Sales Engineer - Regulated Industries

Description

The company builds tools that let developers connect people's financial accounts to their apps, working with large banks, well-known fintech brands, and several Fortune 500 firms. Its network spans 12,000 financial institutions in the US, Canada, the UK, and Europe.

Founded in 2013, the company is headquartered in San Francisco, with offices in New York, Seattle, Washington D.C., Raleigh, London, and Amsterdam.

Sales Engineering works as the technical side of the sales process, advising customers before a deal closes and helping them see business value from the product.

This is the first dedicated Sales Engineer role for Regulated Industries. You will work as the technical lead for Enterprise Account Executives and help build the function from scratch across Public Sector, Education, Healthcare and Life Sciences, and Utilities. You will translate the product into real use cases in payments, identity, fraud, onboarding, and income verification, and work with other teams to set up the playbooks and go-to-market approach for these markets.

Responsibilities

• Act as the lead technical advisor at every stage, from first discovery through solution design, evaluation, and the technical win, then hand off after the sale.
• Work with Account Executives to tie the product's technical capabilities to business results in regulated sectors.
• Lead discovery calls, demos, architecture design, and RFI and RFP responses for payments, account verification, onboarding, income, and fraud workflows.
• Run hands-on API pilots and proofs of concept, setting success criteria, finding gaps, and advising on integration trade-offs.
• Raise product, privacy, security, and compliance questions early and bring in the right specialists for review.
• Create reusable solution guides, reference architectures, and enablement material that help partners integrate and customers adopt the product.
• Help shape vertical strategy and product feedback together with Sales, Product, Partnerships, and Marketing.
• Work with Implementation and the wider Sales Engineering team to make handoffs smooth, drive adoption, and share best practices.

Requirements

• You have 7+ years of customer-facing experience in technical sales, solutions engineering, or enterprise consulting.
• You have 3+ years supporting one or more regulated industries such as Public Sector, Healthcare, Education, Utilities, or similar environments.
• Preferred: experience in fintech or payments, identity, fraud, or income verification, or familiarity with public-sector procurement, systems integrators, or healthcare platforms such as RCM and EHR systems.
• You have led complex technical evaluations and worked strategically with Account Executives on pursuits involving many stakeholders.
• You understand APIs and web and mobile architecture, and can build demos, solution diagrams, and integration guidance.
• You are strong at discovery and communication, and you connect technical choices to business outcomes with real empathy for customers.
• You can learn new sectors, work through ambiguity, and test whether a product fits the market.
• You use sound judgment when working with Product, Partnerships, Legal, Compliance, Privacy, Security, and commercial teams.
• You can build reusable technical assets and support partner-led integrations and adoption.
• You can travel up to 25% of the time.

Conditions

Travel is required up to 25% of the time.

Pay depends on scope and responsibilities, your experience and skills, and location. Equity and/or commission depend on the role offered. Pay and benefits may change at any time, in line with the terms of any applicable plans.

The company is an equal opportunity employer and does not discriminate based on any legally protected characteristic. It considers qualified applicants with criminal histories in line with applicable law and provides reasonable accommodations in recruiting on request.

Benefits

• Comprehensive benefits, including medical, dental, vision, and 401(k).