Sales Engineer

Job description

Binti builds software for state and county government agencies, focusing on reinventing social services. We started in child welfare, with the mission of helping every child have a safe, loving, and stable family. To date, we’ve helped approve more than 100,000 families to foster or adopt, and we support over 49% of the nation’s child welfare system. We have expanded our product offerings in child welfare, moving more to the root of the problem, helping families stay together and avoid separation, and are now expanding horizontally across other areas in social services. Binti is a for-profit, mission-driven software company based in San Francisco, CA. Investors include Founders Fund, First Round Capital, Kapor Capital, and others. We’re a team of ~90 people and growing quickly. We care about creating a workplace where everyone feels welcome and can bring their full self to work. We have a huge, ambitious vision to rewire government to be more effective in expanding opportunities for people around the world, and we are looking for mission-driven, high-empathy, high-performance, and low-ego team members to join us on our exciting journey towards that vision. **OVERVIEW OF ROLE** We're looking for a technically sharp, customer-facing Sales Engineer to be the senior technical voice in Binti's sales motion. As part of Binti's emerging Customer Engineering function, you'll partner with Government Sales Managers to design the technical shape of each deal: leading security, integrations, and architecture conversations with prospective agencies and owning technical RFP responses. Government Sales Managers own the product demo; you own the technical win. This role is central to Binti's growth and impact: it turns complex, high-stakes government buying processes into confident technical yeses, so more agencies can adopt Binti and improve outcomes for children and families. You'll support a large team of Government Sales Managers, so the biggest wins here come from being a force multiplier: building reusable, scalable resources the whole team can build on, rather than working 1:1 on every deal. **LOCATION** Binti is headquartered in San Francisco, California. Much of our team is local to the San Francisco Bay Area and works via a hybrid setup, in-person from the office on Monday and Thursday and remote otherwise. Satellite offices, like Seattle, Washington, set their own in-office days and hybrid policies, but in general employees are encouraged to join the leadership team on the days when they will be in the office for collaboration and team cohesion. A meaningful part of this position is engaging directly with prospective customers during the sales process, so this job includes up to 25% travel for discovery sessions, security and architecture conversations, and on-site pitches. **WHAT YOU WILL DO** - Serve as the senior technical voice in the sales process, leading security, integrations, and technical-architecture conversations with prospective customers and their IT and security teams. - Play a hands-on role in Binti's most critical strategic and enterprise deals, building trusted relationships with the technical stakeholders on the prospect side (IT, security, and data teams) and serving as the technical partner they rely on throughout the sale. - Design the technical shape of the deal: run technical discovery and solution architecture across the sales motion, mapping Binti to each agency's systems, data, and workflows (Government Sales Managers own the product demo). - Own technical RFP responses and security questionnaires, and build the technical-win plan for strategic deals. - Partner with Product to develop demo resources, environments, and scripts that Government Sales Managers can run themselves, giving the field self-serve ways to demo Binti confidently. This includes learning to configure the Binti product yourself, the way our team does, and generating the data and profiles that make demos realistic and compelling, using modern AI tooling to do both efficiently. - Act as a force multiplier for the GSM team: build reusable, scalable resources (playbooks, templates, reference architectures, RFP and security-response libraries, and demo scripts) that let many GSMs self-serve, prioritizing leverage across the team over 1:1 support on every deal. - Partner with Sales on deal qualification, technical feasibility, and pipeline strategy. - Partner with the Integrations and Customer Delivery teams to make sure what is scoped in the sale is deliverable, and hand off cleanly into implementation. - Champion security and privacy, including HIPAA compliance for sensitive data, and make it easy for prospects to say yes to Binti's security posture. - Synthesize what you learn in the field into structured product feedback that helps shape what Binti builds next. - Use modern AI tooling to turn a curated knowledge base of past responses and