Company Overview
Blue Orange Digital helps organizations unlock measurable business value with modern analytics and AI. We are in a focused growth phase serving Financial Services, Private Equity (PE) firms and their portfolio companies, delivering AI solutions that drive EBITDA uplift, revenue acceleration, and operational efficiency.
Role Summary
The Director of Sales Engineering is the technical heartbeat of our sales motion. You own the technical win on every qualified opportunity—running discovery, architecting solutions, delivering demos and POCs, and ensuring proposals are technically compelling and commercially sound.
You're the person who translates client pain into solution architecture, makes complex AI concepts tangible through live demonstrations, and gives account executives the technical credibility they need to close. You thrive in the ambiguity of early sales conversations and bring structure through sharp discovery, clear scoping, and pragmatic solution design.
This is a hands-on individual contributor role. You won't manage a team—you'll be in the deals, building the demos, shaping the proposals, and winning the technical evaluation.
Key Responsibilities
Technical Discovery & Scoping
• Lead technical discovery calls and workshops to understand client challenges, data landscape, and business objectives
• Translate business pain into solution architecture—data platforms, AI/ML initiatives, LLM applications, automation
• Size opportunities and define scope, assumptions, dependencies, and technical risks
• Develop level-of-effort estimates and work with delivery to validate pricing and timelines
• Create solution briefs and technical narratives that differentiate Blue Orange from competitors
• Identify "land and expand" opportunities within accounts
Proposal & Pursuit Execution
• Own technical sections of proposals and RFPs—solution approach, architecture, methodology, team composition
• Build pricing models in partnership with delivery leadership
• Develop win themes and competitive positioning for each pursuit
• Manage technical objections and competitive differentiation throughout the sales cycle
• Participate in orals, finalist presentations, and technical deep-dives
• Ensure proposals are technically accurate, commercially viable, and aligned to client priorities
Demo & POC Delivery
• Build and maintain demonstration environments showcasing Blue Orange capabilities:
• Databricks/Snowflake data platforms
• LLM applications and copilots (RAG, agents, chat interfaces)
• Predictive analytics and ML models
• Dashboards and visualization
• Design and execute proof-of-concept engagements with clear success criteria
• Create reusable demo assets, sample architectures, and reference implementations
• Document use cases, patterns, and technical approaches for future pursuits
Sales Enablement & Process
• Create battle cards, competitive intelligence, and technical FAQ documents
• Train account executives on technical qualification criteria and discovery techniques
• Refine discovery methodology, scoping templates, and proposal frameworks
• Provide input on go-to-market messaging, service offerings, and market positioning
• Contribute technical perspective to marketing content and thought leadership
Requirements
Must-Haves
• 6+ years in Data, Analytics, or AI/ML roles, with 3+ years in sales engineering, solutions architecture, or technical pre-sales
• Hands-on proficiency with modern data platforms: Databricks, Snowflake, or equivalent; at least one major cloud (AWS, Azure, GCP)
• LLM/GenAI fluency: RAG patterns, vector databases, prompt engineering, LLM evaluation, deployment considerations
• Proven discovery skills: Ability to run technical discovery, extract requirements from ambiguous conversations, and translate to solution architecture
• Demo excellence: Track record of building and delivering compelling technical demonstrations that advance deals
• Strong proposal experience: Authored technical sections of winning proposals; comfortable with RFP response
• Communication skills: Can explain complex technical concepts to both technical practitioners and business stakeholders
• Python proficiency: Able to build demos, review code, and speak credibly to implementation approaches
• Self-directed: Comfortable operating independently, prioritizing across multiple pursuits, and driving outcomes without heavy oversight
Nice-to-Haves
• PE or portfolio company experience—understanding of value creation, hold periods, EBITDA focus
• Prior consulting or professional services background
• Certifications: Databricks, Snowflake, AWS/Azure/GCP AI/ML
• Experience with MLOps/LLMOps tooling and practices
• Familiarity with data engineering patterns: ETL/ELT, Lakehouse, streaming, data quality
• Exposure to specific verticals: Industrial/Manufacturing, Healthcare, B2B Services, Financial Services
Reports to: CTO
Partners with: Account Executives, Delivery Leadership, Marketing
Location: NYC preferred; hybrid/flexible
Travel: 20-30% to client sites, conferences, and industry events
Work Authorization: Candidates must be authorized to work in the US
Compensation: Competitive base + variable tied to pipeline contribution and closed revenue (OTE range $180K–$250K, adjusted for experience)
Benefits:
• Unlimited Paid Time Off (PTO)
• Paid parental/bereavement leave
• Worldwide recognized clients to build skills for an excellent resume
• Top-notch team to learn and grow with
Background checks may be required for certain positions/projects.
Blue Orange Digital is an equal-opportunity employer.
