Location: Remote - US West (travel as required)
Department: Field Engineering
About the Role
We are looking for an exceptional Enterprise Sales Engineer to join our US East team, partnering with enterprise and upper mid-market customers to help them solve their most complex observability challenges. You’ll be working with cutting-edge observability platform, enabling organizations to improve reliability, reduce MTTR, and make data- and AI-driven operational decisions.
If you’ve thrived in competitive observability landscapes and have a passion for turning deep technical knowledge into real customer outcomes, this is your opportunity to make a big impact.
What You’ll DoPartner with Account Executives to drive technical strategy and win new business in upper mid-market and enterprise accounts.
Lead discovery and solution design for monitoring, logging, and tracing use cases, aligning with customer business objectives.
Run engaging product demonstrations that clearly articulate value, differentiate from competitors, and inspire technical stakeholders.
Design and execute POCs with measurable success criteria, guiding customers through instrumentation, data onboarding, and dashboarding.
Advise on best-practice architectures for distributed tracing, log analytics, metrics pipelines, and service monitoring.
Be the technical voice of the customer internally, influencing product roadmap and ensuring long-term adoption success.
Stay ahead of the curve by maintaining expertise in competitive products, market trends, and emerging observability practices.
8+ years in a Sales Engineering, Solutions Architect, or similar customer-facing technical role in observability/monitoring/logging.
Proven track record working with upper mid-market and enterprise accounts, influencing both technical and business decision-makers.
Experience at a leading observability vendor (New Relic, Datadog, Grafana, Splunk, Sumo Logic, or similar).
Experience leading competitive takeouts in head-to-head vendor evaluations
Strong expertise with:
Log aggregation and analysis (Elastic, Loki, Splunk, etc.)
Metrics collection and visualization (Prometheus, Grafana, etc.)
Distributed tracing (OpenTelemetry), APM, RUM
Cloud-native environments (AWS, GCP, Azure, Kubernetes, serverless architectures)
Familiarity with DevOps, SRE, and modern application delivery practices
Excellent communication skills – able to simplify the complex and tell a compelling technical story.
Strong bias for action and ownership of leading the technical side of engagements. You know how to skillfully handle coordination between internal and external stakeholders to achieve technical wins.
Hands-on mentality – comfortable writing queries, configuring integrations, and instrumenting code in real time.
Exposure to modern AI concepts, especially as it relates to observability, troubleshooting and improvements in developer productivity: statistical anomaly detection, generative AI, MCP servers, coding assistants, etc.
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What We Do
Observe was founded by Sutter Hill Ventures in November 2017. Our founding team came from leading Enterprise SaaS and software companies that work with vast quantities of data such as Snowflake, Splunk and Wavefront.
Our founding thesis was that the enterprises are data rich, but information poor. Data is siloed making it difficult to understand what’s going on inside applications and infrastructure. The result is often a poor customer experience and wasted engineering time tracking down incidents. Oh, and it costs a fortune.
Observe discerns why applications and infrastructure are running the way they are from the data they emit. We enable engineers to spend more time coding features and less time investigating incidents. We reduce outages and issues with customer experience. And we leverage an elastic cloud architecture so that you only pay for what you use.
