Sr. Sales Engineer - Institutions

About the role

Addepar is a global data and AI platform empowering investment professionals to turn complex financial information into actionable intelligence. Addepar unifies portfolio, market and client data in a total portfolio view and delivers AI-powered insights within investment and client workflows. More than 1,400 firms in nearly 60 countries use Addepar to manage and advise on nearly $9 trillion in assets. Its open platform integrates with nearly 650 software, data and consulting partners to power end-to-end investment operations across firms of all sizes and complexity. Addepar supports clients worldwide with offices in New York City, Salt Lake City, London, Edinburgh, Pune, Dubai, Geneva and São Paulo. Addepar has experienced exponential growth in the Institutional market segment, which includes endowments, foundations, pensions, sovereigns, OCIOs, insurers, and alternative asset managers across all asset classes. Some of the largest asset owners in the world have chosen to partner with us deeply at the very core of their tech stack, and simultaneously, global alternative managers such as private equity, venture capital, and fund-of-funds are choosing Addepar to power their business and future growth strategy. NYC has been the Institutional team's launchpad, and we are looking for a seasoned, client-focused Senior Sales Engineer to continue growing our global presence in the institutional vertical. This is an incredibly unique opportunity to help establish and grow a hyper-growth line of business within an already-global technology company. As a strategic partner throughout the sales process, you will lead high-stakes engagements with C-Suite executives and key stakeholders, leveraging your deep understanding of financial software and the investment management industry to position Addepar as a mission-critical component of their long-term business strategy. You will work with Account Executives to drive the technical side of the sales cycle. Internally, you will work with teams to ensure our prospects are abreast of the product development, workflows, and use cases at Addepar. You are a leader and subject matter expert that other internal teams can rely on - and one that prospects seek guidance from. Addepar takes a market-based approach to pay. A successful candidate's starting pay will be determined based on the role, job-related skills, experience, qualifications, work location, and market conditions. The range displayed on each job posting reflects the minimum and maximum target base salary for roles in Colorado, California, and New York. The current range for this role is $146,000 - $182,000 (base salary) + bonus + equity + benefits. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Additionally, these ranges reflect the base salary only, and do not include bonus, equity, or benefits. Applicants must be legally authorized to work in the United States for any employer without requiring current or future visa sponsorship (for example, employment-based visas such as H-1B , F-1 /OPT, or similar), and must be authorized to begin work in the U.S. on their first day of employment.

Responsibilities

• Strategic advisory: Act as the lead domain authority for fund managers, institutional allocators, and OCIOs. Partner with Account Executives to design complex deal structures and multi-year expansion roadmaps.
• Platform and AI evolution: Guide prospects and clients through the modernization of their workflows. Demonstrate how migrating to the platform or adopting Addepar's AI-powered insights creates a vertically integrated ecosystem that outpaces their current setup.
• Business transformation discovery: Conduct executive-level discovery to identify systemic business inefficiencies, mapping them to a holistic technical vision that incorporates AI, data lakehouses, and third-party integrations.
• Demo & POC construction: Design and build tailored demo environments. Run end-to-end, custom proof-of-concepts (POCs) including the ingestion of client data to showcase the platform's value.
• Enterprise account growth: Lead technical executive reviews for our largest existing relationships, identifying and delivering new platform value that directly drives incremental ARR.
• Technical sales: Manage the technical portions of the sales cycle, including POCs, RFPs and RFIs, Statements of Work, and budgetary estimates.
• Cross-functional alignment: Professional Services, Data, Implementation, Support, Finance, and Legal, as well as internal product and engineering teams.
• Sales engineering leadership: Mentor teammates, establish and refine sales playbooks, and institutionalize standards for demos and technical validation.

Requirements

• Experience: 7+ years in Sales Engineering or Solutions Architecture with a proven history of closing high-revenue enterprise deals and navigating global enterprise procurement.
• Industry knowledge: Deep domai

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