Field Sales Engineer

Job description

We sell AI smart glasses to industrial field-service companies. The people who fix HVAC systems, service elevators, maintain refrigeration, keep heavy equipment running. The people everyone comes running to when something breaks. And everyone is pulling at them - the customer needs the machine back up, the dispatcher wants an update and the office wants the report. No two customer stacks are the same. You're the person who walks into that, understands how data flows through their business systems, and decides where Airwave fits so operations doesn’t halt. You're the systems expert in the room when we're in front of a customer. ## **What you're really doing** You read a customer's stack for what it is, not what it should be. You find where the field data has to land so it's trustworthy and usable, and you recommend the configuration that gets it there with the least work on the customer's side. Sometimes that's a clean integration into an existing system of record. Sometimes the system of record barely exists, and you're recommending solutions. Frictionless is the standard. If the design leans on the customer to do a pile of work, it's the wrong design. This is the seat that decides whether Airwave is a point tool or the front door to a customer's modernized stack. Asset data, work history, field readings that used to live on paper or in a bad batch upload now get captured at the source through the glasses. You're the one who makes that land in a way the rest of their business can access. ## **This is a hands-on seat** You implement the integrations, load the documentation, build the reports, and validate the data integrity. This is not an advisory role. The people who’ll thrive in this role designs, opens the laptop and implements. ## **What you own** - **The integration design.** You decide where Airwave connects in each customer's stack and how the data flows, and you own that recommendation as the technical expert in front of the customer. Every stack is different, so this is judgment, not a template. - **Documentation load-in.** At kickoff you take the customer's document repository and get it loaded into Airwave so the product is grounded in their equipment, their procedures, and their standards. Everything downstream depends on this being right. - **Reports.** You build the reports each customer needs. You work with the field expert and the CSM to validate that they have the right information and that stakeholders will actually use them. Then you get them into the customer's own system of record and confirm the data lands where it should. - **Integrations and data flow.** You build the integration and the per-branch workflow configuration, then test the data round-trip until it holds under real use. You work alongside our engineering team to stand each customer up, then own the specific per-branch builds and the testing yourself. - **The IT relationship.** You're the one across the table from customer IT. Credentials, security, and the technical handshake sit with you, not the CSM. ## **What you need beyond the technical** A clean schema isn't the job. The tech using what you built is the job. You care whether the report and the data flow actually fit how the work happens in the field, not just whether they're technically correct, because a clean integration nobody uses is a failed one. You read a customer's systems for where the data breaks and where the workflow will fight you, and you build around both. ## **How you work with the field** You propose the design, the reports, and the data-flow. The CSM and the field expert confirm it fits how techs actually work before it's final. You own the build, the field keeps a veto. That's what keeps a technically elegant integration from being the kind nobody uses. ## **Background** - Deep fluency in how field service actually runs and how the systems behind it fit together, FSM, ERP, CMMS, compliance and safety systems, and the homegrown middleware that stitches them. You've seen enough real stacks to know they're never clean, and you can find the right insertion point in a messy one. - A builder with an architect's judgment. You can make the call on where a product fits in a tangled stack, and you're the one who then builds it, not someone who hands it off. - AI-forward, and here it's survival. Pattern-matching across very different stacks is what lets one person cover many accounts. - Field instinct and scrappiness. You care whether the workflow works for the tech, and you're comfortable doing your own grunt work at a seed-stage company instead of waiting for scale and process. - You get real data to production in messy environments, and you can stand in a customer's system and prove it works, not just assume it does. ## **Compensation** $80-100K