Sales Engineer

Montera • San Francisco, CA

1d • Remote

About The Position

Montera is seeking a Principal Sales Engineer to serve as the client-facing engineering authority for sales activity with hyperscalers and AI-native cloud and model providers. The role sits within the Product team, reports to the CTO, and partners with the SVP of Business Development & Hyperscale Accounts, who owns commercial relationships and pursuit strategy. It is a senior individual-contributor role in Montera’s Principal Engineering & Architecture Leadership family.

The Principal Sales Engineer presents Montera’s reference designs, power and cooling approach, delivery model, and campus capabilities to customer engineering, infrastructure, real estate, and procurement teams. The role translates customer requirements into actionable direction for design teams and communicates design and delivery constraints to customers and sales. It also requires understanding how private-equity sponsors, lenders, and multi-customer campus governance structures influence customer commitments, 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 roles 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 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 network among hyperscaler and AI-infrastructure engineering, real estate, and procurement teams, with the credibility to develop and sustain those relationships.
• Sound commercial judgment, confidentiality discipline, and ability to communicate clearly 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 presentations 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 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 of 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 data center design and engineering leaders to scope and confirm deliverability of customer-specific modifications, and feed customer and market intelligence into product strategy and reference-design evolution.
• Own technical content for RFIs, RFPs, and customer technical diligence; coordinate accurate responses across design, development, delivery, and operations, and prepare technical exhibits supporting lease and contract negotiations.
• Ensure customer-facing technical positions are consistent with lender, equity sponsor, and independent-engineer diligence expectations, and support diligence sessions with those parties.
• Advise sales and design on how multi-customer campus governance affects site design, including demarcation, shared and dedicated utilities, interconnection and substation ownership, metering, access zoning, and phased expansion rights; reflect constraints in master plans.
• Represent the voice of the customer within the Product team and regularly report pursuit status, technical risks, and open decisions to the CTO and SVP of Business Development.

Benefits

• Montera pays 90% of health premiums 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 reimbursed for approved courses, certifications, conferences, and professional development opportunities.
• Remote work stipend.
• Competitive total compensation; stated reasonable compensation range is $175,000–$225,000 per year.

What This Job Offers

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