Glynn Capital
Glynn Capital

Senior Sales Engineer



Sales & Business Development
London, UK
Posted on Tuesday, May 14, 2024

At Instabase, we're passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry. With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.

With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we've built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.

Our Go-To-Market (GTM) team own the end-to-end customer experience, solving problems with Instabase - discovering the correct problems, demonstrating solutions, proving value, and launching to production.

As a Sales Engineer, you’re an expert in technical pre-sales, comfortable working with technical developer products, sketching out an API flow, and building great relationships with customers. In this role, you’re responsible for the technical journey the customer goes on from the first meeting until technical acceptance - building technical champions, qualifying the best solution fit and value, demonstrating capabilities, and crafting responses to technical objections.

What you’ll do:

  • Partner with Account Executives to discover and qualify solutions that lead to strong return on investment for your customer
  • Be hands-on, high-energy, and passionate about solving problems by applying the Instabase platform
  • Develop custom demonstrations using the Instabase developer platform tailored to a customer’s specific needs and value
  • Lead deep-dive technical sessions with customer technical stakeholders on Instabase products and solutions
  • Scope, communicate, and manage proof-of-value (POV) of solutions with customers
  • Present to all levels of technical leadership with confidence and building trust - developers, enterprise architects, managers, and executives
  • Develop reusable tools and feedback - demos, product gaps, technical guides, etc.

About you:

  • 5+ years of experience in a customer-facing sales engineering role
  • Experience working with a variety of customers across different verticals, i.e. insurance, financial services, healthcare, logistics, technology, etc.
  • Proficient in developing custom demonstrations and scripting in at least one programming language, i.e. Python, Javascript, Java
  • Comfortable with APIs and integration
  • Proven track record of leading discovery and customer pain qualification

How you work:

  • Analytical thinker - you have the ability to grasp the underlying concepts in complex information, identify root causes of problems, and formulate solutions based on a synthesis of information both quantitatively and qualitatively
  • Intellectually curious - you’re driven by the desire to understand, empathize with the customer, and solve the root cause issue.
  • Emotionally intelligent - you are highly sensitive to others and seek to align with them.
  • Growth Mindset - you’re constantly seeking improvement in yourself; you think big and use your team and customer collective IQ to improve customer outcomes.
  • Respectful and humble - to everyone, always

The OTE salary range for this role is £110,000 to £140,000, with equity and benefits. The actual pay may vary based on factors such as location, experience, and skills.


Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.