销售工程师
Sales Engineer
我们是谁
你好 👋 我们是 Ethena，一款能根据你进行个性化定制的合规培训。Ethena 将顶级的培训内容与智能 AI 相结合，构建并适应培训内容，以反映你公司的独特品牌、职位、政策和风险，无论你是戴安全帽还是参加虚拟会议，都能让培训感觉像你们团队的一部分。从根据 HRIS 数据自动分配课程到在几分钟内将你的政策转化为互动培训，Ethena 帮助人力、法务和合规团队在几天（而不是几个月）内启动，并通过自适应学习路径将学习者座位时间减少多达 60%。Ethena 在 2000 多家组织中支持超过 100 万名学习者，拥有 93% 的学习者满意度和 96% 的客户续约率。过去几年，我们实现了持续且持久的增长，包括 120% 以上的净美元留存率、95% 以上的毛美元留存率，并在各行业中实现了强劲的企业扩展。Ethena 已成为现代全球组织的首选合规合作伙伴。
除了培训，Ethena 还将核心合规工具 Hotline & Case Management、Policy Bot 和 Phishing Simulator 统一到一个平台上，并内置了审计追踪和合规控制，合规团队可以信赖。
我们被 Genesco、Asana、Pinterest 和 Synaptics 等公司的团队所信任，现在是加入我们的绝佳时机。
我们如何工作
我们是一支重视所有形式多样性的团队，喜欢引入新的视角。我们提出有深度的问题，挑战假设，并以同理心为客户和彼此打造产品。我们注重工艺，热爱反馈，并承担责任。我们也拥抱幽默（是的，双关语是真的），因为做严肃的工作不一定要感觉那么严肃。
我们的员工全部远程办公，你的个人工作时间可以根据自己的时区安排。所有团队会议都会安排在涵盖所有北美时区的时间。
我们寻找的人
在 Ethena，我们是一个正在革新合规领域的 AI 平台。我们的产品和工程团队快速交付——真的很快。构建周期在缩短，产品范围在扩大，我们的路线图也在不断演变以满足不断变化的工作场所需求。
这就是你的用武之地。
我们正在寻找一名销售工程师，作为我们营收团队和潜在客户的关键技术合作伙伴。你将向一位经验丰富的销售工程经理汇报，这位经理曾从零开始建立销售工程职能。你将通过连接我们不断演进的技术，将 Ethena 平台生动地呈现出来，
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Who we are
Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 1M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations.
Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust.
Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us.
How we work
We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious.
Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.
Who we're looking for
At Ethena, we’re an AI platform that’s revolutionizing the Compliance space. Our product and engineering teams ship fast—really fast. Build cycles are shrinking, product offerings are expanding, and our roadmap evolves to meet the needs of a changing workplace.
That’s where you come in.
We’re looking for a Sales Engineer to serve as the critical technical partner to our revenue teams and prospective customers. You’ll report into an experienced Sales Engineering Manager who has built SE functions from the ground up. You’ll bring Ethena’s platform to life by connecting our constantly evolving technology, AI features, and integrations directly to the business outcomes our clients care about.
Most importantly, we’re looking for a career technical problem-solver: someone who thrives as an individual contributor in a hands off, high autonomy environment, loves messing around with tech to creatively solve complex customer challenges, create cool prototypes, and tackle diverse projects beyond standard sales call, and wants to continuously hone their technical craft, help us win deals, and expand their impact and pursue career growth as an individual contributor rather than move into people management.
Ideal candidates come from customer-facing technical backgrounds—so whether you’ve been an SE, Technical Solutions Engineer, Implementation Manager, or tech-minded CS manager, if you love solving client problems with technology, we want to hear from you.
We're hiring both at both the Analyst / SE I and Associate / SE II levels, and will calibrate level based on relevant experience and demonstrated skills throughout the interview process
What Makes the Levels We're Hiring at Distinct
Analyst / SE I:Designed for someone earlier in their technical/customer-facing career who may be transitioning into Sales Engineering from Implementation, Technical Support, Technical CS, Solutions, or another customer-facing SaaS role. Prior SE experience isn't required, but candidates should demonstrate strong technical aptitude through areas like troubleshooting, configuration, APIs/integrations, SSO/HRIS/LMS, technical projects, or light coding/scripting, along with the ability to communicate technical concepts clearly to customers.Associate / SE II:Designed for someone who already has demonstrated hands-on Sales Engineering, Solutions Engineering, presales, or equivalent experience supporting B2B SaaS sales cycles. They should already be comfortable partnering with AEs, conducting technical discovery, delivering tailored demos, handling technical questions/objections, and supporting POCs/evaluations without needing to learn the fundamentals of the SE/presales motion.
