Sales Engineer

ABOUT TRAY.AI http://Tray.ai

Tray.ai http://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.

Companies like Cisco, Airbnb, FedEx, CrowdStrike, and Capital One trust Tray.ai http://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.

And we're just getting started. We have a bold roadmap for where enterprise AI goes next, new ways for teams to build and ship what they need, with IT firmly in control, and the SEs we hire now will be at the front of taking it to market. This is a chance to get in ahead of the curve.

THE ROLE

As a Sales Engineer at Tray.ai http://Tray.ai, you are the technical strategist and trusted advisor in every deal. You partner with 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.

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 are deliberately open in the background. We would rather hire raw, fast-rising talent with a broad range and obvious momentum than a deeply specialized SE who is set in one way of working. The market is moving fast; we want people who are moving faster.

WHAT YOU'LL DO

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. 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.

WHAT WE'RE LOOKING FOR

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; we care more about how fast you can pick something up than what you already know.

• Organized and reliable, you track commitments and never make someone chase you.

EXPERIENCE

We're flexible here on purpose. A typical fit has ~3+ years in pre-sales, solutions engineering, or technical consulting, ideally with exposure to SaaS, iPaaS, automation, or AI platforms, and experience with complex enterprise cycles and POC execution. But we will happily look at less conventional backgrounds, strong builders, technical founders, or fast-rising ICs from adjacent roles, where the four traits are obviously present.

SALARY

If hired in the state of California, the on target total compensation for this role is $200,000-$240,000 annually.

Our salary range is based on paying competitively for our size, industry, and location of the role, and are one part of many other compensation, benefit and reward opportunities we provide, including stock options.

Individual pay rate decisions are based on a number of factors including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company. The range above is a good faith estimate based on the expectations as laid out in the job description, however we are often open to a wide variety of profiles and recognize that the person we hire may be less or more experienced than this job description as posted. For this reason, the actual salary may vary from the estimate provided above.

LOCATION

Although Tray.ai http://Tray.ai is a remote-first organization, this Sales Engineer will be supporting our west coast clients and Bay Area-based Enterprise Account Executives. Due to the nature of this work, we are prioritizing candidates based in the San Francisco Bay Area.

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