• Serve as the technical lead for Enterprise accounts throughout the sales process • Partner with Account Executives to demonstrate to prospects how Plaid can best address their use cases and technical requirements. Specifically, to design solutions and share best practices throughout the sales process • Engage deeply with technical stakeholders in the pre-sales process to drive alignment and buy-in • Provide demonstrations, address technical questions, architect implementation solution(s) and handle RFP responses in a thorough and expedient manner • Take a hands-on role in POCs, where inquisitive and critical thinking is needed to identify, diagnose, and rectify any performance shortfalls • Constantly re-evaluate selling assets and process to enable more efficient/effective messaging to customers • Work with our engineering and product teams to translate prospect feedback into meaningful product insights • Collaborate with current SE team to up-level team knowledge and capabilities

About Worksoft Worksoft empowers business and IT to deliver flawless applications faster and more efficiently with the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments. Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the "gold standard" for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformations. Role Overview The Sales Engineer is a critical member of our Sales team, serving as the senior Technical Advisor and liaison to our Prospects, Customers, and Partner ecosystem. This role requires a seasoned professional who can lead complex technical sales cycles, develop winning strategies, and drive revenue impact. To be successful in this role, the ideal candidate should have extensive experience soliciting business requirements, developing technical sales strategies, configuring and demonstrating solutions that address complex requirements, and building lasting relationships with enterprise customers and strategic partners. The ability to uniquely differentiate Worksoft solutions in a varied competitive landscape is essential. Key Responsibilities - Lead technical discovery and deliver compelling demonstrations, presentations, and impromptu technical conversations to business and technical audiences ranging from end users to C-level executives - Serve as the primary technical liaison with key contacts at enterprise prospects and within our partner ecosystem, articulating Worksoft's value proposition, technical capabilities, and strategic vision - Build and maintain strategic technical and business relationships within our customer install base and partner ecosystem - Understand and effectively communicate current and future product information, product strategy, and competitive positioning - Develop and demonstrate deep expertise within the Worksoft product line with the ability to map complex customer requirements to comprehensive solutions - Demonstrate mastery of portraying complex technical concepts in a concise, compelling manner for varied audiences (business users, executives, subject matter experts, functional testing experts, etc.) - Embrace and demonstrate mastery of the Tell-Show-Tell demonstration methodology, which is the Worksoft Solution Architect standard - Provide strategic customer and partner feedback to product management and software development teams - Maintain thorough understanding of competitors' products, market positioning, and Worksoft's competitive advantages - Lead technical input for complex RFI/RFPs and develop winning proposal strategies - Set proper expectations regarding solution capabilities during sales cycles to ensure customer success - Participate in all appropriate product training to acquire and maintain expert-level product knowledge - Effectively transition comprehensive information gathered during the sales cycle to implementation teams - Support deal strategy and contribute to revenue achievement through technical excellence Required Skills and Experience - Bachelor's degree in Computer Science, Information Systems, or related technical field - 5+ years in technical sales or sales engineering selling enterprise software solutions - Proven track record of contributing to revenue achievement in complex B2B software sales - Strong technical foundation with extensive test automation or enterprise application experience - Enterprise experience is a requirement for this position with a proven track record of deals $500k+ACV - Exceptional presentation and demonstration skills with proven ability to engage audiences from technical users to C-level executives - Advanced consultative approach: ability to ask strategic questions, read customer and stakeholder cues, identify root causes, and architect comprehensive solutions - Demonstrated expertise in translating complex technical concepts into clear business value and ROI - Strong follow-up discipline and customer service orientation with track record of building lasting customer relationships - Excellent written, verbal, and interpersonal communication skills - Proven ability to manage multiple complex opportunities simultaneously - Experience managing multi-stakeholder sales cycles in enterprise environments - Ability to travel up to 50% Desired Skills - SAP technology knowledge and extensive SAP testing experience - Deep working knowledge of packaged enterprise applications (ERP, SCM, HCM, or CRM) - Extensive experience with automated testing across complex, multi-application enterprise landscapes - Strong understanding of modern deployment methodologies (Agile, DevOps, SAFe) - Proven ability to differentiate solutions and win in highly competitive situations - Established experience working effectively with partner ecosystems and channel relationships - Deep understanding of complex end-to-end business processes (Order-to-Cash, Procure-to-Pay, Hire-to-Retire, etc.) - Oracle ERP experience and Oracle testing background - Process Intelligence and Process Mining experience - Experience mentoring or leading other Sales Engineers - Familiarity with test management and test data management concepts - Understanding of web technologies (HTML, DOM, XML) - Track record of RFI/RFP leadership and win rates - Previous experience successfully transitioning complex requirements to implementation teams Role Details - Location: US - Remote (Central or Mountain Time Zone Preferred) - Compensation: $170,000 to $214,000 OTE (base salary and commission structure based on experience) - Travel Required: Yes, up to 50% - Reports To: Director, Global Sales Engineer - Sponsorship: No visa sponsorship available for this position What Sets Us Apart? - Opportunity to make a significant impact in a rapidly growing company - You will be challenged and encouraged to broaden your skills - Comprehensive health benefits, generous PTO, and holiday policies - Casual and flexible work environment - Competitive compensation reflecting your expertise and contribution Our Values - People Matter Most - Listen, respect, care, and assume best intentions. - Customers are Our Why - We succeed when our customers and partners do. - Do What's Right - Even when it's hard. - Own It. Find a Way - Own the challenge and make it happen. - Stay Curious, Keep Learning - Think beyond the task and create value. Worksoft Benefits Full-time employees in the US at Worksoft enjoy: - Employer-sponsored health and dental plans through BCBS TX - Vision insurance coverage - Employer HSA contributions - Life insurance and AD&D coverage - Short and long-term disability insurance - 401(k) retirement plan with 100% employer match up to 4% - Flexible PTO days - 11 paid holidays annually - Summer Hours program with half-day Fridays twice monthly (Memorial Day to Labor Day) Equal Employment Opportunity: Worksoft is an Equal Employment Opportunity employer committed to providing equal opportunities to all employees and applicants without regard to race, color, religion, sex (including pregnancy, sexual orientation, gender identity, and gender expression), national origin, age (40 or older), disability, genetic information, veteran status, or any other legally protected characteristic. All qualified applicants will receive consideration for employment without discrimination. Worksoft is committed to creating a diverse and inclusive workplace where our colleagues can be themselves, have equal opportunities, and can perform at their best.

