Senior Sales Engineer

Tray.ai•San Francisco, CA

3d•Remote

About The Position

About Tray.ai 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. Our platform also includes Helix, the governed runtime for AI-built apps. Business teams build real, working apps fast with AI coding assistants like Claude Code, Cursor, and Codex — Helix takes them from prototype to production with a single command, running on Tray's managed runtime with enterprise SSO, managed authentication (no hardcoded secrets), a live registry of every app and its owner, and per-app cost and usage visibility. It's how teams build with AI at speed without IT losing control. 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. The Role As a Senior Sales Engineer at Tray.ai , you are the technical strategist and trusted advisor in every deal. You partner with Enterprise Account Executives to run the technical sale end-to-end, discovery, solution design, demos, POCs, and the technical close, across our orchestration and AI platform, on our largest and most complex opportunities. This is not an order-taking role. We need someone who owns the technical thread, moves deals forward without being asked, and brings a strong point of view on how to win. As our platform evolves, that increasingly means helping technical buyers think through how they'd build and ship their own use cases and, when it moves the deal, building them. We're looking for a seasoned SE who has done this at enterprise scale and is still hungry to build. You've run long, multi-stakeholder cycles, earned the trust of IT and architecture leaders, and won deals where the technical decision was the deciding one. But you haven't settled into one way of working: you're leaning hard into AI, you still build things yourself, and you want to help define how a new category gets sold.

Requirements

We're hiring for four traits above all else: 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.
Supporting strengths: 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; your experience matters, but how fast you can pick something new up matters just as much.
Organized and reliable, you track commitments and never make someone chase you.
Experience A typical fit has 6+ years in a customer-facing technical role, with at least 4 years in pre-sales, solutions engineering, or solutions architecture selling into enterprise IT.
You've owned the technical sale on complex, six- and seven-figure deals with long cycles, multiple stakeholders, and formal POCs, and you have a track record of winning them.
Experience with SaaS, iPaaS, integration, automation, or AI platforms is a strong plus.
You're senior, not set in your ways. We'll look for evidence that you still build things yourself, including with AI coding tools, that you run real discovery rather than the standard demo, and that the four traits above are obviously present.
Strong backgrounds in forward-deployed engineering, technical consulting, or founding a technical product are welcome too, if they include a clear record of selling into enterprise IT.

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.
Multi-thread across IT, security, architecture, and business stakeholders, and bring the technical owner and the business sponsor to a shared answer.
Own follow-through on every technical commitment within agreed timeframes, and keep AEs and stakeholders informed proactively.
Help buyers build what's next. Help technical and business buyers reason through their own use cases and build working examples when it accelerates the deal.
As our platform evolves toward letting teams generate applications with AI, you'll translate that shift into clear value for both engineers and executives.
Build and share expertise. 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.
Raise the bar for the team. Act as a senior voice in the SE org: mentor newer SEs, share what's working in the field, and help shape our demo, POC, and technical close playbooks.
Feed what you hear from customers back to Product to influence where the platform goes next.