Sales Engineer

Tray.ai•San Francisco, CA

7d•Remote

About The Position

Tray.ai is the enterprise orchestration platform for data and AI. We unify AI agent building (Merlin Agent Builder), MCP governance (Agent Gateway), integration across 700+ apps, and automation on a single platform — so enterprises can stop wrangling AI and start orchestrating it. Companies like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One trust Tray.ai to power their most critical processes. We've been named a Gartner Visionary for iPaaS three years running, a Pioneer in the 2026 Gartner Emerging Market Magic Quadrant for No-Code Agent Builders, and included in the Gartner 2026 Hype Cycle for Agentic AI. Our customers ship their first agent or integration in under a week, deliver integrations 10x faster than legacy iPaaS, and see 60%+ cost reduction when consolidating onto Tray. Why Join Tray.ai ? Own real impact — With a lean, high-performing SE team, your work directly influences revenue and customer outcomes Work at the frontier of AI — Help enterprises deploy AI agents at scale during the most transformative period in enterprise software Grow as a leader — We invest in developing our SEs into strategic technical leaders, not just demo jockeys Collaborate with smart, driven people — A team that values curiosity, clear thinking, and getting things done Role Overview As a Sales Engineer at Tray.ai, you are a technical strategist and trusted advisor in every deal. You'll partner with Account Executives to run the technical sale end-to-end: leading discovery, architecting solutions, delivering demos, executing POCs, and driving deals to close. This isn't an order-taking role — we need someone who takes ownership of the technical thread, proactively moves deals forward, and brings a strong point of view on how to win. You'll be working with enterprise prospects evaluating AI agent platforms, integration solutions, and automation strategies. The ability to go deep technically while connecting everything back to business value is what separates great SEs from good ones.

Requirements

Strong foundation in APIs, cloud platforms (AWS, GCP, Azure), and enterprise integration patterns
Experience with AI/ML concepts, LLMs, and agentic architectures — you don't need to be a data scientist, but you need to speak credibly about AI with technical buyers
Ability to architect solutions across complex enterprise environments and handle tough technical questions with precision and honesty
Comfort building demos, POC environments, and technical assets that bring solutions to life
Customer Engagement & Presentation Skills
Confident, polished presenter who can adapt messaging for technical builders, IT leaders, and C-suite audiences
Strong discovery skills — you ask the right questions before jumping into solutions
Composure under pressure: you handle curveballs, unexpected objections, and live demo issues without breaking stride
Natural rapport builder who earns trust quickly with prospects and customers
Deal Ownership & Problem-Solving
You don't wait to be told what to do — you see what a deal needs and you go do it
Strong organizational skills: you track commitments, hit deadlines, and never make someone chase you for a deliverable
Strategic thinker who can influence deal approach, not just execute the technical track
Comfortable managing multiple deals simultaneously without dropping balls
Communication & Collaboration
Proactive communicator who keeps AEs and stakeholders informed without being asked
Constructive collaborator who voices concerns and ideas openly
Receptive to feedback and committed to continuous improvement
Positive, consistent attitude across all engagements — not just the ones you're excited about
3+ years in a pre-sales, solutions engineering, or technical consulting role
Experience in SaaS, iPaaS, automation, or AI platforms preferred
Track record of supporting complex enterprise sales cycles
Experience with POC execution and technical evaluations

Responsibilities

Own the Technical Sale
Lead discovery conversations to deeply understand prospect challenges, technical environment, and success criteria before ever opening the product
Design and deliver tailored demos that lead with business outcomes, not feature walkthroughs
Architect solutions using Tray's platform that address real customer problems — not theoretical ones
Build and execute POCs with clear success criteria, milestones, and stakeholder alignment
Drive the technical close: anticipate objections, remove blockers, and create technical close plans
Be a Strategic Deal Partner
Proactively identify what's needed to win each deal and execute without being asked
Influence deal strategy alongside AEs — not just respond to technical questions
Own follow-through on all technical commitments within agreed timeframes
Keep AEs and stakeholders informed proactively throughout deal cycles
Build & Share Expertise
Stay current on AI agents, LLMs, MCP, and the rapidly evolving automation landscape
Translate complex AI concepts into clear business value for both technical and executive audiences
Contribute to team knowledge: share learnings, build reusable assets, and help elevate the SE org
Represent Tray externally through workshops, webinars, and industry events