Sr. Sales Engineer, New Business

About the role

Nylas is seeking a Sales Engineer to drive technical success throughout the sales process. This role is pre-sales focused on new customer acquisition.

Responsibilities

• Partner with Account Executives as the primary technical resource on net-new opportunities from discovery through contract signature.
• Develop and execute technical win strategies that identify risks early, build stakeholder alignment, and drive successful evaluation outcomes.
• Lead technical discovery sessions to understand prospect architectures, business objectives, integration requirements, and success criteria.
• Design and deliver tailored demonstrations, solution architectures, and technical presentations that connect Nylas capabilities to customer needs.
• Guide prospects through technical evaluations and proof-of-concept activities, helping them validate business and technical outcomes.
• Accelerate customer evaluations by building lightweight proof-of-concept integrations, code samples, and demo environments that help prospects evaluate Nylas effectively.
• Support technical due diligence activities, including security reviews, architecture discussions, and RFP responses.
• Create prospect-specific technical resources and documentation when needed to accelerate decision-making.
• Influence product and go-to-market strategy by acting as the voice of the prospect, surfacing product feedback, competitive insights, and technical objections to Product and Engineering teams.
• Partner with Product, Engineering, Marketing, Professional Services, and Customer Success to improve evaluation experiences and sales effectiveness.
• Contribute reusable demos, integration patterns, technical assets, and enablement materials that scale across the organization.
• Help educate internal teams on common technical objections, competitive positioning, and emerging customer requirements.

Requirements

• 3–6 years of experience in Sales Engineering, Solutions Engineering, Solutions Consulting, or Developer Relations at a SaaS, developer tools, API, infrastructure, or platform company.
• Proven experience supporting complex software sales cycles and influencing technical buying decisions.
• Demonstrated success helping drive six-figure or enterprise software opportunities.
• Strong proficiency in at least one backend programming language such as Python, Node.js, Java, Ruby, or similar.
• Experience working with REST APIs, webhooks, OAuth, authentication, and modern integration patterns.
• Ability to quickly understand customer architectures and recommend practical implementation approaches.
• Strong consultative discovery skills with the ability to uncover technical and business requirements.
• Excellent written and verbal communication skills, including the ability to engage both technical and executive audiences.
• Comfortable operating in a fast-paced, high-growth environment with a high degree of ownership and autonomy.
• Passion for developer experience and helping software companies build great products.

Qualifications

• Nice to have: Experience with email, calendar, or communications technologies, including Google Workspace, Microsoft Exchange, IMAP, SMTP, or related systems.
• Experience selling to engineering, product, platform, or CTO organizations.
• Familiarity with CRM platforms such as HubSpot, Salesforce, or similar ecosystems.
• Experience at a product-led growth (PLG), API-first, or developer-focused company.

What Success Looks Like

• Within your first 90 days, independently lead technical discovery and product demonstrations for active sales opportunities.
• Build strong partnerships with Account Executives and Business Development Representatives.
• Develop a deep understanding of the Nylas platform, architecture, and core use cases.
• Contribute at least one reusable demo, proof-of-concept asset, or technical enablement resource.
• Become proficient at addressing the most common technical objections encountered during evaluations.
• After 12 months, serve as a trusted technical advisor to prospects, customers, and internal stakeholders.
• Consistently contribute to successful evaluations and closed revenue.
• Be recognized as a subject matter expert on Nylas architecture, APIs, and integration best practices.
• Develop scalable demos, tooling, and technical assets that improve team productivity.
• Provide valuable market and customer feedback that influences product strategy and roadmap decisions.

Pay

The estimated total OTE (base + variable) range for this position is $105,000 - $155,000 CAD with an 80/20 split. Actual compensation will be determined based on individual qualifications, which are objectively assessed during the interview process. Factors influencing salary include knowledge, skills, experience, and abilities.