Sr. Sales Engineer - Institutions

Addepar•New York, NY

10d•$146,000 - $182,000•Hybrid

About The Position

Addepar has experienced exponential growth in the Institutional market segment, which includes endowments, foundations, pensions, sovereigns, OCIOs, insurers, and alternative asset managers across all asset classes. Some of the largest asset owners in the world have chosen to partner with us deeply at the very core of their tech stack, and simultaneously, global alternative managers such as private equity, venture capital, and fund-of-funds are choosing Addepar to power their business and future growth strategy. NYC has been the Institutional team’s launchpad, and we are looking for a seasoned, client-focused Senior Sales Engineer to continue growing our global presence in the institutional vertical. This is an incredibly unique opportunity to help establish and grow a hyper-growth line of business within an already-global technology company. As a strategic partner throughout the sales process, you will lead high-stakes engagements with C-Suite executives and key stakeholders, leveraging your deep understanding of financial software and the investment management industry to position Addepar as a mission-critical component of their long-term business strategy. You will work with Account Executives to drive the technical side of the sales cycle. Internally, you will work with teams to ensure our prospects are abreast of the product development, workflows, and use cases at Addepar. You are a leader and subject matter expert that other internal teams can rely on — and one that prospects seek guidance from.

Requirements

7+ years in Sales Engineering or Solutions Architecture with a proven history of closing high-revenue enterprise deals and navigating global enterprise procurement.
Deep domain expertise in investment management and analysis across LPs and GPs. You understand where the industry is heading and can position Addepar accordingly.
Deep fluency in AI-driven software and modern data ecosystems. You can translate "data strategy" for a CTO and "efficiency" for a COO, while having multi-threaded discussions with investment teams — and champion AI-first workflows internally.
Confidence to guide high-stakes technical engagements and lead executive reviews for C-Suite stakeholders, navigating differing opinions.
You excel at high-level systems design, understanding how Addepar integrates into multi-vendor legacy architectures and can clearly articulate value throughout.
You connect technical milestones to tangible business value and ARR growth across the full lifecycle of a relationship.
Understanding of workflows embedded in and the concept of integrating complex data sets.
Knowledge of modern software architecture, database concepts, and API integration.
Effective oral and written communicator, able to work with all levels of an organization internally and externally.
Bachelor's degree required.
Applicants must be legally authorized to work in the United States for any employer without requiring current or future visa sponsorship (for example, employment-based visas such as H-1B, F-1/OPT, or similar), and must be authorized to begin work in the U.S. on their first day of employment.

Nice To Haves

CFA, CFP, or Master's degree a plus.
Flexibility to travel on short notice (10–20%).

Responsibilities

Act as the lead domain authority for fund managers, institutional allocators, and OCIOs.
Partner with Account Executives to design complex deal structures and multi-year expansion roadmaps.
Guide prospects and clients through the modernization of their workflows.
Demonstrate how migrating to the platform or adopting Addepar's AI-powered insights creates a vertically integrated ecosystem that outpaces their current setup.
Conduct executive-level discovery to identify systemic business inefficiencies, mapping them to a holistic technical vision that incorporates AI, data lakehouses, and third-party integrations.
Design and build tailored demo environments.
Run end-to-end, custom proof-of-concepts (POCs) including the ingestion of client data to showcase the platform's value.
Lead technical executive reviews for our largest existing relationships, identifying and delivering new platform value that directly drives incremental ARR.
Manage the technical portions of the sales cycle, including POCs, RFPs and RFIs, Statements of Work, and budgetary estimates.
Collaborate with Professional Services, Data, Implementation, Support, Finance, and Legal, as well as internal product and engineering teams.
Mentor teammates, establish and refine sales playbooks, and institutionalize standards for demos and technical validation.