Senior Sales Engineer

Pivotal•California - Remote, CA

10d•$130,000 - $164,000•Onsite

About The Position

Pivotal is seeking a Senior Sales Engineer to bridge its technical teams, customers, and commercial organization. The role translates complex aircraft capabilities into compelling customer solutions, supports the sales process from initial engagement through close, and helps customers understand how Pivotal aircraft can meet their operational needs. The ideal candidate combines technical aptitude, commercial experience, and strong communication skills, and can engage technical and executive stakeholders, deliver demonstrations and presentations, identify customer requirements, and collaborate across teams to develop solutions that support business growth. The position is based onsite at Pivotal’s headquarters in Palo Alto, California. Applicants must be eligible for employment in the United States and willing to work onsite. Travel is required for customer meetings, demonstrations, industry events, and other business needs. The salary range is $130,000–$164,000 per year. Pivotal offers medical, dental, vision, and 401(k) plans.

Requirements

Bachelor’s degree in Engineering, Aerospace, Mechanical Engineering, Business, or a related field, or equivalent practical experience.
At least 5 years of experience in sales engineering, solutions engineering, technical sales, or a customer-facing technical role.
Ability to understand complex technical products and communicate their value clearly to technical and nontechnical audiences.
Experience supporting complex sales cycles, including technical discovery, solution development, presentations, and customer evaluations.
Strong presentation, communication, and relationship-building skills.
Ability to collaborate effectively across commercial, engineering, product, and operations teams.
Strong analytical and problem-solving skills, including the ability to connect customer requirements to practical technical solutions.
Willingness to travel for customer meetings, demonstrations, industry events, and other business needs.
Must be eligible for employment in the United States and willing to work onsite at Pivotal’s headquarters in Palo Alto, California.

Nice To Haves

Experience in aerospace, aviation, electric vehicles, advanced mobility, robotics, defense, or other technically complex industries.
Familiarity with aircraft systems, performance specifications, operational requirements, or aviation regulations.
Experience supporting enterprise, government, defense, or other complex customer accounts.
Experience with CRM platforms and sales pipeline management.
Pilot certification, aviation operations experience, or other relevant aviation credentials.
Experience working in a fast-paced environment with evolving products and customer requirements.

Responsibilities

Partner with the sales team to understand customer needs, qualify opportunities, and develop technical sales strategies.
Serve as a technical point of contact for prospective and existing customers, explaining aircraft capabilities, performance, operating requirements, and technical specifications.
Lead technical discovery conversations to understand customer use cases, operational environments, and business objectives.
Develop and deliver technical presentations, product demonstrations, proposals, and other sales materials tailored to customer needs.
Translate customer requirements into technical recommendations and collaborate with engineering, product, flight operations, and other internal teams to evaluate solutions.
Support customer evaluations, demonstrations, and proof-of-concept activities throughout the sales cycle.
Respond to technical questions, address customer concerns, and communicate product capabilities and limitations accurately.
Support development of sales enablement materials, technical documentation, FAQs, and competitive positioning.
Gather customer feedback and market insights to inform product development, commercial strategy, and future opportunities.
Build trusted relationships with customers, partners, and internal stakeholders to support long-term commercial success.
Manage multiple opportunities and customer engagements while maintaining accurate documentation and follow-through.