Senior Sales Engineer, Data Products

Description

The company makes software for autism and IDD care, used in Applied Behavior Analysis (ABA), multidisciplinary therapy and special education. It serves more than 200,000 users, including therapy providers, educators and employers.

The Data Products team is looking for a Senior Sales Consultant to take technical ownership of every data deal the team pursues. You will work with Account Managers on existing provider accounts and with new business Account Executives, uncovering customer data problems, shaping credible solutions and leading the technical evaluation from first conversation to signature. You need to be as at home talking business results with a CFO as talking data architecture with a head of data.

The Data Products team is a startup within the company and is still building its own playbook and processes. The role suits someone who dislikes heavy process and takes strong ownership. You push back on weak requirements, stop poorly scoped evaluations early and do not wait for instructions. You will have real influence over product direction and how data deals are sold.

Responsibilities

• Own the technical side of the sales process, from discovery through technical validation to close.
• Work with Account Managers and new business Account Executives on account strategy, qualification, deal planning and stakeholder management.
• Work with the VP of Data Products to review the existing customer base, decide which accounts are ready for which products and build target lists with Account Managers.
• Lead technical discovery to learn each customer's architecture, workflows, pain points, decision criteria and business goals, then turn those findings into clear designs across Advanced BI, Data Warehouse, APIs and Benchmarking.
• Run demos built around the customer's measurable outcomes instead of a generic product tour.
• Scope and run proofs of concept and technical evaluations with success criteria agreed up front, and drive each one to a yes or no within a set timeline.
• Build and defend the business case, including TCO and ROI comparisons against a customer building the capability in-house.
• Match each customer to the product that fits their current stage and identify what they will need at the next stage.
• Answer technical objections on architecture, security, data access, scalability, deployment, APIs, entitlements and integration, and test what competitors actually deliver instead of accepting prospects' assumptions.
• Build reusable evaluation plans, ROI models, solution patterns and technical materials so the wider sales organization can take part.
• Send structured feedback from customer conversations, competitive evaluations and recurring technical needs to Product and Engineering, and document expectations, architecture decisions and success criteria during post-sale handoff.
• Use AI tools such as LLMs, code copilots and semantic search as a core part of your daily work, as the team already does.

Requirements

• 5+ years in sales engineering, solutions consulting or pre-sales architecture for a technical B2B product in data infrastructure, analytics, developer tools, observability or enterprise AI.
• A record of evaluations that ended in a decision, not an open-ended pilot, and of deals you can point to as technically won.
• Experience selling to data and engineering leaders as well as business buyers such as CEOs, CFOs and COOs.
• Strong written and spoken communication, able to explain complex methods to non-technical executives without losing accuracy.
• Comfortable working in a team that is still building its processes, with a bias toward action.
• You are willing to disqualify deals and challenge weak requirements before an evaluation is scoped.
• You understand how architecture and delivery choices affect pricing, packaging and renewals, including consumption-based models.
• You can judge where technical effort pays off across several live opportunities at once.
• You stay humble and are more curious about how customers work than about what the product does.
• Working knowledge of modern data architecture: warehouses, databases, APIs, cloud infrastructure and pipelines.
• Understanding of data governance, de-identification, suppression, entitlements and audit requirements for externally facing analytics.
• Enough architecture depth to hold a credible conversation with a head of data who has already built their own stack, without adding unnecessary complexity.
• Preferred: experience at a data, analytics, cloud, infrastructure or observability company, with familiarity with Snowflake, Databricks, dbt or Looker.
• Preferred: experience with enterprise security review, procurement and technical diligence.
• Preferred: experience joining or building an early sales engineering team, or selling an emerging category where educating customers is part of the cycle.
• Preferred: healthcare data exposure such as claims, quality measures or de-identification standards.

Conditions

Remote work is allowed.

Base salary range is $125,000 to $160,000 USD.

The company is a hybrid employer with offices in Ft. Lauderdale, FL; Holmdel, NJ; and Verona, Italy.

The company is backed by Roper Technologies, Inc. (Nasdaq: ROP) and is in a growth phase.

Applicants are asked to review the company's applicant privacy notice before applying.

Benefits

• Competitive pay and comprehensive health coverage.
• Generous PTO, 401(k) matching and paid parental leave for full-time employees.
• Hybrid work schedules, career development support and wellness programs.
• Opportunities to volunteer through CR Cares, the company's community engagement initiative.
• Recognised by Inc, Built In and NJBIZ as one of the best places to work more than 10 times.