Senior Sales Engineer (Northeast U.S.)

📋 Description

• • As a Senior Sales Engineer at Gray Swan AI, you will be at the forefront of protecting organizations from the rapidly evolving landscape of AI security threats. You will serve as the primary technical advisor for enterprise customers, guiding them through the complexities of securing, governing, and deploying advanced AI systems in production environments. This pivotal role involves deep collaboration with Account Executives on high-value, intricate sales opportunities, where you will own the entire technical narrative from initial engagement through to successful deal closure.
• • Your responsibilities will span leading technical pre-sales efforts, acting as a trusted technical advisor to a diverse range of customer stakeholders, and translating sophisticated AI security risks into clear, compelling, and differentiated solutions. You will engage with both technical teams (security, AI, platform engineers) and executive leadership, demonstrating a profound understanding of their unique challenges and strategic objectives.
• • This is a hands-on, customer-facing position operating within high-stakes, fast-paced environments. Many of our clients are in the nascent stages of defining their AI security posture, making your expertise and guidance invaluable. You will be instrumental in shaping their understanding and adoption of AI security best practices.
• • **Pre-Sales Technical Leadership:**
• • Take the lead technically on enterprise sales opportunities, working hand-in-hand with Account Executives to craft and execute winning deal strategies.
• • Conduct in-depth technical discovery sessions with customer security, AI, and platform teams to thoroughly understand their existing architectures, threat models, and operational constraints.
• • Define clear technical win strategies, encompassing solution design, robust evaluation plans, and measurable success criteria that align with customer goals.
• • Act as a go-to technical advisor for senior customer stakeholders, building trust and credibility throughout the entire buying journey.
• • **AI Security Expertise & Solution Design:**
• • Articulate and demonstrably showcase how the Gray Swan platform effectively identifies vulnerabilities and provides robust protection for modern AI systems, including Large Language Models (LLMs) and agentic architectures.
• • Design and propose optimal deployment architectures for seamless integration of the Gray Swan platform across customer development, deployment, and runtime environments.
• • Provide expert advice and guidance to customers on industry best practices for AI security, governance frameworks, and operationalization strategies.
• • **Demos, POCs & Technical Validation:**
• • Design, build, and maintain highly compelling and tailored demo environments that resonate with specific customer use cases and pain points.
• • Lead and manage Proofs of Concept (POCs) and pilot programs, ensuring they clearly demonstrate the platform's value proposition and competitive differentiation.
• • Confidently and authoritatively address deep technical, architectural, and security objections raised by prospects.
• • Actively support security reviews, threat modeling sessions, and technical due diligence processes.
• • **Executive & Technical Communication:**
• • Clearly and concisely communicate complex AI security concepts to a wide audience, ranging from hands-on engineers to security leaders and C-suite executives.
• • Translate the technical capabilities of the Gray Swan platform into tangible business impact and measurable risk reduction for the organization.
• • Provide crucial support for Request for Proposals (RFPs), security questionnaires, and compliance-related discussions.
• • Represent Gray Swan as a recognized technical authority in customer meetings, industry events, and select forums.
• • **Cross-Functional Collaboration:**
• • Deliver structured and actionable feedback to the Product and Engineering teams, informed by real-world customer needs and market trends.
• • Identify and surface recurring patterns observed across enterprise buyers to influence and prioritize the product roadmap.
• • Actively contribute to the development of technical sales enablement materials and foster internal knowledge sharing within the sales and engineering teams.
• • At Gray Swan AI, we are building critical infrastructure for the future of AI. This role offers a unique opportunity to be part of a fast-growing, well-funded startup with significant traction and globally recognized customers. You will take on real responsibility and gain meaningful equity from day one in a high-ownership environment. You'll tackle challenging problems, move at a rapid pace, and directly influence the evolution of both our product and our company. Many join Gray Swan because our mission is vital – we are engaged in practical, high-impact work in AI safety, providing a strong sense of purpose that drives our team.