About Us
Observe.AI is transforming customer service with AI agents that speak, think, and act like your best human agents—helping enterprises automate routine customer calls and workflows, support agents in real time, and uncover powerful insights from every interaction.With Observe.AI, businesses boost automation, deliver faster, more consistent 24/7 service and build stronger customer loyalty.Trusted by brands like Accolade, Prudential, Concentrix, Cox Automotive, and Included Health, Observe.AI is redefining how businesses connect with customers—driving better experiences and lasting relationships at every touchpoint.
The Opportunity
As Director of Sales Engineering, you will lead, scale, and inspire a high-performing team of Sales Engineers to support our GTM organization across pre-sales and expansion efforts. You’ll act as a strategic partner to sales leadership, aligning technical strategy with revenue goals and ensuring our solutions are clearly articulated, differentiated, and positioned to win. This role blends technical depth, operational leadership, and customer-centric thinking to influence complex sales cycles and accelerate business growth.
This role will be reporting directly to the VP of Sales Engineering.
What you’ll be doing
Leadership and Management:- Lead, mentor, and develop a team of sales engineers, providing guidance on technical presentations, demonstrations, and customer engagements.
- Set clear goals and objectives for the sales engineering team, ensuring alignment with the overall sales strategy and business objectives.
- Foster a collaborative and innovative team culture that prioritizes continuous learning and professional development.
Sales Strategy and Execution:- Collaborate with the VP and other sales leaders to develop and implement sales strategies that leverage technical resources effectively.
- Partner with the sales team to identify and prioritize high-impact opportunities, providing technical insights and strategic guidance.
Customer Engagement:- Serve as a senior technical advisor to key customers and prospects, participating in high-level meetings and negotiations as needed.
- Understand customer needs and challenges, and tailor technical solutions to address these effectively.
- Manage the technical aspects of complex sales cycles, including RFP responses, solution design, and technical presentations.
Product and Technology Advocacy:- Act as a bridge between the sales team and product management, providing feedback on customer requirements and competitive trends.
- Stay current on industry trends, competitive landscape, and emerging technologies to position the company effectively in the market.
- Advocate for product enhancements and innovations based on customer feedback and market demands.
Process and Performance Optimization:- Develop and implement best practices for the sales engineering team, including processes for technical discovery, solution design, and competitive positioning.
- Monitor and analyze team performance, implementing metrics and KPIs to drive continuous improvement.
- Optimize resource allocation and ensure that the team is effectively supporting the sales organization in achieving its goals.
Cross-Functional Collaboration:- Collaborate with product management, marketing, and customer success teams to ensure alignment on product messaging, go-to-market strategies, and customer satisfaction.
- Participate in strategic planning and provide input on company direction based on customer feedback and market insights.
What you bring to the role
- Bachelor’s degree in Engineering, Computer Science, Business, or a related field; advanced degree (MBA, Master’s in Engineering) is preferred.
- 7+ years of experience in sales engineering or technical sales roles, with at least 3 years in a leadership position.
- Proven track record of successfully leading and scaling a sales engineering team in a high-growth B2B SaaS environment.
- Telephony stack, Intermediate understanding of Gen AI, and experience with AWS
- Strong leadership and team management skills, with the ability to inspire and develop technical talent.
- Exceptional communication and executive presence; capable of translating complex solutions into clear business value
- Ability to navigate complex sales processes and influence decision-making at all levels.
- Experience in Contact Center or CX
What you can expect
- Competitive compensation including equity
- Excellent medical, dental, and vision insurance options
- Flexible time off
- 10 Company holidays + Winter Break and up to 16-weeks of parental leave
- 401K plan
- Quarterly Lifestyle Spend
- Monthly Mobile + Internet Stipend
- Pre-tax Commuter Benefits
Salary Range
The base salary compensation range targeted for this full-time position is
$220,500-$227,500
per annum ($315,000-$325,000 OTE). Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives and equity (in the form of options). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
Our Commitment to Inclusion and Belonging
Observe.AI is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Observe AI does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Observe.AI also strives for a healthy and safe workplace and strictly prohibits harassment of any kind.We welcome all people.
We celebrate diversity of all kinds and are committed to creating an inclusive culture built on a foundation of respect for all individuals. We seek to hire, develop, and retain talented people from all backgrounds. Individuals from non-traditional backgrounds, historically marginalized or underrepresented groups are strongly encouraged to apply.If you are ambitious, make an impact wherever you go, and you're ready to shape the future of Observe.AI, we encourage you to apply. For more information, visitwww.observe.ai. #LI-Remote
