AI Sales Engineer
Fortinet · Cybersecurity
Remote (US); offices in Dallas, TX or Houston, TX or Austin, TX
Sales engineerLarge company149 insiders to talk to
Still open · posted yesterday
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Sales engineer
Opens the job on Formal's own careers site. Some companies ask you to create an account or click through another page first.
At a glance
What you'd actually do: Guide technical evaluations and design solution architectures for engineering and security teams at prospects, then support their onboarding and pilots.
Pay
Not listed
No figures given; cash plus stock options
Where you work
Hybrid: San Francisco
Selling to
security and engineering teams
Experience asked
Not specified
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at FormalWe haven't found reps here yet. Search LinkedIn for "sales development Formal".
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what Formal sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- How is the team doing on quota? What separates the people who hit it?
- How long do SDRs usually stay before moving up to AE?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the Formal cheat sheet and the role-play guide.
Talk to someone at Formal before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full job description
About Formal
Formal is data security platform designed to help teams understand and control their data on autopilot.
We're building a modern protocol-aware reverse-proxy for datastores and APIs that helps organizations understand their data in real-time. This allows teams to see how sensitive data is stored, consumed, and used in order to enforce least privilege through masking, filtering, or anonymization policies.
We are trusted by leading companies such as Ramp, Gusto, Notion to solve problems across data security and compliance, data quality management, and infrastructure access.
Formal is backed by top-tiers VCs including Thrive Capital and Y Combinator with angel investors that include executives and founders from Datadog, Clickhouse, Plaid, and Vanta.
About the Role
Formal is on a mission to build the best engineering team and we're looking for people who want to make outsized impact on shaping the product and building the company.
We're looking for a Solutions Engineer who will partner closely with our customers and prospects to deeply understand their infrastructure and workflows, guide technical evaluations, and ensure successful deployments and ongoing value.
This is a hybrid role that blends strong technical acumen with customer-facing empathy. You’ll collaborate with engineering, product, and GTM teams to solve complex customer problems and influence the roadmap based on real-world needs.
If you're someone who loves diving into technical architecture, explaining complex topics clearly, and helping teams adopt powerful products, this role is for you.
What you'll do
Act as the technical point of contact for prospects and customers during onboarding, pilots, and expansions
Lead deep technical conversations with engineering, security, and data teams at modern companies
Design and deliver customized solution architectures that demonstrate the value of Formal's platform
Work closely with engineering to prioritize and scope technical requests or integrations
Build internal tooling, scripts, or resources to accelerate onboarding and repeatability
Develop and maintain deep expertise in Formal’s product, data protocols, and adjacent ecosystem (e.g., Postgres, Kafka, S3, Snowflake)
Gather feedback and relay customer insights to product and engineering to help shape the roadmad
What You Need
Experience in a solutions engineering, sales engineering, or implementation engineering role at a developer-facing company
Strong technical background — you’ve written production code, debugged systems, or run infrastructure before
Ability to clearly explain complex concepts to both technical and non-technical audiences
Familiarity with cloud platforms (AWS, GCP, Azure) and modern infrastructure tools
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