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About the Role

As a Sales Engineer at Valence, you will be the technical voice in our largest deals, guiding customers from initial contact through to signature. You will map how Nadia integrates with customer systems, differentiate standard features from custom solutions, and define the scope for delivery teams. You will also manage technical discussions internally and externally, and effectively communicate technical possibilities and constraints.

Responsibilities

Lead technical discovery with enterprise buyers, HR tech owners, IT and InfoSec.
Explain Nadia's architecture and its integration with standard enterprise systems like SSO, SCIM, HRIS sync, Teams deployment, data residency, and encryption keys.
Map customer architectures, categorize requirements into standard connectors, configurations, or custom work, and write technical scopes for Statements of Work (SOW).
Set realistic timelines with Engineering and assign work to the appropriate teams (core engineering, forward-deployed engineering, or solutions engineering).
Manage security reviews and questionnaires, and handle CISO and IT communications with accurate information.
Effectively push back on client demands when necessary, balancing a visionary approach with realistic delivery constraints.
Develop reusable assets such as reference architectures, security responses, and scoping templates to streamline future deals.
Utilize AI and AI-First principles to create tailored demos and prototypes showcasing Nadia's integration with customer frameworks, data, and systems.
Own the mapping of client architectures, technical specifications for customer integrations, identification and definition of implementation risks for new integrations, and handoffs to engineering and FDE teams.

Requirements

3+ years in sales engineering, solutions architecture, or a customer-facing engineering role at a B2B SaaS company selling to large enterprises.
Hands-on proficiency with enterprise integration patterns including REST and SOAP APIs, SFTP and batch file feeds, webhooks, SSO (SAML/OIDC), and SCIM provisioning.
Comfort with enterprise security and compliance discussions covering SOC 2, data retention, encryption and BYOK, single- vs. multi-tenant architectures, and cloud networking like private connectivity.
Experience scoping work for other engineers and taking ownership of the accuracy of those scopes.
Clear and concise writing skills, capable of summarizing complex technical discussions into concise documentation.
Demonstrated judgment under pressure, maintaining composure and honesty in demanding client situations.
AI fluency, including daily use of AI tools and the ability to explain concepts like LLM prompting, grounding, evaluation, and limitations.
A builder's instinct, with the ability to use AI tools and coding agents for creating tailored demos or prototypes using scripting (Python or JavaScript), APIs, or product configuration.

Skills

Sales Engineering
Solutions Architecture
B2B SaaS
Enterprise Integration Patterns
REST APIs
SOAP APIs
SFTP
Batch File Feeds
Webhooks
SSO (SAML/OIDC)
SCIM Provisioning
Enterprise Security
Compliance
SOC 2
Data Retention
Encryption
BYOK
Cloud Networking
Private Connectivity
Technical Scoping
AI Fluency
LLM Prompting
LLM Grounding
LLM Evaluation
AI Tools
Coding Agents
Python
JavaScript
API Integration
Product Configuration
HRIS Systems
Workday
Microsoft Teams
Microsoft 365 Ecosystem
AI Quality Evaluation
Eval Sets
Success Criteria

Location

New York, NY
London, UK
Remote (within relevant region)

Work Type

Hybrid (minimum 3 days/week in office for NY and London roles)
Remote
Full-time

Experience Level

3+ years in sales engineering, solutions architecture, or customer-facing engineering
Early or first SE at a growth-stage company (nice to have)

Salary/Compensations

Competitive salary including base + performance bonus

Benefits

Comprehensive health coverage (medical, dental, vision) from day one
Generous PTO
Company-wide R&R shutdowns
Paid parental leave
Retirement plan support (401k / pensions)
Meaningful Equity with top-up grants tied to performance

About the Company

Valence is the AI company behind Nadia, a personalized coach designed to advance teamwork and talent strategy at an enterprise scale.
Nadia embeds personalized, proactive development into daily work to help individuals build new skills and behaviors.
Nadia serves as a tool for HR leaders to enhance the reach and impact of talent programs, driving measurable improvements in learning, culture, and performance globally.
Nadia has facilitated over two million coaching conversations in 100+ languages since its release in early 2023.
Nadia is currently deployed at scale across Fortune 500 companies globally, including major corporations like Nestlé, Coca-Cola, IBM, Dell, The Home Depot, CVS Health, Delta Air Lines, Kaiser Permanente, and Vanguard.
Valence is a Series B company backed by Bessemer Venture Partners and Insight Partners.
Valence has offices in New York, Toronto, London, and San Francisco.
Valence focuses on solving complex AI challenges that redefine how organizations operate, offering a unique opportunity to shape the future of AI at a global scale.
The company seeks individuals who are driven by innovation, thrive on tackling uncharted problems, and are motivated to redefine the role of AI in business and the world.

Sales Engineer at Valence | CA | Rezi