Senior Sales Engineer - SLED

Who we are:
Ambient.ai is a unified, AI-powered physical security platform helping the world’s leading enterprises reduce risk, improve operational efficiency, and gain critical insights. Seven of the top 10 U.S. technology companies, along with multiple Fortune 500 organizations, rely on Ambient.ai to modernize their physical security infrastructure.

Our platform uses advanced AI and computer vision to seamlessly integrate with existing camera and sensor systems, enabling real-time monitoring and proactive threat detection. By reducing false alarms by over 95%, Ambient.ai allows security teams to focus on real threats and prevent incidents before they occur.

Founded in 2017 and backed by Andreessen Horowitz, Y Combinator, and Allegion Ventures, Ambient.ai is a Series B company on a mission to make every security incident preventable.

We’ve found that in-person time meaningfully supports collaboration, creativity, and team alignment. Our engineering, product, design, and marketing teams work from our Redwood City office 3 days per week. All other Bay Area employees join on Fridays to stay connected and close out the week together.

Ready to learn more? Connect with us on LinkedIn and YouTube

About the role:

Reporting to Tom Fischer, we’re looking for a top-tier Sales Engineer with experience supporting SLED accounts to join our growing team. You’ll play a critical role in helping state, local, and education institutions evaluate Ambient.ai’s platform. This role is ideal for a technically strong, customer-obsessed individual who excels in navigating long, complex sales cycles and public-sector stakeholder environments.

You’ll partner closely with Regional Sales Managers to lead pilots, deliver tailored demos, and map technical capabilities to public-sector mission outcomes — all while working across internal teams to shape a customer-centric roadmap.

What you’ll do:

• Partner with Regional Sales Managers to support strategic SLED opportunities, often involving complex, multi-agency stakeholders.

• Lead successful technical Pilots (proof of concepts/proof of value) that reflect the real-world needs of public institutions.

• Drive technical conversations and discovery across IT, Security, Procurement, and department-level stakeholders.

• Deliver impactful demos and presentations to both technical and non-technical audiences.

• Anchor Ambient’s business value through structured Business Value Assessments, tailored to the public sector.

• Provide subject-matter expertise throughout the sales cycle, answering technical questions and proposing architecture.

• Collaborate cross-functionally with Product, Engineering, and Customer Success to influence the roadmap and drive post-sale success.

• Act as a trusted advisor and technical resource throughout the entire evaluation and procurement process.

What you’ll bring:

• Strong communication and presentation skills with the ability to simplify technical concepts.

• 5+ years of experience as a Sales Engineer or Solutions Engineer supporting enterprise or SLED customers.

• Familiarity with navigating RFP/RFQ and procurement cycles in public-sector sales.

• Background in enterprise SaaS, networking and/or hardware-integrated solutions.

• Experience supporting deals involving networking, video surveillance, or physical security infrastructure is a plus.

• Understanding of networking concepts (e.g., VLANs, L2 vs. L3, IP/gateway assignment).

• Basic Linux and cloud familiarity (AWS, GCP, or Azure).

• Bonus: Experience with physical access control systems (PACS), security cameras, or public safety applications.

• Bachelor's degree in Computer Science, Engineering, or a related field preferred.

Salary and Equity:

At Ambient.ai, we take a market-based approach to compensation. Final offers are based on job-related skills, experience, location, and internal equity.

Base + Commission:

• SF Bay Area: $200 - $210k OTE

Why join us:

• We are creating an entirely new category within a 120+ billion-dollar physical security industry and looking for team members who are also passionate about our mission to prevent every security incident possible

• We have an impressive customer roster of F500 companies, including Adobe, SentinelOne, and TikTok

• Regular Full-time employees receive stock options for the opportunity to share ownership in the success of our company

• Comprehensive health + welfare package (Medical, Dental, Vision, Life, EAP, Legal Services, 401k plan)

• We offer flexible time off to rest and recharge, including Winter Break (time off between Christmas and New Year’s for most roles, depending on customer demand)

• You’ll receive everything you need to hit the ground running, including cutting-edge equipment and branded gear

• Enjoy a full range of opportunities to connect with your awesome co-workers

• We love to hike, are foodies, and love music! Check out our most recent Ambient Spotify Playlist

Ambient.ai is proud to be an Equal Opportunity Employer.  Ambient does not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity, gender expression, national origin, ancestry citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, registered domestic partner status, sexual orientation, genetic information, or any other basis protected by local, state, or federal laws. Ambient is an E-Verify participant.