Sales Engineer

This is a fully remote position, open to applicants in Massachusetts, +1 more state.

📋 Description

• Collaborate with Account Executives to conduct structured discovery, qualify prospects, and align customer challenges with quantifiable business results.

• Develop, configure, and present value-oriented demonstrations customized to the specific industry, data, and processes of the prospect.

• Organize, execute, and finalize proofs of concept (POCs) with well-defined success criteria, timelines, and outcomes.

• Create and showcase AI-driven solutions on M-Files, encompassing intelligent metadata and classification, AI assistants, document and data extraction, workflow automation, and agent-driven processes.

• Develop integrations and extensions utilizing M-Files APIs, connectors, and low-code or scripted tools, linking M-Files with CRM, ERP, and collaboration platforms.

• Guide customers on the responsible adoption of AI, focusing on data quality, security, access control, governance, and compliance with regulations.

• Clarify the capabilities and limitations of AI features, integrate solutions into customer architectures, and address technical objections.

• Document technical specifications, integration requirements, and proposed solution designs for Services and implementation teams.

• Provide technical thought leadership through workshops, webinars, solution briefs, and reusable demo materials.

• Establish trusted advisor relationships with both technical and business stakeholders.

• Assist in advancing deals, converting prospects, and identifying opportunities for expansion and upselling.

• Share customer insights, competitive intelligence, and feature gaps with Product and Engineering teams to influence the product roadmap.

• Monitor and report on pipeline influence, POC results, and demo effectiveness, using metrics to enhance performance.

⛳️ Requirements

• Bachelor's degree in Computer Science, MIS, Engineering, or a related field is preferred; equivalent practical experience is also valued.

• 3+ years in a pre-sales, solution consulting, or technical consulting role supporting complex software sales cycles, particularly in enterprise SaaS, content services, workflow, or automation.

• Proficient programming knowledge: comfortable reading and writing code in languages such as Python, JavaScript/TypeScript, or C#, and working with REST APIs, JSON, webhooks, and SQL.

• Practical knowledge of modern AI concepts: large language models, retrieval-augmented generation (RAG), prompt design, AI agents and tool usage, and the Model Context Protocol (MCP) or similar integration standards, along with clear perspectives on accuracy, hallucination risk, data privacy, and AI governance.

• Experience with automation and integration platforms and methodologies (workflow engines, iPaaS, low-code tools, event-driven integrations).

• Metric-focused: you establish goals, track outcomes such as POC win rates, demo-to-opportunity conversions, and sales cycle impacts, adjusting based on evidence.

• A natural problem solver and lifelong learner who stays updated with the rapidly evolving AI landscape and enjoys experimenting with new tools.

• A genuine passion for engaging with customers, asking insightful questions, and addressing their challenges with M-Files products.

• Exceptional written and verbal communication skills, with the ability to simplify complex technical concepts into clear, persuasive messages for both technical and non-technical audiences.

• Experience with document management, enterprise content management (ECM), metadata-driven, or intelligent document processing solutions.

• Familiarity with Microsoft 365, Teams, Salesforce, SAP, or other systems commonly integrated with M-Files.

• Knowledge of information security and compliance frameworks such as ISO 27001, GDPR, and SOC 2, as well as regulated industries like life sciences, manufacturing, financial services, or the public sector.

• Understanding of cloud and architecture concepts (Azure, AWS, identity and access management, APIs).

• Experience in building AI-powered prototypes, agents, or automations, or contributing to internal tools or open-source projects.

🏝️ Benefits

• 10 paid holidays each year

• Unlimited paid time off (PTO)

• 401K matching plan (25% of employee's contribution up to the IRS maximum)

• Health insurance options (PPO and HDHP/HSA plans available)

• Dental insurance coverage

• Vision insurance coverage

• Life insurance policy (1x employee salary)

• Short-term disability coverage (employer-funded)

• Long-term disability coverage (employer-funded)

• Flexible Spending Plan for medical and dependent expenses

• As a remote-enabled company, our employees benefit from the flexibility to create their own work-life balance.