Sales Engineer

Valence is the AI company behind Nadia, a personalized coach for everyone, built to advance teamwork and talent strategy at enterprise scale. Nadia embeds personalized, proactive development directly into the flow of daily work to help individuals build new skills and behaviors. At the organization level, Nadia is a tool for HR leaders to improve the reach and impact of their talent programs, driving measurable improvements for learning, culture, and performance globally. Since being released in early 2023, Nadia has logged more than two million coaching conversations in 100+ languages. Today, Nadia is deployed at scale across the Fortune 500, across the globe, including Nestlé, Coca-Cola, IBM, Dell, The Home Depot, CVS Health, Delta Air Lines, Kaiser Permanente, Vanguard, and more. Valence is a Series B company backed by Bessemer Venture Partners and Insight Partners, with offices in New York, Toronto, London, and San Francisco. Learn more about our work with Microsoft: Valence Brings AI Coaching More Deeply Into the Flow of Work with Microsoft 365 At Valence, our team is focused on problems that actually decide whether AI changes how organizations operate: the ones with no playbook, no obvious answers, and no guarantee of success. If you want to be part of the small group that defines how AI transforms the future at a global scale, this is your chance. And this isn't for everyone. We're not looking for people who want predictability or incremental progress. We only want those who are restless at the edge of what's possible, who get bored when things feel "done," and who are driven to redefine what AI can mean for leaders, companies, and the world. Because at Valence, the work worth doing is the kind that redefines work itself. The role As a Sales Engineer at Valence, you will be the technical voice in our largest deals. You join calls from first meeting through signature, map how Nadia fits into a customer's systems, separate what we already do from what would be custom, and write the scope that delivery teams build from. You know how to tee up the right next technical discussions both externally with customers and internally with engineering.

You know when to say "yes," when to say "yes, sequenced," when to push back, and when to find the simpler thing the customer actually needs. What you'll do - Lead technical discovery with enterprise buyers, HR tech owners, IT and InfoSec. - Explain Nadia's architecture and how standard enterprise plumbing — SSO, SCIM, HRIS sync, Teams deployment, data residency, encryption keys — maps to the customer's environment. - Map the customer's architecture, sort requirements into standard connectors vs. configuration vs. custom work, and write the technical scope for the SOW. - Set realistic timelines with Engineering and route work to the right team: core engineering, forward-deployed engineering, or solutions engineering. - Run security reviews and questionnaires, and handle CISO and IT conversations with clear, accurate answers. - Push back well. Be able to take an unconstrained view with clients, pushing a vision, while implicitly understanding the actual constraints that we have in terms of what we can deliver and on what timeline. Sometimes this takes the form of deflecting a client's "We must have X" requirement into something we can actually do. - Build the reusable assets — reference architectures, security answers, scoping templates — that make the next deal faster. - Use AI and AI First principles to build tailored demos and quick prototypes that show a customer how Nadia works with their frameworks, data and systems. - You own mapping client architectures, technical specs for customer integrations, flagging and defining implementation risk for systems we haven't integrated with before, hand-offs to other engineering and FDE teams to deliver.