reference architectures into strong first drafts of RFPs, security questionnaires, and design docs, cutting turnaround time so a small team can cover a large sales surface area. **SAMPLE PROJECTS** - Own the technical narrative in a strategic state-level RFP, coordinating the response across Product, Engineering, and Security. - Run technical discovery and solution architecture for a new statewide prospect, then translate it into a clear technical-win plan the deal team can execute. - Build an AI-assisted RFP and security-questionnaire response system that turns a curated knowledge base into strong first drafts, measurably shortening turnaround on strategic deals. - Partner with a Government Sales Manager to navigate a customer security review and integration-architecture Q&A that unblocks a stalled deal. **WHO YOU ARE / WHAT WE LOVE ABOUT YOU** - You have at least 8 years of experience, including prior time as a Sales Engineer or Solutions Architect at a cloud or SaaS company, ideally with gov-tech or government sales experience and a feel for how public-sector agencies buy, their procurement, security, and compliance processes, and how to navigate long, multi-stakeholder deals. - You are excellent at objection handling and hold your own as the technical voice in executive customer conversations. - You are adaptable and resilient, and you bring results-orientation, ownership, and urgency to a deal. - You have deep product and technical knowledge, and you are fluent in APIs, integrations, data, and security. - You excel at cross-functional collaboration across sales, product, delivery, and security. - You are energized by winning through technical trust, not just closing tickets or running demos, and you have a track record of making customers happy. - You think like a force multiplier: you instinctively turn one-off solutions into reusable assets that make an entire team better, rather than becoming the bottleneck on every deal. - You are allergic to "hero" culture and to being a single point of failure, and you actively work to avoid becoming one by creating tools and reusable resources that others can use. - You have a heart for storytelling and understand the power a compelling narrative can have in moving a sale forward. - You can translate complex technical concepts for non-technical government buyers, and you are comfortable with legacy and government systems and their tradeoffs. - You have excellent verbal, written, and interpersonal communication skills, and strong technical writing for RFPs. - You are comfortable with up to 25% travel. The SF Bay Area or Seattle is preferred where possible, but not required; remote is welcome for the right candidate. - You are interested in the possibilities of Gen AI, with experience and judgment there a big plus. - Nice to have: integrations experience, startup experience, and relevant certifications or continued education. - You have genuine passion for using technology to improve outcomes for children and families in the child welfare system. *Please note that at this time, Binti is only able to accommodate candidates who are authorized to work in the US without sponsorship.* *Final selected candidates who receive a conditional offer of employment may be required to undergo a background and reference check, which could include verification of employment and education, criminal history review, and, where applicable, fingerprinting*. **BENEFITS & PERKS** - An above-market compensation package (salary + equity) - Excellent medical, dental, vision, and life insurance - 99% of insurance premiums covered for you + your dependents - Flexible vacation time to promote a healthy work-life blend - 13 paid holidays; 11 federally observed holidays (including Juneteenth), plus Election Day and the day after Thanksgiving - 16 weeks of paid parental bonding leave for the arrival of a newborn or newly placed infant - Sick/mental health time separate from vacation days (accrue up to a cap of 80 hours) - 4 weeks of sabbatical after 4 years of service at the company - 401k, Commuter benefits, FSA, and DCFSA - $5,000 annual bonus for employees who volunteer as a [CASA](https://nationalcasagal.org/) (court-appointed special advocates) - $2,500 annual reimbursement for ongoing learning and development, with opportunities to attend trainings/conferences, on-site speaker series, and lunch and learns - $300 reimbursement for initial office setup - $50 a month effective work reimbursement to cover internet, electricity, office setup costs, or lunch/snacks with coworkers - Paid jury duty At Binti, we celebrate having a diverse team and believe our differences make us stronger. Binti is proud to be an equal-opportunity workplace and is an equal-opportunity employer. We welcome all qualified applicants to apply without regard to race, color, religion, gender, sexual orientation, age, national origin, disability, or protected Veteran status.