Job descriptionAbout Operant AI Operant AI is the industry's most comprehensive real-time security platform for AI, Agents, and MCP. Recognized across six Gartner critical AI security reports — including AI TRiSM, MCP Gateways, API Protection, and Securing Custom-Built AI Agents — Operant is the category-defining company protecting the agentic AI era. Our platform delivers real-time discovery, detection, and defense across the full AI stack: LLM APIs, MCP servers and clients, autonomous agents, and the APIs they depend on. Founded by former Apple, VMware, and Google executives and backed by Felicis and SineWave Ventures, we're a fast-moving team on a mission to make AI innovation safe at scale. The Role We're looking for a Sales Engineering Lead to own deals end-to-end alongside our Director of Sales — from first technical conversation to signature. This isn't a support role that hands off to someone else to close; you are the person driving the deal, and the person closing it. You'll partner directly with the Director of Sales as the technical and commercial owner of your pipeline, running the full cycle: discovery, technical evaluation, proof-of-concept, negotiation, and close. You should be someone who loves the technology as much as the win — equally energized architecting a Kubernetes security deployment with a platform team and sitting across the table from a CISO to get a deal signed. As Operant scales, you'll also build and lead the sales engineering function, but the core of this role is simple: you carry a number, and you close it. What You'll Do Drive Deals to Close - Own a quota and run the full deal cycle yourself — discovery, technical evaluation, proof-of-concept, commercial negotiation, and close - Partner directly with the Director of Sales on deal strategy, prioritization, and forecasting; there's no AE layer in between — you're in the room for the technical conversation and the commercial one - Architect and run proof-of-concepts, technical evaluations, and security reviews for enterprise prospects evaluating AI Gatekeeper, MCP Gateway, and Agent Protector - Translate technical depth into business value, connecting Kubernetes-native runtime defense, LLM/agent security, and MCP governance to each buyer's specific priorities — then use that credibility to get the deal signed Build Relationships That Close Business - Become the trusted advisor customers call directly — before, during, and long after the deal closes - Build the kind of relationship depth that shortens sales cycles and turns technical credibility into commercial momentum Lead & Build the Function - Hire, coach, and grow a bench of sales engineers as Operant scales, each expected to carry the same close-focused, quota-bearing model - Set the technical and commercial playbook for the broader SE org Partner Cross-Functionally - Work closely with Product and Engineering to funnel field insight into the roadmap - Partner with Marketing on technical content, demos, and events - Represent Operant externally as a credible, engaging voice at events like RSAC and KubeCon What We're Looking For Experience - 7+ years in sales engineering, solutions architecture, or a quota-carrying technical sales role, with direct experience owning and closing deals — not just supporting an AE through the technical stage - A track record of running full sales cycles solo on complex, enterprise, security-focused deals - Experience building or leading a sales engineering team, or clear readiness to step into that leadership role Technical Depth - Strong fluency in Kubernetes and cloud-native infrastructure, with credible working knowledge of LLMs, AI agents, and MCP architectures — or the ability to ramp quickly - Comfortable going deep on architecture, API design, and security controls unaided in front of a technical audience Business & Relationship Skills - A genuine closer: you like owning the outcome of a deal, not just the technical portion of it - Genuine energy for customer relationships — you like people, you like helping them solve real problems, and it shows - Excellent communication across audiences, from hands-on engineers to executive buyers - Based in India, with flexibility to travel to customers and industry events - Why This RoleFull ownership: no AE layer between you and the close — you drive the deal and you win it - Technical weight: you're the technical decision-maker and the commercial closer in every deal - People-first: built for someone who leads with relationships and gets energy from closing, not just architecting - Mission that matters: AI security and observability is one of the most important unsolved problems in enterprise AI, and Operant AI is solving it Compensation & Benefits Competitive base salary + commission/OTE tied to closed revenue + equity · Full benefits package Operant AI is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees.
