The Opportunity
Enterprise buyers don't take AI on faith anymore. Before they trust it with sensitive information, they want proof: citations, permissions, and evidence that the knowledge behind the answers is actually governed.
Guru is looking for a Senior Sales Engineer to deliver that proof on our largest, most complex deals. You'll pair with an Account Executive from the first technical conversation through signed contract, owning discovery, demos, and the security conversations that move enterprise deals forward.
Why This Role Matters
The market is catching up to something we've believed from day one: AI is only as good as the knowledge behind it. As our Senior Sales Engineer, you're the person who proves that in the room, running technical deep-dives, building demos that show off Guru's governance and continuous verification in action, and moving security reviews forward at the pace enterprise deals demand.
You'll also build the self-service demo environment the rest of the team relies on long after your own deals close, so what you build keeps paying off across the org.
What Makes You the Perfect Fit
You're a Demo-First Technical Storyteller
- Strong live-demo and presentation skills, non-negotiable. This is a stage-comfortable role built for someone who can think on their feet in front of a skeptical technical buyer
- 7+ years in a customer-facing technical role (sales engineering, solutions consulting, or technical CSE) in enterprise B2B SaaS
- Excellent written and verbal communication across technical and executive audiences
You're Fluent in the Technical Stack Buyers Actually Ask About
- Strong working knowledge of LLM and RAG concepts: retrieval quality, grounding, citations, hallucination, and evaluation methods
- Practical experience with agent deployments: tool use, MCP servers, system prompts, guardrails, and multi-step workflows
- Experience with enterprise integration and identity: REST APIs, OAuth, webhooks, SAML or OIDC SSO, SCIM provisioning, and permission-aware retrieval
You Know How to Win Regulated, Multi-Stakeholder Deals
- Experience navigating procurement, security review, or compliance processes with regulated-industry buyers (healthcare, financial services, insurance, or similar) strongly preferred
- A track record partnering with Account Executives on complex, multi-stakeholder enterprise deal cycles, including C-level and technical-buyer audiences
- Prior experience responding to security questionnaires, RFIs, or RFPs
What You'll Actually Do
- Own Technical Discovery: Lead technical deep-dive sessions on strategic opportunities, surfacing a prospect's real requirements and standing up the sessions where their own engineers put Guru to the test.
- Build Demos That Convert: Own the product side of every demo end to end, translating technical capability (retrieval accuracy, citations, permissions, governance) into language that satisfies a regulated or risk-conscious buyer's bar.
- Accelerate Security Reviews: Coordinate our response to security questionnaires, RFIs, and RFPs in partnership with engineering, security, and product, so reviews move in days, not weeks.
- Partner Shoulder to Shoulder with AEs: Own the technical ground on every strategic deal while the AE owns the commercial relationship, including on-site travel for executive presentations on your most strategic deals.
- Scale the Demo Environment: Build and automate a self-service demo capability the whole GTM team can use, then hand off cleanly to CSE or implementation at close.
- Shape What Comes Next: Stay ahead of the product, feed field insights back to product and GTM leadership, and own the demo playbook for what the team demos by segment, vertical, or use case.
The Perks of Being Exceptional
- Flexible hybrid work: Monday-Friday, with the autonomy to manage your schedule
- Travel with purpose: 3-4x per year for meaningful company events (not endless road warrior life)
- True influence: Your insights shape product development and company strategy
- Growth trajectory: This senior IC role is designed for those who want massive impact without the management overhead
Requirements:
- 7+ years in a customer-facing technical role (sales engineering, solutions consulting, or technical CSE) in enterprise B2B SaaS
- Strong live-demo and presentation skills
- Strong working knowledge of LLM and RAG concepts, agent deployments, and enterprise integration and identity (APIs, OAuth, SAML/OIDC SSO, SCIM)
- Comfort with automation, scripting, or AI tooling well beyond basic demo setup
- Based in Philadelphia or remote within EST/CST, with willingness to travel
Nice-to-Have:
- Experience navigating procurement, security review, or compliance processes with regulated-industry buyers
- Prior experience responding to security questionnaires, RFIs, or RFPs
- A track record partnering with AEs on complex, multi-stakeholder enterprise deal cycles
The base salary compensation range for the position outlined is $142,600-$193,000, depending on location. This role reports to the Director of Sales and is classified as IC4. We believe in reasonable accommodations and are committed to enabling qualified individuals with disabilities to perform essential functions successfully.
Benefits to you
- Competitive salary
- Employee Incentive Stock Option Plan
- Generous medical benefits package
- Tax-advantaged accounts
- 401k
- Unlimited Flexible Time Off
- Paid Parental, Family & Medical Leave
- Wellness Stipend
- Tuition Stipend
- Guru-sponsored company & team events, no matter where you work
- Thrive After Five: in recognition of our long-tenured employees, Guru celebrates your five year anniversary with a $10,000 personal travel reimbursement
- Again at Ten: in recognition of our long-tenured employees, Guru celebrates your ten year anniversary with a $20,000 personal travel reimbursement