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Sales Engineer - AI for Cooling Efficiency
About OctaiPipe
OctaiPipe is a young, ambitious company with the vision to develop the next generation of foundational, physical AI that ensures our connected world, and its critical infrastructure, is safe, secure and sustainable. We are growing fast, having closed a recent funding round and looking to accelerate rapidly. OctaiPipe is offering the right candidate an exciting role on this adventure!
OctaiPipe’s near term is to mission to revolutionise the optimisation of energy in data centres through decentralised artificial intelligence for closed loop control and orchestration (AI). To do this, OctaiPipe is harnessing an elegant but revolutionary idea. Rather than move the data from the source, move the algorithms to the data to learn at the data source. This learning can be achieved with the intelligence of many devices through novel federated AI technology. OctaiPipe is developing the AI for Cooling Efficiency (ACE) application to be deployed using its own in-house distributed AI platform.
The Role
We're looking for a Sales Engineer who is passionate about making sure next-generation AI is a force for good, enjoys guiding enterprise opportunities from first conversation through to successful delivery, and energised by the prospect of making a real impact on sustainability and their career.
You'll partner with our Account Executives and channel partners throughout the sales cycle, combining technical curiosity with commercial awareness to help customers understand the value OctaiPipe can deliver.
You'll
- be responsible for qualifying and scoping opportunities, coordinating technical validation, and ensuring every deal is accurately documented and seamlessly handed over for implementation.
This role is ideal for someone who enjoys customer engagement, coordinating multiple stakeholders and translating technical solutions into clear business value. While you'll develop a strong understanding of our AI platform and cooling optimisation approach, we're looking for someone who excels at running complex enterprise opportunities rather than being the deepest technical expert in the room.
You'll thrive in this role if you enjoy bringing structure to complex opportunities - aligning customers, partners and internal teams, keeping momentum behind every deal, and ensuring successful implementations start long before the contract is signed.
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Key Responsibilities
- Partner with Account Executives and channel partners to qualify, progress and close enterprise opportunities across the full sales cycle.
- Lead discovery sessions and workshops to understand customers' operational challenges, technical environments and commercial objectives, translating these into well-qualified opportunities.
- Scope customer environments, validate technical requirements and produce proposals, statements of work and commercial documentation that clearly define customer requirements and implementation scope.
- Own customer RFIs, security questionnaires and technical due diligence processes, coordinating input from Engineering, Product and Delivery teams to produce accurate, timely responses.
- Lead and coordinate customer-facing activities throughout the sales cycle, including discovery workshops, demonstrations, site visits and technical validation sessions, ensuring a consistent and professional customer experience.
- Build trusted relationships with customer stakeholders and technical champions, helping navigate complex buying groups and keeping opportunities progressing to a successful technical and commercial outcome.
- Work closely with Delivery, Engineering and external partners to ensure technical validation remains on track and opportunities transition smoothly from sales into implementation.
- Manage seamless handovers of qualified, well-scoped opportunities to the delivery team, ensuring nothing is lost between sales and implementation.
- Collaborate with Product, Engineering and Marketing to share customer feedback, improve OctaiPipe's proposition and support the ongoing evolution of our products.
- Develop and maintain a strong understanding of OctaiPipe's AI platform, cooling optimisation approach and the wider data centre ecosystem, confidently positioning our solution against competing and complementary technologies.
- Support channel partners on joint opportunities, account strategies and initiatives that help partners and customers succeed.
- Travel to meet prospects and customers, and represent OctaiPipe at industry and partner events.
About You
Required
- Good working understanding of the data centre ecosystem, including the planning, building and operation of facilities, together with cooling, power, monitoring and management systems.
- Experience in Sales Engineering, Pre-Sales, Solutions Consulting or Technical Sales within enterprise SaaS or a relevant industry (AI, Data Centre systems, BMS, DCIM or infrastructure software).
- Strong organisational and project management skills, with experience managing multiple enterprise opportunities across discovery, proof of value, proposal, technical validation and delivery handover
- Excellent communication, presentation and storytelling skills, able to translate technical concepts into clear business value and ROI for both technical and executive audiences.
- Experience managing RFIs, security questionnaires and customer due diligence processes.
- Confident leading customer meetings, workshops, demonstrations and site visits while coordinating multiple internal and external stakeholders.
- A proactive, self-starting mindset, comfortable operating in a fast-moving scale-up where priorities evolve quickly.
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Nice to Have
- Bachelor's degree in Business, Engineering, Data Science, Building Science or a related discipline, or equivalent practical experience.
- 3-5 years experience in enterprise Sales Engineering, Pre-Sales, Solutions Consulting or Technical Sales.
- Experience selling software or technology into data centres, particularly DCIM, BMS, power monitoring, cooling optimisation or adjacent infrastructure technologies.
- Knowledge of AI, machine learning, edge AI or reinforcement learning solutions.
- Experience working with channel or technology partners to develop and progress joint opportunities.
Why Join OctaiPipe
- Work on real-world sustainability impact at global scale
- Influence how AI is responsibly applied to critical infrastructure
- Join a well-funded, rapidly growing scale-up with ambitious goals
- Collaborate with experts across AI, infrastructure, and operations
- Shape a product that can materially reduce energy use and carbon emissions worldwide
The above statements are not intended to encompass all functions and qualifications of the position; rather, they are intended to provide a general framework of the requirements of the position. Job incumbents may be required to perform other functions not specifically addressed in this description.
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