Senior Sales Engineer

About This Role

Lead technical pre-sales for Gray Swan's AI security platform, acting as a trusted technical advisor to enterprise customers. Partner with Account Executives on complex opportunities, owning the technical narrative from discovery through close.

Responsibilities

• Serve as the technical lead on enterprise sales opportunities, partnering with Account Executives to shape deal strategy and execution
• Lead technical discovery with customer security, AI, and platform teams to understand architectures, threat models, and operational constraints
• Define technical win strategies, including solution design, evaluation plans, and success criteria
• Act as a trusted technical advisor to senior customer stakeholders throughout the buying process
• Articulate and demonstrate how the Gray Swan platform identifies vulnerabilities in and protects modern AI systems
• Design deployment architectures for integrating Gray Swan across development, deployment, and runtime environments
• Advise customers on best practices for AI security, governance, and operationalization
• Design, build, and maintain compelling demo environments tailored to customer use cases
• Lead proofs of concept and pilots that clearly demonstrate value and differentiation
• Address deep technical, architectural, and security objections with confidence and authority

Requirements

• 7-12+ years of experience in sales engineering, solutions engineering, security engineering, technical consulting, or related roles
• Strong understanding of modern AI/ML systems, including LLM-based applications and agentic architectures
• Solid grounding in security concepts such as threat modeling, monitoring, detection, and response, with the ability to reason about adversarial systems
• Familiarity with cloud-native architectures (AWS, GCP, Azure), APIs, distributed systems, and enterprise platforms
• Prior experience supporting or selling security, infrastructure, AI, or developer platforms
• Proven experience engaging with CISOs, security architects, ML engineers, and platform leaders
• Track record supporting complex, multi-stakeholder enterprise deals

Qualifications

• 7–12+ years of experience in sales engineering, solutions engineering, security engineering, technical consulting, or related roles

Nice to Have

• Entrepreneurial mindset and enjoyment of working at an early-stage, high-growth startup
• Desire to help shape how Gray Swan sells and positions its platform in the enterprise market
• Enjoyment of working directly with customers and excel at demos, storytelling, and problem-solving
• Motivation by Gray Swan’s mission to make AI systems safer and more trustworthy

Skills

* Required skills

Benefits