Why You'll Love This Role
A Product That’s Actually Fun to Demo: You won't be demoing clunky 90s software. Ethena’s product is modern, fast-moving, AI-infused, and constantly improving.
Scope Beyond the Demo: You’ll get to own projects outside standard RFPs—building sales enablement, testing out vibe coding ideas, building interactive proofs-of-concept, and crafting technical narratives.
High-Trust, Collaborative Culture: No micromanagement or step-by-step handholding here. You get the space to take initiative, paired with supportive coaching when you need it.
Direct Access to Leadership: You’ll work closely with Sales, Product, and Engineering leadership to help shape our technical go-to-market strategy.
What you'll do
1. Drive Technical Sales & Tailored Demos
Partner with Account Executives (AEs) and Customer Success Managers (CSMs) during discovery and demo stages to map Ethena’s technical strengths to customer pain points.
Maintain and refine our demo environment, ensuring it showcases our newest AI features, customization capabilities, and real-world client configurations.
Translate product specs, compliance workflows, and technical details into engaging, simple language for HR, IT, Security, and Legal buyers.
For Associate-level hires: independently own the technical thread of sales opportunities from discovery and demo strategy through technical evaluation, objections, and close in partnership with the AE.
2. Build, Prototype & "Vibe Code"
Build custom walkthroughs, integrations, and tailored proofs-of-concept for high-priority deals.
Bring a hands-on technical curiosity to the team—whether that’s experimenting with APIs, testing automated demo setups, or vibe coding custom tools to help win deals.
3. Handle Technical Due Diligence & Enablement
Field technical and implementation questions covering data security, SSO, and HRIS integrations.
Own responses for RFPs, security reviews, and technical questionnaires with speed and clarity.
Create and maintain sales-ready assets like talk tracks, video walkthroughs/Looms, and objection-handling guides to level up the broader team.
Act as the feedback loop between the field and our Product/Engineering teams.
What makes a great candidate
Background Fit: Experience in a Sales Engineering, Implementation, Technical Solutions, CS, or technical customer-facing role at a SaaS startup. We’re open to both experienced candidates and ones looking to step into Sales Engineering for the first time, so note that prior SE experience is not required as long as you have customer-facing experience and strong technical potential.
For candidates coming from adjacent backgrounds like Implementation, Technical Solutions, or Technical CS, you should demonstrate both meaningful customer-facing experience and strong technical aptitude.
Technical Curiosity: You love messing around with software, APIs, integrations (HRIS, LMS, SSO), and AI tools. You get excited about "vibe coding" quick scripts or prototypes to solve a problem.
High EQ & Adaptability: You are easy to work with, calm under pressure, and unflappable when plans shift last minute. You hold feedback lightly, take tough notes constructively, and don't get defensive.
Self-Starter & High Initiative: You don't wait to be told what to do or need step-by-step instructions. You proactively look for gaps, surface solutions, and take ownership.
Startup Mindset: You thrive in fast-paced environments where polish takes a backseat to clarity, fast execution, and rapid iteration.
IC Trajectory Focus: You are energized by mastering the craft of Sales Engineering, solving customer problems, and deepening your technical mastery.
Environmental Familiarity: You have experience in a startup, growth-stage SaaS company, or similarly fast-moving environment where priorities shift quickly and there aren't always established processes or specialist resources to lean on.
The Hardest Part of the Role
Our product moves fast, and our roadmap evolves continuously. The hardest part of this job is staying ahead of a rapidly innovating platform and translating those technical changes on the fly into crisp, high-impact customer narratives. If last-minute roadmap shifts excite you rather than stress you out, you’re going to love it here.
At Ethena, we're committed to fair and equitable compensation. We carefully evaluate each candidate's skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.
Physical Demands
This is sedentary work that primarily involves sitting/standing in a home office environment.
Location
Ethena is a remote-first organization and is currently hiring candidates based in the United States.
We are not currently offering employer visa sponsorship for this role.
AI Usage in Interviews:
We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know.
Benefits
The benefits offered for this position can be found here. We provide unlimited PTO.
How to Apply
Applications for this position will be accepted via our job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to read more about our approach to job descriptions by our Chief People Officer, Melanie Naranjo. Curious to know what it’s like to interview with us? Read more here.
Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. Ethena does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others.
Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.