Enterprise Sales Engineer

Summary

Ambient.ai is a company creating agentic physical security solutions that integrate with security cameras and physical access control systems. The Enterprise Sales Engineer will support strategic accounts by delivering product demonstrations, leading technical evaluations and pilots, translating technical capabilities into business value, and partnering with Sales, customers, channel partners, and internal teams.

Responsibilities

• Partner with Regional Sales Managers to support complex sales cycles across select in-region Enterprise accounts, as well as channel sales and high-value Commercial opportunities
• Deliver compelling product demos and presentations to both technical and non-technical audiences across Enterprise, channel, and Commercial customer segments
• Support and lead technical evaluations, pilots, proof of concepts, and proof of value engagements with customers and partners
• Help customers and partners understand the technical and business value of Ambient.ai by connecting platform capabilities to their security priorities and operational goals
• Build trusted relationships with customer stakeholders, channel partners, and internal teams by providing technical guidance, answering questions, and recommending thoughtful solutions
• Collaborate cross-functionally with Product, Customer Success, Channel, and Engineering to share customer feedback, represent field needs, and help improve the product and customer experience
• Contribute to proposals, technical validation plans, partner enablement, and account strategy in partnership with Sales
• Support partner-facing technical conversations and help enable channel partners to effectively position and represent Ambient.ai
• Bring a consultative mindset to solving customer problems and helping move opportunities forward with strong preparation and execution across Enterprise, channel, and Commercial motions

Skills

• 2–3+ years of experience in a Sales Engineering, Solutions Engineering, or similar customer-facing technical pre-sales role
• Experience supporting technology sales in Enterprise, channel, and/or Commercial environments, ideally in SaaS and/or innovative hardware-enabled solutions
• Demonstrated success partnering with Sales on technical evaluations and multi-stakeholder customer engagements
• Strong presentation and communication skills, with the ability to explain technical concepts clearly to a variety of audiences, including direct customers and partners
• Solid understanding of L2 switching, including VLANs, limitations of L2 vs. L3, and physical vs. logical network isolation
• Working knowledge of Linux networking basics, such as assigning IP/mask/gateway to NICs and configuring redundancy/failover concepts
• Familiarity with cloud environments such as AWS, Azure, or GCP
• Strong cross-functional collaboration skills and a customer-first mindset
• Ability to operate effectively across multiple routes to market, including direct sales, channel-led opportunities, and Commercial accounts
• Bachelor's degree in Computer Science, Engineering, or a related field, or equivalent practical experience
• Highly motivated, resourceful, and eager to learn in a fast-paced environment
• Familiarity with security cameras, video management systems, or physical access control systems (PACS)
• Experience with business value selling, proof-of-value frameworks, or security-related technology environments
• Exposure to Fortune 1000 or large distributed enterprise customer environments
• Experience supporting or enabling channel partners in a pre-sales capacity

Qualifications

Must Haves

• 2–3+ years of experience in a Sales Engineering, Solutions Engineering, or similar customer-facing technical pre-sales role
• Experience supporting technology sales in Enterprise, channel, and/or Commercial environments, ideally in SaaS and/or innovative hardware-enabled solutions
• Demonstrated success partnering with Sales on technical evaluations and multi-stakeholder customer engagements
• Strong presentation and communication skills, with the ability to explain technical concepts clearly to a variety of audiences, including direct customers and partners
• Solid understanding of L2 switching, including VLANs, limitations of L2 vs. L3, and physical vs. logical network isolation
• Working knowledge of Linux networking basics, such as assigning IP/mask/gateway to NICs and configuring redundancy/failover concepts
• Familiarity with cloud environments such as AWS, Azure, or GCP
• Strong cross-functional collaboration skills and a customer-first mindset
• Ability to operate effectively across multiple routes to market, including direct sales, channel-led opportunities, and Commercial accounts
• Bachelor's degree in Computer Science, Engineering, or a related field, or equivalent practical experience
• Highly motivated, resourceful, and eager to learn in a fast-paced environment

Nice to Haves

• Familiarity with security cameras, video management systems, or physical access control systems (PACS)
• Experience with business value selling, proof-of-value frameworks, or security-related technology environments
• Exposure to Fortune 1000 or large distributed enterprise customer environments
• Experience supporting or enabling channel partners in a pre-sales capacity

Benefits

• Regular full-time employees receive stock options for the opportunity to share in the success of our company
• Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan)
• Flexible time off to rest and recharge, including Winter Break (time off between Christmas and New Year’s for most roles depending on customer demand)
• The latest tech and awesome swag will be delivered to your door
• A full range of opportunities to connect with your awesome co-workers