Sales Engineer

• 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, Prototype & "Vibe Code"
• 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.
• Handle Technical Due Diligence & Enablement
• Field 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.

• 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.

At Ethena, we're committed to fair and equitable compensation. We carefully evaluate each candidate's skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.

Physical Demands

This is sedentary work that primarily involves sitting/standing in a home office environment.

Ethena is a remote-first organization and is currently hiring candidates based in the United States.

We are not currently offering employer visa sponsorship for this role.

We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know.

Applications for this position will be accepted via our job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to read more about our approach to job descriptions by our Chief People Officer, Melanie Naranjo. Curious to know what it’s like to interview with us? Read more here.

Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.

The benefits offered for this position can be found here. We provide unlimited PTO.

Who we are

We’re Ethena, an AI platform that’s revolutionizing the Compliance space. Our team of agents helps Compliance and People leaders run proactive Compliance programs that drive real behavior change.

From Policies and Disclosures to Training, Hotline, and Analytics, our agents work together to drive smarter, faster, human-led decision-making. Hotline and training data rolls up into fully customizable, board-ready risk reports. Our AI call taker synthesizes data to recommend improvements to company policies and training. Every signal lands in one place, so Compliance leaders can spot risk early and fix it before it becomes a problem. The agents do the legwork, and people make every judgment call.

More than 2,000 organizations, from Pinterest and Zendesk to the Salvation Army, run their programs on Ethena. That covers millions of employees, from the warehouse floor to desktop workers. Learners give our training a 93% approval rating, 96% of customers renew, and our business is growing quickly with 50%+ YoY revenue growth.

Lots of companies call themselves AI-forward. We’ve actually built the tools to prove it. Come help us build what’s next.

How we work

We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy — for customers and each other. We're passionate about the work we do, love feedback, and lead with high agency and accountability. When we see something that could be better, we step up to the plate and do something about it. We take our work seriously, but are careful not to take ourselves too seriously. Because doing great work should be fun.

Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.

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.