parental leave after 6 months of employment.
• 401(k) plan with immediate eligibility, no vesting requirement, and employer match contributions up to 6%.
• Up to $3,500 annually in reimbursement for approved courses, certifications, conferences, and professional development.
• Remote work stipend.
• Remote-first work flexibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal