Enterprise Sales Engineer

Excelerate360 · London, UK

Base: £120K
OTE: £200K
Posted: 12d ago

Still open · checked 2h agoon Excelerate360's careers page

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The job

What you'd do: Act as a technical adviser to big companies, showing them how to let AI use their data safely. You'll run demos and trial runs, and help them start using the product in the UK and EU.
Who you'd sell to: Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
Where deals come from: Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: Base and OTE both listed. Roughly a 60/40 base-to-variable split.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 12 days.
Company hiring: 5 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
5.
Is the territory new or existing? Who had it before?
An existing book is a head start. Greenfield means building from zero.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Excelerate360? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Help Shape the Future of Enterprise Trusted AI Artificial Intelligence is transforming the way the world's leading organisations operate. But as AI adoption accelerates, so does the need for trust, security and governance. That's where our client comes in. Backed by leading venture capital investors, they're building the trust and decision layer that enables enterprises to deploy AI securely, confidently and at scale. Operating at the intersection of AI, identity and data governance, they're creating an entirely new category of enterprise technology. This is an exciting opportunity to join an ambitious, high-growth business and help shape the future of enterprise AI. Already attracting major corporate customers, trusted system integrators and resellers, this is a role created to support the next phase of growth in Europe. The right candidate will be joining at a time to support direction, key initiatives and strategic growth in the UK and EU. This role requires a unique blend of technical expertise and exceptional, human-centred soft skills. The Opportunity We're looking for an experienced Enterprise Sales Engineer to join our client's team in a hybrid role based within commuting distance of London. You'll become a trusted technical advisor, partnering with customers to help them understand why data trust is the foundational layer every enterprise AI deployment needs and how our client's platform enables secure, context-aware and authorised access to enterprise data for AI applications. Working closely with Sales, Customer Success and Partner teams, you'll combine deep technical expertise with exceptional communication skills to guide organisations through every stage of the customer journey—from discovery and demonstrations through to proof of concept, deployment and adoption. If you enjoy solving complex technical challenges, influencing enterprise buying decisions and working with cutting-edge AI technologies, we'd love to hear from you. Requirements Key Responsibilities - Partner with Account Executives to drive strategic customer opportunities. - Deliver compelling technical demonstrations, workshops, solution presentations and Proofs of Concept (PoCs). - Act as the trusted technical advisor throughout the sales cycle. - Support customers during deployment and ensure successful platform adoption. - Build lasting, strong relationships with enterprise customers, partners and system integrators. - Translate complex technical concepts into clear business value for both technical and executive audiences. - Collaborate across Sales, Product and Customer Success to deliver an exceptional customer experience. What We're Looking For Must Have's - 10–15 years' experience in Sales Engineering, Solutions Engineering or Technical Pre-Sales within enterprise software. - Strong expertise in graph database technologies, including hands-on experience with Neo4j and the Cypher query language. - Demonstrated understanding of IaC principles and the core Terraform workflow (init, plan, apply), with the ability to maintain and update existing configurations. - Comfortable implementing and maintaining data flows between systems using REST APIs for request-response actions and Apache Kafka / Confluent for message-based data movement. - Experience with technologies such as Python, JavaScript, React, and Go. - Experience in Identity & Access Management (IAM), in particular OAuth 2.0 and AuthZEN, cybersecurity, cloud technologies or enterprise software. - Excellent presentation, communication and stakeholder management skills. - A consultative, customer-first approach with the ability to influence technical and business decision-makers. - A genuine passion for solving complex technical challenges and helping customers unlock the value of AI securely. - Ability to travel largely within the UK and EU, with occasional global travel. What We Offer This is an opportunity to be part of something genuinely exciting. You'll join a talented team that's defining a new market and solving one of the biggest challenges facing enterprise AI today. - 💰 £120,000 base | £200,000 OTE - Equity participation in a high-growth, venture-backed company. - Remote-first culture with a collaborative and mission-driven team. - The opportunity to define and build a new market category from the ground up.

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