Founding Sales Engineer

Job description

ABOUT US Join us in building the leading AI-Powered Mission Control for Corporate Travel. Some of the world's most recognizable companies, representing over $4T in market value, rely on Clarasight's software to reduce risks, save costs, protect revenues, and manage emissions aligned with business objectives and sustainability goals. ABOUT YOU You are a hands-on technical seller who thrives at the intersection of customer problems, product capability, and revenue. You've been the technical lead on complex enterprise deals and you know what it takes to get them across the line. You're as comfortable in a discovery conversation with a CFO as you are prototyping an integration in Python — and you want to define how a presales function operates, not inherit someone else's playbook. ABOUT THE ROLE Clarasight is hiring our first Sales Engineer to help us win the deals that will define the company and category for years to come. Your primary responsibility is to help us win complex enterprise deals. You will own the technical side of our most important opportunities, turning ambiguous customer problems into clear, compelling solutions that transform prospects into believers — not just buyers. At the same time, you'll define how we do this at scale: how we run demos, how we prove value, and how customer needs shape the product. If you've ever wanted to be the person who writes the playbook instead of inheriting it, and sees the direct impact on revenue and product, this is that role. KEY RESPONSIBILITIES Win enterprise deals (increase win rates and shorten sales cycles) - Partner with Sales to lead technical discovery, solution design, demo, and technical deal strategy - Deliver high-impact demos and proofs of concept that clearly show business value - Act as the technical voice in complex, multi-stakeholder sales cycles Build how we win - Define and refine our demo, proof-of-value, and technical validation approach - Create repeatable assets and workflows that improve win rates without slowing us down - Establish the foundation of a scalable presales function Design real solutions - Translate customer needs into data models, integrations, and workflows - Prototype lightweight solutions (scripts, integrations, AI workflows) where needed - Ensure what we sell is grounded in what we can deliver Shape product and GTM - Bring structured, high-signal feedback from deals into Product and Engineering - Identify patterns across customers that should be productized - Help refine how we position and package the product across use cases What success looks like in 6–12 months - You've played a key role in closing our most important enterprise deals - We have a clear, repeatable demo and proof motion that consistently wins - Customer requirements are clearly shaping product direction - You are the go-to technical partner for high-stakes opportunities YOU'LL BE A GREAT FIT IF YOU… - Have been the technical lead on complex enterprise deals (Solutions Engineer, Sales Engineer, or similar) and know what it takes to get them over the line - Are comfortable owning outcomes — taking responsibility for whether deals move forward, not just your part in the process - Can run discovery, design solutions, and deliver demos that directly influence buying decisions - Are hands-on: comfortable writing code (Python, JavaScript, or similar) to prototype integrations, manipulate data, or validate workflows - Operate well in ambiguity and can move quickly with imperfect information - Think in systems — you don't just solve one deal, you build ways to solve many - Communicate clearly and confidently with both technical teams and senior business stakeholders NICE TO HAVES - Knowledge of the tech ecosystem we typically encounter (e.g. TMC, OBT, Expense, Card) - Experience working alongside AI systems and applying human judgment to automated outputs DIVERSE PERSPECTIVES We know that innovation thrives on teams where diverse points of view come together to solve hard problems in ways that are just now possible. As such, we explicitly seek people that bring diverse life experiences, diverse educational backgrounds, diverse cultures, and diverse work experiences. Please be prepared to share with us how your perspective will bring something unique and valuable to our team.