Sales Engineer

Osano is hiring a Senior Sales Engineer to join our growing go-to-market team! We're seeking a technically sophisticated problem solver who thrives at the intersection of privacy engineering and revenue growth. You'll be a trusted technical advisor to prospects and customers, a strategic partner to our sales team, and a key voice in shaping how we position and evolve our product. 

This isn't just a demo-and-deploy role. You'll proactively influence product direction, create enablement resources that uplevel the entire GTM team, and help prospects understand how modern privacy infrastructure should actually work. The ideal candidate brings deep technical chops, genuine curiosity about privacy regulations, and a collaborative spirit that makes cross-functional teams better. 

You'll carry an ARR-influenced quota, working alongside Account Executives to turn complex compliance challenges into confident buying decisions. If you enjoy translating technical complexity into business value, building proof-of-concepts that make prospects say "wow," and mentoring others while continuously learning yourself—keep reading! 

The Role 

Technical Sales Partnership 

• Own the technical sales process for strategic accounts, serving as the primary technical POC from discovery through close. 

• Design and deliver compelling product demonstrations tailored to diverse personas: legal counsel, IT leaders, security teams, and marketing stakeholders. 

• Lead proof-of-concept projects that showcase Osano's value in real customer environments. 

• Translate complex privacy concepts (GDPR, CCPA, consent management, vendor risk) into clear business outcomes. 

• Collaborate tightly with Account Executives to develop winning strategies for high-value opportunities. 

Product & Engineering Influence 

• Aggregate and assess customer feedback to propose impactful product enhancements to our product and engineering teams. 

• Partner with engineering to strengthen their understanding of privacy fundamentals and real-world applications. 

• Serve as a technical bridge between customer needs and product roadmap decisions. 

• Contribute to product marketing efforts, helping position Osano's solution effectively for different buyer personas. 

Enablement & Team Development 

• Proactively identify gaps in sales execution and create training materials to uplevel Account Executives. 

• Build self-service assets: demo recordings, interactive demos (Storylane), solution briefs, and technical documentation. 

• Deliver regular enablement sessions to help AEs navigate technical conversations with confidence. 

• Share best practices and technical insights across the broader GTM organization. 

Technical Execution 

• Apply scripting skills (Python or similar) to automate API integrations, build custom demos, and create data connectors for POCs. 

• Respond to RFIs and RFPs with detailed, accurate technical documentation. 

• Support expansion and upsell opportunities by introducing new product capabilities to existing customers. 

• Stay current on privacy regulations, competitor products, and emerging trends in AI governance and privacy engineering. 

  About You 

  Must-Have Experience: 

  • 4+ years in a Sales Engineering, Solutions Engineering, or similar technical pre-sales role in B2B SaaS. 
  • Strong front-end technical knowledge: HTML, CSS, JavaScript, and REST APIs. 
  • Hands-on experience with back-end concepts: databases (SQL, NoSQL), cloud infrastructure (AWS, Azure, GCP). 
  • Proven track record of contributing to revenue outcomes and supporting complex sales cycles. 
  • Experience creating technical enablement content and training sales teams. 
  • Comfortable presenting to technical and non-technical audiences, including C-suite executives. 

  Must-Have Qualities: 

  • Privacy Curious — you're genuinely interested in how privacy laws work and how technology solves compliance challenges. 
  • Technically Versatile — you can explain database architecture to engineers and consent management to marketers with equal clarity. 
  • Proactive Enabler — you don't wait to be asked; you spot gaps and create solutions that make the whole team better. 
  • Collaborative Mindset — you thrive working across sales, product, engineering, and customer success to deliver outcomes. 
  • Adaptable Communicator — you tailor your message to your audience, whether it's a technical deep-dive or a business case for the C-suite. 
  • Problem-Solver — you approach challenges with creativity and persistence, turning "I don't know" into "let me figure that out." 

  Nice-to-Haves: 

  • Experience in privacy, security, compliance, or legal tech SaaS. 
  • Familiarity with information security frameworks (SOC2, ISO 27001). 
  • Understanding of AI/ML governance and emerging AI privacy regulations. 
  • Scripting or coding experience (Python, JavaScript, or similar) for automation and custom integrations. 
  • CIPM, CIPP, CDPSE, or similar privacy certifications (or willingness to pursue). 
  • Experience in high-growth startups or founder-led companies. 

Compensation 

Based on your skills and experience, you can expect your annual on-target earnings to be $150,000 (base + commission). Osano has a strong culture of performance and collaboration, with clear metrics tied to revenue influence and technical enablement. We want everyone at Osano to have a stake in our success, so you'll also receive equity upon joining the company. 

Benefits

• Fair-pay compensation (provided below) + ownership interest for early stake in our success!
• Unlimited paid time off with a requirement to take at least two weeks off per year. Plus, we offer paid parental leave, sick time off, and volunteering time to use outside of unlimited PTO.
• We're continuously a Best Place for Working Parents and offer paid parental leave for all new parents + believe that family, however you define it, comes first.   
• Osano sponsors individual premiums at 100% and dependent premiums at 50% for Medical, Dental, and Vision Insurance via Aetna.   
• A fully, permanently remote company so you can work from anywhere in the U.S.   
• Receive a Macbook + $600 to craft your home workspace. Plus, a $50/month internet reimbursement.
• Annual $300 learning & development stipend to fuel your career and growth.   
• Annual company trip designed to foster connection, creativity, and having fun together!   
• Mental health benefits with free memberships to mindfulness + talk therapy services.