Senior Sales Engineer (Observability & Security)

ABOUT US:

We are a well-funded Series B ($82MM) high growth startup headquartered in Seattle, with employees throughout the United States and EMEA. Most of our roles are remote-first and we offer a diverse, respectful, fun, and collaborative environment to work in. We're currently in the start-up sweet spot with sufficiently low risk and yet still the potential of massive upside.

At Edge Delta, we are building the world's most scalable and effortless observability and data pipelines platform. Edge Delta is the only platform that enables DevOps, SRE, and Platform teams to begin analyzing data where it's created and proactively generate AI insights across all datasets.

Our customers escape the constraints and architectural limitations of traditional centralized systems by utilizing our distributed architecture, AI, and stream processing capabilities. Ultimately, Edge Delta provides the scalability the market needs without previous technical or financial limitations.

If the prospect of working in a small but fast-growing company with a strong collaborative culture sounds interesting, Edge Delta is the place where you can be given the opportunity and autonomy to shape the future of observability.

Summary:

As a Senior Sales Engineer at Edge Delta, you will serve as a technical expert and trusted advisor to our customers, focusing on solving complex challenges in observability and security within enterprise environments. You will leverage your deep technical knowledge and strong communication skills to drive prospects to technical success and build lasting customer relationships.

Responsibilities:

Customer Engagement:

• Lead technical sales presentations, product demonstrations, and proof-of-concept engagements
• Build rapport and trust with technical decision-makers and influencers
• Gather and analyze customer requirements, translating them into tailored solutions

Solution Design:

• Design, propose, and deliver comprehensive telemetry pipeline solutions that address customer's observability and security challenges
• Collaborate with external teams to build expertise in telemetry pipelines within customer organizations
• Collaborate with internal teams (product, engineering, marketing) to develop tailored proposals and demos

Technical Expertise: 

• Serve as the subject matter expert to our observability and security customers, demonstrating a thorough understanding of a wide range of solution deployment strategies and their corresponding tradeoffs

Competitive Intelligence: 

• Stay on top of industry trends, competitive landscape, and emerging technologies in observability and security

Sales Enablement:

• Provide technical training and support to the sales team
• Develop and maintain technical sales collateral (presentations, demos, whitepapers)

Qualifications:

Technical Skills:

• Deep understanding of observability principles and technologies (e.g., logging, metrics, tracing, APM)
• Experience with security technologies (e.g., SIEM, threat detection, vulnerability management)
• 5+ years of experience with DevOps, Logging, or related domains 
• Hands-on experience with Docker, Kubernetes, AWS, GCP, Azure, or other modern cloud-native technologies, cloud infra, and modern software deployment
• Proficiency in troubleshooting and optimizing enterprise application performance issues is a strong plus

Communication Skills:

• Excellent verbal and written communication skills, with the ability to explain complex technical concepts clearly to both technical and non-technical audiences
• Strong presentation and public speaking skills

Sales Acumen: 

• Proven ability to discuss relevant business value from product platform and features
• Build strong customer relationships and act as trusted advisor
• Understanding of Command of the Message and/or MEDDICC sales frameworks

Experience:

• 5+ years of experience in a sales engineering or similar technical pre-sales role
• Experience working with enterprise customers and matrixed environments
• Background in observability, security, and related fields is highly preferred

Preferred Qualifications:

• Experience with implementing observability pipelines (Cribl, Vector, etc.)
• Understanding of DevOps and SRE practices and principles
• Knowledge of different programming languages (e.g., Go, Python, Java)
• Understanding of OpenTelemetry (OTEL) concepts

What You'll Do

As a Senior Sales Engineer, you will be at the forefront of our customer interactions, leveraging your expertise in observability and security to drive sales and ensure customer success. You will work closely with our sales and product teams to understand customer needs and demonstrate how our solutions can address their most pressing challenges. Your ability to translate technical capabilities into business value will be crucial in helping to win new business and grow the customer base.

• Conducting in-depth technical presentations and demonstrations to showcase the value of our solutions
• Collaborating with sales representatives to understand customer requirements and develop tailored telemetry pipelines solutions
• Leading proof-of-concept engagements to demonstrate the effectiveness of telemetry pipeline solutions in customer environments
• Providing technical expertise and guidance to customers throughout the sales cycle
• Developing and delivering technical content, including documentation, whitepapers, and case studies
• Staying current with industry trends and advancements in observability and security
• Providing feedback to the product team to help shape future product development based on customer needs and industry trends

Who You Are

You are a seasoned sales engineer with a strong background in observability and security, and you thrive on helping customers solve complex technical challenges. You have a deep understanding of enterprise applications and production environments, and you are skilled at translating technical capabilities into business value. You enjoy working in a collaborative, fast-paced environment where your technical expertise and customer insights are highly valued.

• Bachelor's Degree in Computer Science, Engineering, Information Technology, or a related field, or equivalent experience
• 5+ years of experience in a sales engineering or technical consulting role, with a focus on enterprise applications
• Expertise in observability and/or security, with a proven track record of success in these areas
• Strong technical acumen and hands-on experience with a variety of tools and platforms
• Excellent communication and presentation skills, with the ability to engage both technical and non-technical audiences
• Ability to manage multiple projects and priorities in a fast-paced environment
• A passion for technology and a commitment to continuous learning and professional development
• Strong interpersonal skills and the ability to build and maintain strong customer relationships