Mid-Market Account Executive
•Abnormal· 12h
💼 Sales⏰ Full-time⭐ Senior🇦🇺 Australia
12h ago
Nylas·17 days ago
The Company
At Nylas, we specialize in making it easier for developers to add email, calendar, and contact management features into their applications. We provide APIs, which streamline the integration of these functionalities, ensuring they are secure and effective. This enables better, safer, and more reliable communication within apps.
Supporting over 100,000 developers and collaborating with more than 900 companies globally, Nylas plays a pivotal role in how digital communication tools are built and utilized. Our technology spans various sectors, from healthcare to education, simplifying the complex process of app development related to communications. By reducing the barriers in communication technology, we empower developers to innovate and enhance user interaction across platforms.
Nylas is looking for a Sales Engineer to drive technical success throughout the sales process.
This is a pre-sales role focused on new customer acquisition. As a Sales Engineer, you'll serve as the primary technical advisor during evaluations, helping prospects understand how Nylas fits into their architecture, validating technical requirements, and building confidence in their decision to partner with us.
You will work closely with Account Executives, engineering leaders, architects, product teams, and executive stakeholders. Your success will be measured by your ability to accelerate evaluations, remove technical barriers, influence buying decisions, and contribute to closed revenue.
This is not a post-sales implementation, support, or Professional Services role. While you'll help prospects validate solutions and navigate technical evaluations, delivery and long-term customer implementation are owned by our Professional Services and Customer Success teams after the sale is complete.
If you enjoy combining technical expertise, customer engagement, solution design, and direct business impact, this role is for you.
Own the Technical Sales Process
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
Build lightweight proof-of-concept integrations, code samples, and demo environments that help prospects evaluate Nylas effectively.
Provide hands-on technical guidance around APIs, authentication, webhooks, and integration best practices.
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
Act as the voice of the prospect by 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.
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.
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.
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.
Round 1 - The Intro: 30 minute discussion with the Hiring Manager
Round 2 - The Deep Dive: Take home assignment to be followed by a 60 minute presentation with a panel
Round 3 - The Loop: A series of 45-minute chats with the team (max 3 hours) where we look for the "what, why, and how" behind your best work.
During the various discussions, candidates selected to meet with us are strongly encouraged to not only discuss their knowledge, skills, experience, and abilities but also to showcase examples of their current or previous work. We expect you to clearly outline the "what," "why," and "how" behind your contributions.
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.
Nylas is registered as an employer in many, but not all, states/provinces. If you are not located in or able to work from a state/province where Nylas is registered, you will not be eligible for employment. Visa sponsorship may not be available in certain remote locations.