Sales Engineer

Valence • Toronto, ON

6d • Hybrid

About The Position

Valence is hiring Sales Engineers to serve as the technical voice in its largest enterprise deals. The role spans customer engagements from the first meeting through signature: understanding customer systems, explaining how Nadia fits into them, distinguishing existing product capabilities from configuration or custom work, and writing technical scopes for delivery teams. The Sales Engineer works with customers and internal engineering teams to identify appropriate technical discussions, establish realistic timelines, and guide customers toward deliverable solutions.

The role also owns mapping client architectures, producing technical specifications for integrations, identifying and defining implementation risks for unfamiliar systems, and handing work off to engineering and forward-deployed engineering teams. Sales Engineers contribute reusable technical assets and build tailored demonstrations or lightweight prototypes using AI tools, scripting, APIs, or product configuration.

Two positions are open: one based in New York, New York, and one in London, United Kingdom. Each requires working in the office at least three days per week. Remote candidates elsewhere in the relevant region may be considered. The role involves regular travel to customer sites for launches and executive business reviews, collaboration across time zones, and valid work authorization in the country of hire.

Requirements

• At least 3 years of experience in sales engineering, solutions architecture, or a customer-facing engineering role at a B2B SaaS company selling to large enterprises.
• Hands-on fluency with enterprise integration patterns, including REST and SOAP APIs, SFTP and batch file feeds, webhooks, SSO (SAML/OIDC), and SCIM provisioning.
• Comfort with enterprise security and compliance discussions, including SOC 2, data retention, encryption and BYOK, single- versus multi-tenant architecture, and cloud networking such as private connectivity.
• Experience scoping work delivered by other engineers and taking ownership of whether the scope was correct.
• Clear writing skills, including the ability to turn a discovery call into a concise architecture document and list of open questions.
• Sound judgment under pressure and the ability to remain calm and honest with demanding customers when a deal is at stake.
• AI fluency, including everyday use of AI tools and the ability to explain how LLM products are prompted, grounded, and evaluated, as well as where they fail.
• A builder's instinct and ability to create tailored demos or lightweight prototypes using AI tools and coding agents, with scripting such as Python or JavaScript, APIs, or product configuration.
• Comfort working with colleagues across time zones.
• Valid work authorization for the country of hire.

Nice To Haves

• Experience with HRIS and talent systems, especially Workday, or with Microsoft Teams and the Microsoft 365 ecosystem.
• Experience helping customers evaluate AI quality, such as developing evaluation sets or success criteria.
• Experience as an early or first Sales Engineer at a growth-stage company.

Responsibilities

• Lead technical discovery with enterprise buyers, HR technology owners, IT, and InfoSec.
• Explain Nadia's architecture and how enterprise systems and requirements—including SSO, SCIM, HRIS synchronization, Teams deployment, data residency, and encryption keys—fit customer environments.
• Map customer architectures; distinguish standard connectors, configuration, and custom work; and write technical scopes for statements of work.
• Coordinate with Engineering to set realistic timelines and route work to core engineering, forward-deployed engineering, or solutions engineering.
• Conduct security reviews and questionnaires and respond to CISO and IT discussions with clear, accurate information.
• Guide customer discussions toward solutions that can be delivered, pushing back or proposing alternatives when needed.
• Build reusable reference architectures, security answers, and scoping templates to accelerate future deals.
• Use AI tools and AI-first principles to create tailored demonstrations and quick prototypes showing how Nadia works with customer frameworks, data, and systems.
• Own technical specifications for customer integrations, identify and define implementation risks for systems not previously integrated, and hand work off to engineering and forward-deployed engineering teams.

Benefits

• Competitive salary including base pay and performance bonus.
• Comprehensive medical, dental, and vision coverage from day one.
• Generous paid time off, company-wide R&R shutdowns, and paid parental leave.
• Retirement plan support, including 401(k) or pensions.
• Meaningful equity in a venture-backed company, with performance-based top-up grants.

What This Job Offers

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