Sales Engineer, Customer Success — Bay Area

Operant AI is a leading company in AI security, focused on providing comprehensive solutions for enterprises deploying AI at scale. They are looking for a technically exceptional Sales Engineer to support their customer success efforts, ensuring effective deployment and adoption of their AI security products while also contributing to pre-sale technical support.

Responsibilities:

• Own the technical post-sale relationship for strategic US accounts — serving as the long-term trusted technical advisor on AI security architecture, platform adoption, and evolving threat coverage
• Drive successful onboarding and time-to-value, ensuring clean and complete deployment of Operant's runtime defense stack across complex customer environments
• Conduct regular technical business reviews (QBRs/EBRs) alongside sales and customer success leadership, grounding the conversation in security telemetry, adoption metrics, and architecture outcomes
• Proactively identify and remediate adoption gaps, integration challenges, and coverage blind spots before they surface as escalations
• Advise customers on AI security architecture, agentic AI risk, MCP deployment patterns, LLM runtime protection, and cloud-native defense strategies
• Identify expansion opportunities — new use cases, additional product modules, deeper coverage — and work with the sales team to develop them commercially
• Build reusable technical assets: deployment guides, integration runbooks, security architecture reference patterns, and onboarding playbooks that scale across the US customer base
• Act as the voice of the customer internally, translating field experience into product feedback and engineering priorities
• Support the sales team on strategic deals — leading technical discovery, delivering tailored product demonstrations, and architecting proof-of-concept engagements
• Respond to technical RFPs, security questionnaires, and architecture reviews with precision and depth
• Serve as a senior technical resource in executive conversations with CISOs, CTOs, and VP-level security and engineering leadership
• Represent Operant at Bay Area industry events, security conferences, AI meetups, and technical forums
• Support channel partners and AI infrastructure partners with technical enablement and co-delivery