Senior Sales Engineer - SLED

OverviewAmbient.ai is a unified, AI-powered physical security platform helping the world’s leading enterprises reduce risk, improve operational efficiency, and gain critical insights. Ambient.ai uses advanced AI and computer vision to integrate with existing camera and sensor systems for real-time monitoring and proactive threat detection. The company was founded in 2017 and is backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures. Ambient.ai is a Series B company on a mission to make every security incident preventable. Our teams collaborate in a hybrid model with in-office days in Redwood City and Fridays for Bay Area employees to stay connected.About The RoleReporting to Tom Fischer, we’re looking for a top-tier Sales Engineer with experience supporting SLED accounts to join our growing team. You’ll play a critical role in helping state, local, and education institutions evaluate Ambient.ai’s platform. This role is ideal for a technically strong, customer-obsessed individual who excels in navigating long, complex sales cycles and public-sector stakeholder environments. You’ll partner closely with Regional Sales Managers to lead pilots, deliver tailored demos, and map technical capabilities to public-sector mission outcomes — all while working across internal teams to shape a customer-centric roadmap.What You’ll DoPartner with Regional Sales Managers to support strategic SLED opportunities, often involving complex, multi-agency stakeholders.Lead successful technical pilots (proof of concepts/proof of value) that reflect the real-world needs of public institutions.Drive technical conversations and discovery across IT, Security, Procurement, and department-level stakeholders.Deliver impactful demos and presentations to both technical and non-technical audiences.Anchor Ambient’s business value through structured Business Value Assessments, tailored to the public sector.Provide subject-matter expertise throughout the sales cycle, answering technical questions and proposing architecture.Collaborate cross-functionally with Product, Engineering, and Customer Success to influence the roadmap and drive post-sale success.Act as a trusted advisor and technical resource throughout the entire evaluation and procurement process.What You’ll BringStrong communication and presentation skills with the ability to simplify technical concepts.5+ years of experience as a Sales Engineer or Solutions Engineer supporting enterprise or SLED customers.Familiarity with navigating RFP/RFQ and procurement cycles in public-sector sales.Background in enterprise SaaS, networking and/or hardware-integrated solutions.Experience supporting deals involving networking, video surveillance, or physical security infrastructure is a plus.Understanding of networking concepts (e.g., VLANs, L2 vs. L3, IP/gateway assignment).Basic Linux and cloud familiarity (AWS, GCP, or Azure).Bonus: Experience with physical access control systems (PACS), security cameras, or public safety applications.Bachelor's degree in Computer Science, Engineering, or a related field preferred.Why Join UsWe are creating an entirely new category within a 120+ billion-dollar physical security industry and are looking for team members who are passionate about preventing security incidents.We have a strong customer roster of F500 companies, including Adobe, SentinelOne, and TikTok.Regular full-time employees receive stock options to share in the company’s success.Comprehensive health and welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k).Flexible time off to rest and recharge, including Winter Break where applicable.Cutting-edge equipment and branded gear provided to hit the ground running.Opportunities to connect with co-workers and participate in activities the team enjoys.Company culture includes social activities and an emphasis on collaboration.Ambient.ai is proud to be an Equal Opportunity Employer. Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant. #J-18808-Ljbffr