Founding Sales Engineer
Hyperscale, San Francisco, CA, United States
About Hyperscale
Founding Sales Engineer (SF In-Person Preferred)
Hyperscale is building the AI-native intelligence layer for physical operations, starting with trucking carriers. We are a team of ex-Samsara engineers and fleet operators automating the highest-volume back-office workflows (driver support, load coordination, scheduling) with agentic AI. Our product is deployed with some of the largest fleets in the US, autonomously handling ~70% of inbound calls with strong customer satisfaction. We are small, moving fast, and backed by top investors.
The Role We are looking for a Founding Sales Engineer to own the technical side of our enterprise sales process. You will work directly with the founders, Head of BD, and engineering team: running technical discovery, designing POCs, traveling on-site to customer locations, and supporting implementation through go-live. This role blends pre-sales and post-sales, and the ideal person can flex across product, engineering, and sales depending on what the moment requires.
If you like solving complex integration challenges, translating technical capabilities into business value, and shaping product direction from the field, this role is for you.
You'll be working on the frontier of applied AI deployment:
taking sophisticated agentic systems from demo to production in complex operational environments. This means understanding customer workflows deeply, configuring AI agents to handle their specific use cases, and solving technical integration challenges in real-time - all while the technology itself is rapidly evolving.
This is a highly technical, customer-facing role where you'll split time between customer sites and working with our product team. If you like being in the field, solving hard problems on the fly, and seeing immediate impact from your work, this role is for you.
What You'll Do Technical Discovery and Solution Design
Lead technical discovery calls with carrier IT, operations, and executive teams
Understand customer workflows, systems (TMS, ELD, dispatch software), and integration requirements
Design proof-of-concept configurations that map our AI agents to specific customer use cases
Document edge cases and requirements to inform the product roadmap
Demos, Pilots, and Proof of Value
Run tailored product demos tied to each prospect's workflows and pain points
Scope and execute pilot programs with clear success metrics (call resolution rate, time savings, CSAT)
Build ROI models showing cost savings and efficiency gains
Troubleshoot issues during pilots and coordinate with engineering to resolve them quickly
On-Site Customer Engagement
Travel to customer sites roughly once a month for one to two days at a time (up to 25% travel in steady state)
Embed with customer operations teams to conduct workflow discovery and scope integrations
Write code or prototype solutions on-site when needed to unblock deals or accelerate implementation
Technical Sales Support
Answer RFPs, security questionnaires, and compliance documentation (SOC 2, data handling, etc.)
Lead technical deep-dives with buyer IT and security teams on architecture, data flows, and integrations
Build proposals, integration plans, and implementation timelines
Address technical objections early and build internal champions
Onboarding and Post-Sales
Scope integrations (APIs, webhooks, data pipelines) with engineering for new customers
Support initial deployment: data mapping, workflow configuration, testing, and go-live
Train customer teams on configuration, agent tuning, and performance monitoring
What Success Looks Like (First 90 Days)
3+ pilots launched with clear metrics showing product value
Technical close plan established for every active enterprise opportunity
Core sales collateral built: demo script, ROI calculator, integration overview, security FAQ
Strong working relationship with engineering and a clear process for escalating customer needs
At least 2 deals closed where your technical work was critical to winning
Who You Are
2 to 5 years of experience as a software engineer or full stack engineer, ideally at a high-growth B2B company
You have built and shipped real products end to end, not just scripts or one-off integrations
Strong foundation in full stack development, APIs, webhooks, and system architecture
You are an engineer who actually wants to talk to customers and are curious about sales and product, excited to flex into those areas over time
High agency, you proactively identify problems and figure out solutions without being told how
Comfortable with ambiguity and moving fast in an environment where the playbook does not exist yet
Willing to experiment with new ways of working as AI rapidly changes how companies operate, you do not cling to a fixed process
Excited about traveling on-site to customer locations and being embedded in their world
Scrappy and gritty, you have had to figure things out from scratch before and thrived doing it
Nice to Have
Experience deploying AI/ML products or other complex technical systems in production
Background in logistics, trucking, fleet operations, or adjacent industries
Prior work as a solutions engineer, implementation engineer, or forward deployed engineer
Experience with enterprise integrations, ETL pipelines, or middleware platforms
Startup experience or comfort operating in fast-moving, high-autonomy environments
Scripting and automation skills (Python, SQL, etc.)
Location San Francisco preferred (in-person when not traveling). We move quickly and value tight feedback loops across deployment, product, engineering, and customers.