• Lead deep technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams to understand: • AI governance requirements • Software supply chain risk posture • Regulatory and compliance drivers (e.g., NIST AI Risk Management Framework, EU AI Act.) • Secure development lifecycle requirements • Shape technical requirements early in the sales cycle to align customer outcomes with Docker’s differentiated value in AI governance, container security, and software supply chain integrity. • Design, position, and execute structured PoCs/PoVs focused on: • Policy enforcement • Image and artifact integrity • SBOM visibility • AI workload governance controls • Secure build pipelines • Define clear success criteria, evaluation frameworks, and executive-ready value summaries. • Influence decision-making through demos, workshops, architecture reviews, and technical executive briefings. • Translate complex AI security and governance capabilities into clear business value narratives for CISOs, Heads of Platform Engineering, and AI leaders. • Establish credibility as a trusted advisor on: • Responsible AI development practices • Secure AI model lifecycle management • Software supply chain integrity • Container and artifact security • DevSecOps best practices • Guide customers in implementing governance controls across AI-enabled SDLC workflows. • Provide architectural guidance for: • Agentic AI development environments • Policy-as-code enforcement • Identity and access governance for AI workloads • Act as a subject matter expert on secure software supply chain and AI security trends in customer-facing engagements. • Build, own, and expand relationships with technical champions across Security, DevOps, Platform, and AI teams. • Establish credibility as a trusted advisor through technical thought leadership, architectural guidance, and industry best practices. • Leverage champion relationships to influence broader buying groups, shape requirements, and uncover cross-sell and expansion opportunities. • Maintain engagement beyond initial sale ensuring outcomes are realized and leveraging insights to support future sales motions. • Actively support competitive sales motions by identifying differentiation and influencing evaluation criteria throughout the sales cycle. • Partner with Sales to develop technical win strategies for strategic and competitive accounts.

• udzielanie porad technicznych i wsparcia • skuteczne rozwiązywanie problemów klientów • ścisła współpraca z naszą siecią dystrybucji • przeprowadzanie testów narzędzi skrawających • interpretowanie rysunków technicznych • gromadzenie i przekazywanie informacji biznesowych i rynkowych • korzystanie z systemu CRM • ustalanie planów sprzedaży • prowadzenie szkoleń dla klientów