Senior Sales Engineer - SLED

Build a safer world with us, one incident at a time.

Ambient.ai is the category creator and leader in Agentic Physical Security. Powered by Ambient Pulsar, the first reasoning Vision-Language Model purpose-built for physical security, our platform seamlessly integrates with existing security cameras and physical access control systems to unify monitoring, access control, threat assessment, response, and investigations through an always-on reasoning layer that augments security operators with superhuman capabilities. The results: 95% fewer false alarms, investigations 20x faster, and 10x faster response.

The momentum speaks for itself: we doubled new ARR in FY26, we process 200M+ video hours per day, and have delivered results for world-class customers including Cisco, ServiceNow, SentinelOne, TikTok, Bayer, and MoMA. That kind of momentum creates an environment where great people thrive, and it shows: we recently ranked #71 out of 500 on the Forbes best startup employers list.

Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is on a fast-paced journey to fulfill our mission: prevent every security incident possible.

Ready to learn more? Connect with us on LinkedIn and YouTube

About the role:

Reporting to Tom Fischer, we’re looking for a top-tier Sales Engineer with experience supporting SLED accounts to join our growing team. You’ll play a critical role in helping state, local, and education institutions evaluate Ambient.ai’s platform. This role is ideal for a technically strong, customer-obsessed individual who excels in navigating long, complex sales cycles and public-sector stakeholder environments.

You’ll partner closely with Regional Sales Managers to lead pilots, deliver tailored demos, and map technical capabilities to public-sector mission outcomes — all while working across internal teams to shape a customer-centric roadmap.

What you’ll do:

• Partner with Regional Sales Managers to support strategic SLED opportunities, often involving complex, multi-agency stakeholders.

• Lead successful technical Pilots (proof of concepts/proof of value) that reflect the real-world needs of public institutions.

• Drive technical conversations and discovery across IT, Security, Procurement, and department-level stakeholders.

• Deliver impactful demos and presentations to both technical and non-technical audiences.

• Anchor Ambient’s business value through structured Business Value Assessments, tailored to the public sector.

• Provide subject-matter expertise throughout the sales cycle, answering technical questions and proposing architecture.

• Collaborate cross-functionally with Product, Engineering, and Customer Success to influence the roadmap and drive post-sale success.

• Act as a trusted advisor and technical resource throughout the entire evaluation and procurement process.

What you’ll bring:

• Strong communication and presentation skills with the ability to simplify technical concepts.

• 5+ years of experience as a Sales Engineer or Solutions Engineer supporting enterprise or SLED customers.

• Familiarity with navigating RFP/RFQ and procurement cycles in public-sector sales.

• Background in enterprise SaaS, networking and/or hardware-integrated solutions.

• Experience supporting deals involving networking, video surveillance, or physical security infrastructure is a plus.

• Understanding of networking concepts (e.g., VLANs, L2 vs. L3, IP/gateway assignment).

• Basic Linux and cloud familiarity (AWS, GCP, or Azure).

• Bonus: Experience with physical access control systems (PACS), security cameras, or public safety applications.

• Bachelor's degree in Computer Science, Engineering, or a related field preferred.

Why join us:

• We are creating an entirely new category within a 120+ billion-dollar physical security industry and looking for team members who are also passionate about our mission to prevent every security incident possible

• We have an impressive customer roster of F500 companies, including Adobe, SentinelOne, and TikTok

• Regular Full-time employees receive stock options for the opportunity to share ownership in the success of our company

• Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan)

• We offer flexible time off to rest and recharge, including Winter Break (time off between Christmas and New Year’s for most roles, depending on customer demand)

• You’ll receive everything you need to hit the ground running, including cutting-edge equipment and branded gear

• Enjoy a full range of opportunities to connect with your awesome co-workers

• We love to hike, are foodies, and love music! Check out our most recent Ambient Spotify Playlist

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Ambient.ai is proud to be an Equal Opportunity Employer.  Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant.