Sales Engineer (Founding)

About Obin AI

Obin AI builds AI agents trained on a specific firm's operating logic, edge cases, and regulatory framework. These agents run within the client's own cloud and governance boundary, with all outputs auditable, traceable, and reversible. Obin AI assists leading institutions in rethinking critical workflows across insurance, private credit, private equity, and commercial lending.

The Role

This is the first Sales Engineer role at Obin AI. You will be the technical partner to Client Partners and Account Executives throughout the sales cycle, including discovery, demo, architecture and security review, workflow scoping, and handoff into delivery. You will translate client operating problems into requirements for engineers and explain Obin AI's solutions to business buyers. This role requires building the technical sales function from the ground up.

Key Responsibilities

• Technical discovery: Understand the client's actual workflow, exception paths, and process breakdowns.
• Business-buyer demo: Own the demo flow, narrative, and data, including the Context Studio story, to enable Client Partners to run it independently.
• Architecture and security reviews: Lead discussions on data access, deployment model, controls, lineage, and auditability.
• Model risk and compliance: Address concerns that stall deals in regulated institutions.
• Accuracy and evals: Explain how Obin AI achieves production accuracy from frontier models, covering ontology, encoded SOPs, edge-case handling, error correction, and evaluation sets.
• Scoping with engineering: Translate opportunities into estimates for the delivery team, producing the opportunity brief, ROI validation, and scope for the SOW.
• Clean handoff: Ensure the delivery pod inherits a scope that allows forward-deployed engineers to build without re-discovery.
• Technical enablement: Build an objection library, proof points, and talk tracks to reduce commercial team dependency.

Requirements & Tech Stack

• Enterprise sales engineering experience: Supporting seven-figure deals with long cycles and technical buying committees.
• Financial services fluency: Experience with security review, model risk, and third-party risk at a bank, insurer, or asset manager.
• Business buyer demo skills: Ability to demo to both technical and business audiences.
• Applied AI understanding: Familiarity with LLMs, RAG, and agentic workflows, with the depth to be credible with engineers and the honesty to define limitations.
• Builder appetite: Comfortable operating without a playbook, demo library, or established team.
• Proven ability to halt a deal on technical grounds against sales pressure.

Qualifications

• 5 to 12 years in sales engineering, solutions consulting, or forward-deployed engineering (Strongly Preferred).
• Experience in insurance, private credit, or asset management (Strongly Preferred).
• Hands-on ability to build prototypes or manipulate data (Strongly Preferred).
• Experience with deployments into client's own cloud (especially GCP), on-prem, or VPC-isolated environments (Strongly Preferred).
• Experience in a services-plus-product model rather than pure SaaS (Strongly Preferred).
• Experience in an early-stage or first-SE role (Strongly Preferred).