客户工程师（售前） ANZ
Customer Engineer (Pre-Sales) ANZ
没有什么比改变一个停滞了几十年的行业更令人兴奋的了。
Federato 是一个以人工智能为核心的平台，正在将代理型人工智能带入完整的保险政策生命周期。我们正在激进地改变保险工作的完成方式，世界也在关注：我们已经筹集了 1.8 亿美元，其中包括高盛提供的 1 亿美元 D 轮融资。我们拥有强大的产品市场匹配度，并在全球快速成长。
你将有机会与全球最先进的 AI 团队之一一起解决复杂的问题。如果你就是我们需要的人，你就会知道，将 AI 塞进遗留系统是不够的。这就是为什么我们从第一天起就打造了一个以 AI 为核心平台。这就是为什么你可以在这里做在传统软件公司永远无法实现的事情：快速行动并证明它，而不是空谈理论。我们从基本原理出发思考。你将解决真正重要的问题，构建从根本上改变保险运作方式的软件。
职位概述
作为 Federato 的创始高级客户工程师，你将亲力亲为，帮助保险公司和管理公司（MGUs）充分发挥 Federato 平台的全部潜力。你将与销售团队合作，主导技术探索、解决方案设计和演示交付。你还将共同创建推动我们早期销售工程（SE）动作的系统、工具和内容。该职位位于澳大利亚悉尼。
你将负责的工作
- 从探索到成交，全程负责技术销售对接
- 提供针对业务成果的定制化、高影响力演示
- 将客户流程转化为 Federato 配置——包括报价、定价、附加条款和组合优化
- 与产品和安全团队协作，主导 RFP 和安全问卷的填写
- 构建和维护反映目标客户群体的可重复使用的演示环境
- 开发上线材料、配置库和示例定价逻辑
- 与预销售经理和产品营销团队合作，完善信息框架和技术资料
- 共同定义并持续改进预销售生命周期（探索、解决方案制定、交接等）
- 为团队共享资产做出贡献，包括：
- 探索手册
- 配置范围和成功标准模板
- 演示设置指南和操作说明
- 与产品和工程团队协作，确保路线图与客户痛点一致
- 清晰且有背景地提出常见的反对意见和产品缺口
- 为实施和客户成功团队提供售后背景信息
查看英文原文
There's nothing more exciting than transforming an industry that's been stagnant for decades.
Federato is an AI-native platform that’s bringing agentic AI to the full policy lifecycle. We’re aggressively transforming how insurance work gets done, and the world is paying attention: we've raised $180 million, including a $100 million Series D from Goldman Sachs. We have powerful product-market fit, and we're growing fast globally.
You'll get to work on complex problems with one of the most advanced AI teams you'll find anywhere. If you're the person we need, you know that AI bolted onto legacy systems is too weak to matter. That's why we built our platform to be AI-native from day one. That's why you can do here what you can never do at a legacy software company. move fast and prove it, not theorize it. We think from first principles. You’ll work on problems that matter, building software that fundamentally changes how insurance operates.
Role Overview
As a Founding Senior Customer Engineer at Federato, you’ll be a hands-on in helping insurance carriers and MGUs realize the full power of the Federato platform. You’ll partner with Sales to lead technical discovery, solution design, and demo delivery. You’ll also co-create the systems, tools, and content that drive our early SE motion. This role is based in Sydney, Australia.
What You'll Be Doing
- Own technical sales engagements from discovery through close
- Deliver tailored, high-impact demos focused on business outcomes
- Translate customer workflows into Federato configurations — including quoting, rating, endorsements, and portfolio optimization
- Lead RFP and security questionnaire completion in collaboration with Product and Security teams
- Build and maintain reusable demo environments reflecting target customer segments
- Develop onboarding materials, configuration libraries, and example rating logic
- Partner with the Manager, Pre-Sales and Product Marketing to refine messaging frameworks and technical collateral
- Co-define and continuously improve the pre-sales lifecycle (discovery, solutioning, handoffs, etc.)
- Contribute to shared team assets like:
- Discovery playbooks
- Configuration scopes and success criteria templates
- Demo setup guides and walkthroughs
- Collaborate with Product and Engineering to align roadmap with customer pain points
- Surface recurring objections and product gaps with clarity and context
- Provide post-sale context to Implementation & Customer Success
Who We Hope You Are
- 6–10+ years in technical pre-sales, solutions engineering, or technical consulting
- Hands-on experience in demos, architecture design, and enterprise sales support
- Strong insurance domain knowledge (or curiosity to learn quickly)
- Familiarity with policy lifecycle management, rating, quoting, and underwriting systems
- Ability to communicate technical value to both execs and practitioners
- Coding competence in Javascript and SQL
- Up to 30% Travel
Our base salary range for this role is 170,000 to 215,000 AUD, with on-target earnings (OTE) ranging from 240,000 to 305,000 AUD. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks.
Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!
We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at talent@federato.ai