Who we're looking for
At Ethena, we're an AI platform that's revolutionizing the Compliance space. Our product and engineering teams ship fast—really fast. Build cycles are shrinking, product offerings are expanding, and our roadmap evolves to meet the needs of a changing workplace.
That's where you come in.
We're looking for a Sales Engineer to serve as the critical technical partner to our revenue teams and prospective customers. You'll report into an experienced Sales Engineering Manager who has built SE functions from the ground up. You'll bring Ethena's platform to life by connecting our constantly evolving technology, AI features, and integrations directly to the business outcomes our clients care about.
This is a role for someone who's already run the presales motion and is ready to own the technical thread of a deal end to end. You should be comfortable partnering with AEs, leading technical discovery, delivering tailored demos, handling technical questions and objections, and supporting POCs and evaluations without needing to learn the fundamentals from scratch.
Most importantly, we're looking for a career technical problem-solver: someone who thrives as an individual contributor in a hands-off, high-autonomy environment, loves messing around with tech to creatively solve complex customer challenges, create cool prototypes, and tackle diverse projects beyond standard sales calls, and wants to continuously hone their technical craft, help us win deals, and expand their impact and pursue career growth as an individual contributor rather than move into people management.
Why You'll Love This Role
A Product That’s Actually Fun to Demo: You won't be demoing clunky 90s software. Ethena’s product is modern, fast-moving, AI-infused, and constantly improving.
Scope Beyond the Demo: You’ll get to own projects outside standard RFPs—building sales enablement, testing out vibe coding ideas, building interactive proofs-of-concept, and crafting technical narratives.
High-Trust, Collaborative Culture: No micromanagement or step-by-step handholding here. You get the space to take initiative, paired with supportive coaching when you need it.
Direct Access to Leadership: You’ll work closely with Sales, Product, and Engineering leadership to help shape our technical go-to-market strategy.
What you'll do
- 1. Drive Technical Sales & Tailored Demos
Independently own the technical thread of sales opportunities from discovery and demo strategy through technical evaluation, objections, and close, in partnership with the AE.
Partner with Account Executives (AEs) and Customer Success Managers (CSMs) during discovery and demo stages to map Ethena's technical strengths to customer pain points.
Maintain and refine our demo environment, ensuring it showcases our newest AI features, customization capabilities, and real-world client configurations.
Translate product specs, compliance workflows, and technical details into engaging, simple language for HR, IT, Security, and Legal buyers.
Build custom walkthroughs, integrations, and tailored proofs-of-concept for high-priority deals.
Bring a hands-on technical curiosity to the team—whether that’s experimenting with APIs, testing automated demo setups, or vibe coding custom tools to help win deals.
3. Handle Technical Due Diligence & EnablementField technical and implementation questions covering data security, SSO, and HRIS integrations.
Own responses for RFPs, security reviews, and technical questionnaires with speed and clarity.
Create and maintain sales-ready assets like talk tracks, video walkthroughs/Looms, and objection-handling guides to level up the broader team.
Act as the feedback loop between the field and our Product/Engineering teams.
What makes a great candidate
Background Fit: Hands-on Sales Engineering, Solutions Engineering, or presales experience supporting B2B SaaS sales cycles—or equivalent experience from an adjacent role like Implementation, Technical Solutions, or Technical CS at a SaaS startup. If you're coming from an adjacent background, you should have already run technical discovery and delivered tailored demos inside live deals, not just after the sale.
Technical Curiosity: You love messing around with software, APIs, integrations (HRIS, LMS, SSO), and AI tools. You get excited about "vibe coding" quick scripts or prototypes to solve a problem.
High EQ & Adaptability: You are easy to work with, calm under pressure, and unflappable when plans shift last minute. You hold feedback lightly, take tough notes constructively, and don't get defensive.
Self-Starter & High Initiative: You don't wait to be told what to do or need step-by-step instructions. You proactively look for gaps, surface solutions, and take ownership.
Startup Mindset: You thrive in fast-paced environments where polish takes a backseat to clarity, fast execution, and rapid iteration.
IC Trajectory Focus: You are energized by mastering the craft of Sales Engineering, solving customer problems, and deepening your technical mastery.
Environmental Familiarity: You have experience in a startup, growth-stage SaaS company, or similarly fast-moving environment where priorities shift quickly and there aren't always established processes or specialist resources to lean on.
The Hardest Part of the Role
Our product moves fast, and our roadmap evolves continuously. The hardest part of this job is staying ahead of a rapidly innovating platform and translating those technical changes on the fly into crisp, high-impact customer narratives. If last-minute roadmap shifts excite you rather than stress you out, you’re going to love it here.
Skills Required
- Hands-on Sales Engineering, Solutions Engineering, or presales experience supporting B2B SaaS sales cycles
- Alternatively, equivalent experience in Implementation, Technical Solutions, or Technical Customer Success at a SaaS startup, including technical discovery and tailored demos in live deals
- Experience with software, APIs, integrations, HRIS, LMS, SSO, and AI tools
- Ability to independently own technical sales opportunities from discovery through evaluation and close
- Ability to deliver tailored product demonstrations and proofs of concept
- Ability to handle technical, security, implementation, RFP, and questionnaire requirements
- Strong communication skills for translating technical details into clear business outcomes
- High emotional intelligence, adaptability, and ability to remain calm under pressure
- Self-starter mindset with strong initiative and ownership
- Experience working in a startup, growth-stage SaaS company, or similarly fast-moving environment
- Interest in progressing as an individual contributor in Sales Engineering rather than moving into people management
Ethena Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Ethena and has not been reviewed or approved by Ethena.
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Fair & Transparent Compensation — Pay is considered transparent, with publicly shared salary formulas, posted ranges on job descriptions, and a stated compensation philosophy. Practices like a no‑negotiation approach and location‑agnostic engineering pay aim to reduce gaps and increase clarity.
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Pay Growth & Progression — Progression appears structured through a formula‑based approach and twice‑yearly review cycles that provide predictable increases. Market adjustments and stronger performance can yield larger raises within this framework.
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Leave & Time Off Breadth — Time off breadth includes unlimited PTO, all U.S. federal holidays, and a company‑wide week‑long year‑end break. This structure signals meaningful rest time for a remote‑first environment.
Ethena Insights
What We Do
Compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams do more with less. Companies like Genesco, Zendesk, Pinterest, and Synaptics use Ethena to launch training in days instead of months and cut learner seat time by up to 60% with adaptive learning paths. Beyond training, Ethena unifies core compliance tools including Hotline & Case Management, Policy Bot, and Phishing Simulator in one platform. This simplifies your compliance tech stack, connects data sources, and continuously strengthens your training by identifying knowledge gaps. With built-in audit trails, compliance controls, and a 93% approval rating across more than 1 million learners, Ethena delivers programs that are responsive and effective.
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