Sales Engineer

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

📋 Description

• Act as the technical lead for designated hyperscaler and AI-native customer engagements throughout the entire sales process, from initial meetings to contract finalization.

• Provide support for site tours, design workshops, and reviews of RFS/schedules.

• Deliver presentations on campus designs, power and cooling architectures, interconnection strategies, and delivery timelines to customer executives and technical teams.

• Represent Montera at industry conferences, customer forums, and standards organizations.

• Lead discussions on capacity increases, rack and power density, liquid cooling, resilience tiers, network and fiber requirements, security posture, and sustainability objectives.

• Align customer needs with reference architectures and document any gaps, deviations, and implications for costs and schedules.

• Collaborate with design and architecture leads on modifications specific to customer requirements and their feasibility.

• Incorporate market and customer insights into product strategy and the evolution of reference designs.

• Manage the technical components of RFIs, RFPs, and customer technical due diligence.

• Oversee the design, development, delivery, and operations to ensure consistent responses.

• Prepare technical exhibits to support lease and contract negotiations.

• Ensure that customer-facing technical positions are viable and support the needs of sponsors, lenders, and technical-advisor diligence sessions.

• Provide guidance on how multi-customer campus governance influences site design, utilities, interconnections, metering, zoning access, and expansion rights.

• Serve as the customer advocate within the Product team and communicate pursuit status, technical risks, and outstanding decisions to the CTO and SVP of Business Development.

⛳️ Requirements

• Bachelor's degree in Electrical, Mechanical, or a related engineering field.

• Over 12 years of experience in data center or mission-critical infrastructure sectors.

• At least 5 years in a customer-facing role within sales/solutions engineering or pre-sales technical functions at a hyperscale colocation provider, developer, or hyperscaler.

• Direct experience in supporting hyperscale or AI customer pursuits through RFP processes, technical due diligence, and contract negotiations, particularly for multi-megawatt, multi-building campuses.

• Strong expertise in data center power, cooling, and network systems at hyperscale levels, including high-density and liquid-cooled AI environments.

• Familiarity with PE sponsor and lender due diligence, independent engineer reviews, and multi-tenant governance frameworks.

• Outstanding presentation skills with experience addressing customer executives and technical committees.

• Developed a network within hyperscaler and AI-infrastructure engineering, real estate, and procurement teams.

• Strong commercial acumen, a commitment to confidentiality, and the ability to define Montera's commitments clearly.

• An advanced degree or PE licensure is preferred.

• Preferred: experience in a hyperscale colocation/wholesale development context or on the customer side.

• Preferred: knowledge of utility interconnection and flexible-load arrangements, $/W and yield-on-cost modeling, hyperscale lease exhibits, and experience presenting to lenders, rating agencies, or investment committees.

🏝️ Benefits

• Comprehensive health insurance coverage; Montera covers 90% of health premiums for employees and their dependents.

• Up to 8 weeks of paid time off annually, encompassing holidays, PTO, and sick leave.

• Up to 8 weeks of paid parental leave following 6 months of employment.

• 401(k) plan with immediate eligibility, no vesting period, and employer matching contributions up to 6%.

• Up to $3,500 reimbursed each year for approved courses, certifications, conferences, and professional development initiatives.

• Stipend for remote work expenses.

• Flexibility for remote-first work arrangements.

• Meaningful rewards and ownership opportunities.