Sales Engineering Manager

📋 Description

• • Lead the Sales Engineering function at Vapi Technologies by building and scaling a team of Sales Engineers to support enterprise growth, from hiring to performance management and daily coaching.
• • Serve as a player-coach: remain hands-on in enterprise deals by conducting technical evaluations, building custom voice agents, integrating telephony systems, and leading live demos for top-tier customers like Amazon Ring, Intuit, and New York Life.
• • Define and standardize enterprise sales processes including discovery frameworks, POC scoping criteria, demo assets, and technical evaluation benchmarks to ensure consistency and quality across all deals.
• • Own the technical win rate and time-to-go-live metrics, tracking performance data to identify product gaps and feed actionable insights back to engineering teams.
• • Build and maintain a reusable artifact library of reference architectures, integration patterns, API workflows, and objection-handling responses to accelerate deal velocity and reduce redundant work.
• • Collaborate closely with Account Executives to map deal coverage, identify bottlenecks in technical evaluations, and ensure seamless handoffs between sales and engineering.
• • Hire, onboard, and retain top-tier Sales Engineers by designing interview processes that distinguish between polished presenters and technically strong engineers capable of building and debugging real-world integrations.
• • Stay fluent in Vapi’s core technology stack: voice AI, LLM orchestration, telephony protocols (SIP, Twilio, Genesys, Five9), webhook integrations, and contact center workflows.
• • Coach the Sales Engineering team to tailor technical communication for both engineering and executive audiences—maintaining depth without oversimplifying.
• • Review all POCs before deployment to ensure technical accuracy, customer alignment, and adherence to established standards.
• • Drive a culture of ownership, urgency, and direct feedback aligned with Vapi’s core values: building something worthy of love, committing and following through, seeking raw input, and operating as one team.
• • Leverage quarterly off-sites and team-building activities to foster collaboration and reinforce Vapi’s kind, founder-led culture.
• • Utilize the $10k annual learning and development budget to advance technical and leadership skills for yourself and your team.
• • Work directly with founders and Tier-1 investors (YC, Bessemer, Kleiner Perkins, M12, Peak XV) to align Sales Engineering strategy with company vision and funding milestones.
• • Maintain deep technical proficiency: write code, debug webhook integrations, interpret API responses, and build functional voice agents without requiring engineering support.
• • Contribute to Vapi’s mission of replacing scripted phone systems with intelligent, adaptive voice agents that resolve customer issues in minutes, not hours.