Sr. Sales Engineer, New Business

Nylas • Toronto, ON

4d • $120,000 - $170,000

About The Position

Nylas is looking for a Sales Engineer to drive technical success throughout the sales process. This is a pre-sales role focused on new customer acquisition. As a Sales Engineer, you'll serve as the primary technical advisor during evaluations, helping prospects understand how Nylas fits into their architecture, validating technical requirements, and building confidence in their decision to partner with us. You will work closely with Account Executives, engineering leaders, architects, product teams, and executive stakeholders. Your success will be measured by your ability to accelerate evaluations, remove technical barriers, influence buying decisions, and contribute to closed revenue. This is not a post-sales implementation, support, or Professional Services role. While you'll help prospects validate solutions and navigate technical evaluations, delivery and long-term customer implementation are owned by our Professional Services and Customer Success teams after the sale is complete. If you enjoy combining technical expertise, customer engagement, solution design, and direct business impact, this role is for you.

Requirements

• 3–6 years of experience in Sales Engineering, Solutions Engineering, Solutions Consulting, or Developer Relations at a SaaS, developer tools, API, infrastructure, or platform company.
• Proven experience supporting complex software sales cycles and influencing technical buying decisions.
• Demonstrated success helping drive six-figure or enterprise software opportunities.
• Strong proficiency in at least one backend programming language such as Python, Node.js, Java, Ruby, or similar.
• Experience working with REST APIs, webhooks, OAuth, authentication, and modern integration patterns.
• Ability to quickly understand customer architectures and recommend practical implementation approaches.
• Strong consultative discovery skills with the ability to uncover technical and business requirements.
• Excellent written and verbal communication skills, including the ability to engage both technical and executive audiences.
• Comfortable operating in a fast-paced, high-growth environment with a high degree of ownership and autonomy.
• Passion for developer experience and helping software companies build great products.

Nice To Haves

• Experience with email, calendar, or communications technologies, including Google Workspace, Microsoft Exchange, IMAP, SMTP, or related systems.
• Experience selling to engineering, product, platform, or CTO organizations.
• Familiarity with CRM platforms such as HubSpot, Salesforce, or similar ecosystems.
• Experience at a product-led growth (PLG), API-first, or developer-focused company.

Responsibilities

• Own the Technical Sales Process: Partner with Account Executives as the primary technical resource on net-new opportunities from discovery through contract signature.
• Develop and execute technical win strategies that identify risks early, build stakeholder alignment, and drive successful evaluation outcomes.
• Lead technical discovery sessions to understand prospect architectures, business objectives, integration requirements, and success criteria.
• Design and deliver tailored demonstrations, solution architectures, and technical presentations that connect Nylas capabilities to customer needs.
• Guide prospects through technical evaluations and proof-of-concept activities, helping them validate business and technical outcomes.
• Accelerate Customer Evaluations: Build lightweight proof-of-concept integrations, code samples, and demo environments that help prospects evaluate Nylas effectively.
• Provide hands-on technical guidance around APIs, authentication, webhooks, and integration best practices.
• Support technical due diligence activities, including security reviews, architecture discussions, and RFP responses.
• Create prospect-specific technical resources and documentation when needed to accelerate decision-making.
• Influence Product and Go-to-Market Strategy: Act as the voice of the prospect by surfacing product feedback, competitive insights, and technical objections to Product and Engineering teams.
• Partner with Product, Engineering, Marketing, Professional Services, and Customer Success to improve evaluation experiences and sales effectiveness.
• Contribute reusable demos, integration patterns, technical assets, and enablement materials that scale across the organization.
• Help educate internal teams on common technical objections, competitive positioning, and emerging customer requirements.

Benefits

• The estimated total OTE (base + variable) range for this position is $105,000 - $155,000 CAD with an 80/20 split. Actual compensation will be determined based on individual qualifications, which are objectively assessed during the interview process. Factors influencing salary include knowledge, skills, experience, and abilities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed