Director, Sales Engineering

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the technical sales cycle for key enterprise and automotive OEM opportunities.

• Collaborate with Enterprise Sales Directors to assess opportunities, develop account strategies, and progress complex deals.

• Conduct technical discovery sessions with customer teams in areas such as perception, machine learning, simulation, autonomy, data infrastructure, validation, and engineering.

• Comprehend how customers gather and manage sensor data, train and assess models, reconstruct environments, run simulations, and validate the performance of autonomous systems.

• Convert customer workflows, technical requirements, and business goals into a well-defined Parallel Domain solution.

• Provide technically credible product demonstrations tailored to specific customer use cases and architectures.

• Design and facilitate proof-of-concept and evaluation projects with defined use cases, success criteria, stakeholders, timelines, and pathways to production.

• Ensure that technical evaluations align with commercial outcomes and opportunities for expansion.

• Assist customers in understanding how Parallel Domain integrates with existing autonomy stacks, APIs, development environments, data pipelines, and CI/CD workflows.

• Address technical objections, architectural concerns, security inquiries, integration needs, and competitive alternatives.

• Collaborate with Product and Engineering teams to define customer requirements without overcommitting or creating unsustainable solutions.

• Act as the voice of the customer internally by providing structured feedback on product gaps, recurring use cases, market demands, and competitive dynamics.

• Establish repeatable sales engineering processes, including discovery frameworks, demo assets, technical qualification standards, POC templates, and evaluation scorecards.

• Create technical documentation such as solution briefs, architecture diagrams, technical proposals, evaluation plans, and responses to customer needs.

• Support the transition from technical validation to onboarding, deployment, and expansion.

• Represent Parallel Domain at customer meetings, automotive and autonomy conferences, technical events, and industry forums.

• Help shape the future structure, hiring profile, and operational model for the Sales Engineering function.

• Create a consistent technical discovery and qualification process.

• Develop a repeatable evaluation and POC framework.

• Become a trusted technical partner for the enterprise sales team.

• Independently conduct customer demonstrations, architecture discussions, and evaluations.

• Reduce reliance on Product and Engineering for routine technical sales activities.

• Enhance the quality, speed, and commercial conversion of customer evaluations.

• Assist in establishing a scalable technical go-to-market function supporting automotive, robotics, drones, trucking, agriculture, defense, and other physical AI markets.

⛳️ Requirements

• 8+ years of professional experience in technical software, infrastructure, machine learning, simulation, autonomy, robotics, developer tools, or a related field.

• 5+ years of experience in sales engineering, solutions architecture, customer engineering, technical consulting, or another customer-facing technical role.

• Proven experience supporting complex enterprise sales cycles that include technical evaluations, proofs of concept, architecture reviews, and multiple customer stakeholders.

• Demonstrated ability to interact directly with engineering-oriented buyers, gaining credibility through effective technical discovery and communication.

• Experience with autonomous systems, AV or ADAS development, robotics, simulation, synthetic data, computer vision, machine learning infrastructure, sensor data, developer platforms, or data infrastructure.

• Familiarity with machine learning development and validation workflows.

• Ability to understand and discuss APIs, cloud infrastructure, data pipelines, model evaluation, and software integration patterns.

• Strong capability to translate technical features into customer benefits and measurable business results.

• Experience in defining evaluation success criteria and transitioning customers from proof of concept to production adoption.

• Excellent written and verbal communication skills across engineering, product, executive, and commercial audiences.

• Strong judgment regarding when to configure, integrate, escalate, push back, or involve Product and Engineering teams.

• Comfortable operating in an early-stage environment with uncertainty, limited processes, and high ownership.

• Ability to create repeatable systems while being actively involved in customer execution.

• Willingness to travel regularly within the United States.

• Prior experience as a software engineer, ML engineer, simulation engineer, solutions architect, or technical product leader.

• Experience in selling to automotive OEMs, Tier 1 suppliers, autonomy companies, robotics firms, drone manufacturers, or other physical AI organizations.

• Familiarity with camera, lidar, radar, or other sensor modalities.

• Understanding of perception development, model evaluation, scenario generation, closed-loop testing, or software-in-the-loop simulation.

• Proficient in Python, APIs, notebooks, cloud environments, or technical prototyping.

• Experience with production deployments of developer-facing, infrastructure, or data products.

• A track record of assisting in closing and expanding six- or seven-figure enterprise contracts.

• Experience building an early-stage sales engineering, solutions, or customer engineering function.

🏝️ Benefits

• $65,000 OTE

• Equity

• Full benefits

• Performance-based variable compensation