Sales Engineer

DryvIQ, Inc.

About The Position

Welcome to DryvIQ, where brilliance meets collaboration. Our teams are comprised of innovative individuals who thrive on collective efforts to deliver unparalleled value to our customers. We work as a team to win as a team. With a contagious culture that champions growth and endless possibilities, we’ve built a dynamic environment that fosters creativity and teamwork. Why DryvIQ? Win Together, Deliver Better Outcomes, Faster: Be a part of a team that plays to win and delivers real impact. Perform the Best Work of Your Life: Thrive in an environment where your potential is unleashed, and the entire team is doing the best work of their lives. Grow Personally and Professionally: Experience a workplace that nurtures both aspects of your life. Channel Your Passion and Innovation: Join a culture where passion fuels innovation. Opportunity Summary DryvIQ sells complex, high-impact software into Fortune 1000 enterprises where unstructured content is both a risk and an opportunity. As a Senior Sales Engineer, you will be the technical quarterback for our most strategic deals: running discovery, shaping the solution, and proving value through compelling demos, workshops, and proof-of-value engagements. This is a critical role because the buyer’s bar is high: security, governance, scale, and speed all matter. You’ll partner tightly with Account Executives, Product, and Professional Services to de-risk decisions, shorten sales cycles, and set customers up for success from first call through handoff. If you thrive in technical storytelling, enjoy solving messy enterprise problems, and want to influence how we win and how we build, this role gives you meaningful ownership and visibility across the company.

Requirements

7+ years of experience in sales engineering, solutions engineering, solutions architecture, or a highly technical customer-facing role in B2B enterprise software.
Strong background in one or more of: unstructured data management, data classification, data governance, cybersecurity/data security, enterprise storage, cloud data platforms, or large-scale file migration programs.
Proven success proposing software solutions at multiple levels of a customer organization, from hands-on engineers to executive sponsors.
Ability to run solution discovery, solution overview, and technical deep dive sessions that align technical value to business outcomes.
Comfortable operating in cloud and hybrid environments; working knowledge of major cloud platforms (AWS, Azure, GCP) and security fundamentals.
Hands-on technical aptitude: can navigate logs, design architectures, and use scripting/automation (PowerShell and/or Python preferred).
Experience running POV/Pilot engagements with clear success metrics, tight timelines, and strong documentation.
Excellent written and verbal communication skills; can explain complex concepts simply and credibly.
Bias for action: resourceful, self-directed, and comfortable wearing multiple hats in a growth-stage company.
Bachelor’s degree in computer science, engineering, information systems, or related field (or equivalent practical experience).
Experience in enterprise SaaS, data management, or security technology necessary.

Nice To Haves

Strong knowledge of Microsoft-centric enterprise environments is a plus (e.g., Microsoft 365 and related services).

Responsibilities

Own the Technical Win Strategy
Lead customer discovery to uncover business drivers, constraints, success criteria, and the real decision process.
Translate requirements into a clear solution approach (architecture, scope, integration points, security posture, and rollout path).
Position DryvIQ’s differentiated value with confidence against competitive alternatives.
Partner with AEs to build a mutual plan, map stakeholders, quantify ROI, and drive next steps that keep deals moving.
Partner with Services and Product to ensure solution viability.
Deliver Demos, Workshops, and Technical Deep Dives
Design and deliver crisp, story-driven demos tailored to the customer’s environment, priorities, and data reality.
Facilitate technical workshops and deep dives with IT, security, and compliance stakeholders (including Microsoft-centric environments).
Create and maintain high-quality demo assets: datasets, scenarios, scripts, diagrams, and talk tracks.
Own and maintain the demo environment so it is reliable, current, and built to scale across the team.
Run Proof-of-Value / Pilot Engagements
Scope, plan, and execute proof-of-value engagements that demonstrate measurable outcomes (risk reduction, governance readiness, cost control, speed).
Coordinate with Professional Services and Engineering to ensure POVs are feasible, repeatable, and delivered on time.
Document results and recommendations in an executive-ready format that supports a confident buying decision.
Ensure a clean handoff: requirements, solution architecture, and success criteria captured so implementation starts on solid footing.
Create the playbook - Standardize POV frameworks, success metrics, and reusable artifacts across the field.
De-risk Security, Procurement, and Scale
Partner on RFP responses, InfoSec questionnaires, and architecture reviews; communicate clearly and accurately.
Support SOW development with solution scope, assumptions, and technical requirements.
Stay current on relevant competitive solutions, products, and market trends; bring insights back to the field and product teams.
Identify the highest-ROI gaps (process, content, tooling) that will improve win rates, ramp time, and time-to-value.
Support Channel and Partner-Led Deals
Enable partners and alliance teams with repeatable technical messaging, demo flows, and validation steps that help them sell and deliver confidently.
Participate in partner-led customer calls, workshops, and events to accelerate partner-sourced pipeline and close collaboration gaps.