Sales Engineer, Commercial

About Vantage: Vantage is a cloud cost visibility and optimization platform, alternatively known as a FinOps platform. We help companies of all sizes manage their cloud infrastructure costs: everything from individual developers all the way up to multiple Fortune 500 customers. Our co-founders are industry veterans who have been former infrastructure engineers and product managers at DigitalOcean and AWS. The company is an efficient and hard working team of ~50 employees across the US with a New York City center of gravity. Our current customers include Square, Aflac, PBS, FanDuel, PlanetScale, Starburst, Vercel, and many more. Vantage has raised $25M in total venture capital, most recently a $21M Series A financing round in March of 2023. Our investors include outstanding, top-tier investors including Andreessen Horowitz , Scale Venture Partners, Matthew Prince (Co-Founder & CEO, Cloudflare), Calvin French Owen (Co-Founder, Segment), Ben and Moisey Uretsky (Co-Founders, DigitalOcean), Stephanie and Nat Friedman (CEO, Github), Julia Lipton, Brianne Kimmel and others. About The Role: Customers are looking to integrate their entire stack of cloud infrastructure providers into Vantage to be able to appropriately track their costs. Everything from AWS accounts, to Snowflake warehouses, MongoDB clusters or Kubernetes clusters. Each infrastructure provider can require some high-level back and forth with customers to answer any technical questions and ensure we are assisting them with the relevant details from the Vantage side. We are growing our newly formed sales team, and we are looking for a technical sales engineer to assist customers across all industries with a focus on our Commercial segment. If you enjoy infrastructure and enjoy interacting with people in a technical sales capability, you will love this job. You’ll typically be interacting with engineering counterparts on behalf of the customer on a regular basis and working in conjunction with members of the Vantage sales team in an effort to help customers onboard and ultimately subscribe to Vantage. What You Will Do: Serve as trusted advisor and subject matter expert to aligned accounts, technical teams, and business stakeholders. Exhibit strong communication skills and the ability to influence decisions through effective presentations, demos, and technical engagements. Partner with Account Executives to communicate the Vantage value proposition, vision and strategy to customers of all sizes. Understand the customer’s journey from current state to future state, owning technical validation of the proposed solution. Proactively engage with the Vantage product team to help prioritize features based on input from customers, competitors, and partners. Communicate and follow up with customers on technical details, questions and specific configurations via Zoom, Slack and Email. Drive technical escalations by partnering with cross-functional teams such as engineering, product management, and customer success. Establish and maintain a deep understanding of Vantage, supported integrations and the FinOps space. What We’re Looking For: A strong technical background with 3+ years of industry experience and a minimum of 1+ years in a Sales/Solutions Engineering capacity for a SaaS business You have hands on experience building and deploying to cloud infrastructure using multiple services from one or more of the major cloud providers (AWS, Microsoft Azure, Google Cloud) and vendors (Datadog, MongoDB, Databricks, Snowflake, Fastly, Kubernetes, NewRelic, OpenAI, Oracle, Confluent, Splunk, Twilio, PlanetScale, or Fly.io ) A true professional who can represent the company well to customers Someone who loves technical infrastructure but also enjoys working with customers on a regular basis. You should expect to spend more than 50% of your time with customers and the rest with internal Vantage teammates Previous experience working in a fast-paced environment An excellent verbal and written communicator with a passion for early stage, product-led sales. An independent, life-long learner that can learn the FinOps space, Vantage’s product and the customer’s pain points and needs A bias for action A kind person Pay & Benefits The estimated annual US compensation range for this role is $150,000 - $200,000 plus a competitive equity package, and may include variable compensation. This salary range may be inclusive of several career levels and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Additional benefits for this role may include: equity, 401(k) plan; medical, dental, and vision benefits; and education stipends.