Why Hyperscale
Real product in production with major US fleets
Clear ROI and strong metrics already working in the wild
Work hands-on with cutting-edge agentic AI technology in high-stakes production environments
Direct customer exposure and immediate feedback loops - see your work drive real operational outcomes
Build the deployment playbook and forward deployed function from day one, with a path to leadership as we scale
Backed by top VCs and growing quickly - doubling the team in the first half of the year
#J-18808-Ljbffr
The Role We are looking for a Founding Sales Engineer to own the technical side of our enterprise sales process. You will work directly with the founders, Head of BD, and engineering team: running technical discovery, designing POCs, traveling on-site to customer locations, and supporting implementation through go-live. This role blends pre-sales and post-sales, and the ideal person can flex across product, engineering, and sales depending on what the moment requires.
If you like solving complex integration challenges, translating technical capabilities into business value, and shaping product direction from the field, this role is for you.
You'll be working on the frontier of applied AI deployment:
taking sophisticated agentic systems from demo to production in complex operational environments. This means understanding customer workflows deeply, configuring AI agents to handle their specific use cases, and solving technical integration challenges in real-time - all while the technology itself is rapidly evolving.
This is a highly technical, customer-facing role where you'll split time between customer sites and working with our product team. If you like being in the field, solving hard problems on the fly, and seeing immediate impact from your work, this role is for you.
What You'll Do Technical Discovery and Solution Design
Lead technical discovery calls with carrier IT, operations, and executive teams
Understand customer workflows, systems (TMS, ELD, dispatch software), and integration requirements
Design proof-of-concept configurations that map our AI agents to specific customer use cases
Document edge cases and requirements to inform the product roadmap
Demos, Pilots, and Proof of Value
Run tailored product demos tied to each prospect's workflows and pain points
Scope and execute pilot programs with clear success metrics (call resolution rate, time savings, CSAT)
Build ROI models showing cost savings and efficiency gains
Troubleshoot issues during pilots and coordinate with engineering to resolve them quickly
On-Site Customer Engagement
Travel to customer sites roughly once a month for one to two days at a time (up to 25% travel in steady state)
Embed with customer operations teams to conduct workflow discovery and scope integrations
Write code or prototype solutions on-site when needed to unblock deals or accelerate implementation
Technical Sales Support
Answer RFPs, security questionnaires, and compliance documentation (SOC 2, data handling, etc.)
Lead technical deep-dives with buyer IT and security teams on architecture, data flows, and integrations
Build proposals, integration plans, and implementation timelines
Address technical objections early and build internal champions
Onboarding and Post-Sales
Scope integrations (APIs, webhooks, data pipelines) with engineering for new customers
Support initial deployment: data mapping, workflow configuration, testing, and go-live
Train customer teams on configuration, agent tuning, and performance monitoring
What Success Looks Like (First 90 Days)
3+ pilots launched with clear metrics showing product value
Technical close plan established for every active enterprise opportunity
Core sales collateral built: demo script, ROI calculator, integration overview, security FAQ
Strong working relationship with engineering and a clear process for escalating customer needs
At least 2 deals closed where your technical work was critical to winning
Who You Are
2 to 5 years of experience as a software engineer or full stack engineer, ideally at a high-growth B2B company
You have built and shipped real products end to end, not just scripts or one-off integrations
Strong foundation in full stack development, APIs, webhooks, and system architecture
You are an engineer who actually wants to talk to customers and are curious about sales and product, excited to flex into those areas over time
High agency, you proactively identify problems and figure out solutions without being told how
Comfortable with ambiguity and moving fast in an environment where the playbook does not exist yet
Willing to experiment with new ways of working as AI rapidly changes how companies operate, you do not cling to a fixed process
Excited about traveling on-site to customer locations and being embedded in their world
Scrappy and gritty, you have had to figure things out from scratch before and thrived doing it
Nice to Have
Experience deploying AI/ML products or other complex technical systems in production
Background in logistics, trucking, fleet operations, or adjacent industries
Prior work as a solutions engineer, implementation engineer, or forward deployed engineer
Experience with enterprise integrations, ETL pipelines, or middleware platforms
Startup experience or comfort operating in fast-moving, high-autonomy environments
Scripting and automation skills (Python, SQL, etc.)
Location San Francisco preferred (in-person when not traveling). We move quickly and value tight feedback loops across deployment, product, engineering, and customers.
Why Hyperscale
Real product in production with major US fleets
Clear ROI and strong metrics already working in the wild
Work hands-on with cutting-edge agentic AI technology in high-stakes production environments
Direct customer exposure and immediate feedback loops - see your work drive real operational outcomes
Build the deployment playbook and forward deployed function from day one, with a path to leadership as we scale
Backed by top VCs and growing quickly - doubling the team in the first half of the year
#J-18808-Ljbffr