Sales Engineer

Tray.ai•New York, NY

3d•$200,000 - $240,000•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. We have a bold roadmap for where enterprise AI goes next, new ways for teams to build and ship what they need, with IT firmly in control, and the SEs we hire now will be at the front of taking it to market. This is a chance to get in ahead of the curve.

Requirements

Consultative. You have a strong bedside manner, you earn trust quickly, make people feel heard, and guide rather than pitch.
Technical breadth. You cover a lot of ground. You don't need to be a deep expert in any one domain, but you naturally demonstrate range across APIs, cloud, data, integration, and AI, and you can go a level deeper than the buyer on demand.
AI early adopter. You're clearly leaning into AI. You use these tools yourself, you have opinions, and you can speak credibly about agents, LLMs, and where the technology is going.
Proactive. You take ownership of delivery and go above and beyond to help people get there. You see what's needed and do it without being told.
Confident, adaptable presenter who can shift between technical builders, IT leaders, and the C-suite, and who keeps composure when a demo or a question goes sideways.
Strong discovery instincts, you ask the right questions before reaching for a solution.
Genuine learning agility. We're moving toward new, fast-changing ways of building software; we care more about how fast you can pick something up than what you already know.
Organized and reliable, you track commitments and never make someone chase you.
Approximately 3+ years in pre-sales, solutions engineering, or technical consulting.
Ideally with exposure to SaaS, iPaaS, automation, or AI platforms.
Experience with complex enterprise cycles and POC execution.

Nice To Haves

Broad range and obvious momentum
Less conventional backgrounds, strong builders, technical founders, or fast-rising ICs from adjacent roles, where the four traits are obviously present.

Responsibilities

Own the technical sale. Lead discovery to deeply understand a prospect's challenges, technical environment, and success criteria before opening the product.
Design and deliver tailored demos that lead with business outcomes.
Architect solutions on Tray's platform that solve real problems.
Build and execute POCs with clear success criteria and stakeholder alignment.
Drive the technical close: anticipate objections, remove blockers, and write technical close plans.
Be a strategic deal partner. Proactively identify what each deal needs to win and execute without being asked.
Influence deal strategy alongside AEs rather than just answering technical questions.
Own follow-through on every technical commitment within agreed timeframes, and keep AEs and stakeholders informed proactively.
Help technical and business buyers reason through their own use cases and build working examples when it accelerates the deal.
Translate the platform's shift toward letting teams generate applications with AI into clear value for both engineers and executives.
Stay current on AI agents, LLMs, MCP, and the rapidly evolving automation landscape.
Contribute reusable assets and learnings that elevate the SE org.
Represent Tray externally through workshops, webinars, events, and content.