Enterprise Sales Engineer

Responsibilities

• Lead technical discovery with enterprise prospects to understand workflows, systems, and success criteria
• Design and deliver tailored product demos mapping Variance to customer pain points in fraud and risk
• Build proof-of-concepts and pilot environments for customer-specific use cases
• Partner with account executives to address technical objections and reduce implementation risk
• Act as the primary technical counterpart for buyers, architects, and security teams
• Translate prospect feedback into roadmap insights for product and engineering teams
• Standardize the technical sales motion through improved demo assets and technical collateral

Requirements

• 5+ years in Sales Engineering, Solutions Engineering, or Solutions Architecture
• 3+ years supporting enterprise software sales cycles with large or regulated customers
• Proven experience in technical discovery, demo design, and pilot execution
• Strong ability to explain APIs, integrations, architecture, and security
• Proficiency in Python, Java, TypeScript, or similar languages for building prototypes
• Strong understanding of LLMs, GenAI, and agentic workflows
• Excellent communication skills and executive presence

Preferred Qualifications

• Experience in fraud, risk, identity, compliance, or financial services
• Experience with enterprise SaaS or AI platforms
• Familiarity with enterprise security, privacy, and governance concerns
• Experience working with buyers in regulated industries like fintech or banking

Benefits

• Platinum-level medical, dental, and vision insurance
• Unlimited PTO, sick leave, and parental leave
• $100 monthly reimbursement for personal health and wellness
• Free lunch and dinner
• 401(k) plan

About the Company

Variance is building AI agents for high-stakes risk investigations, fraud, and identity reviews. We are a talent-dense team in San Francisco serving Fortune 500s and global marketplaces.