Enterprise Sales Engineer

Enterprise Sales Engineer

Accelerate Performance.

About CAI Software

CAI Software builds purpose-built solutions that help manufacturers, processors, and distributors accelerate performance. Our mission is to enable manufacturers to transform performance through a connected, AI-assisted ecosystem that delivers visibility, control, and continuous improvement. We bring the deep operational expertise and enterprise infrastructure to be a true long-term performance partner.

With 6,200+ active customers worldwide and a market-leading position in every vertical we serve, CAI combines 45+ years of industry expertise with modern AI-driven execution - helping businesses move faster, operate smarter, and perform at their peak. We work across 15+ industries and 10+ countries, guided by three values built into our name: Candor, Accountability, and Impact.

CAI Business Units and the Markets We Serve

CAI Software is organized into three business units: Graphic Communications, Process Manufacturing, and Discrete Manufacturing - aligned to the industries we serve. This structure keeps our teams close to customer needs while operating with the scale and support of a global software company.

Process Manufacturing

This role is part of our Process Manufacturing business unit, which delivers ERP and operational software to manufacturers that transform raw materials into finished goods through formulas, recipes, or batch-driven processes. We serve food and beverage, pharmaceutical, chemical, nutraceutical, paint, supply chain logistics and related manufacturers - supporting end-to-end operations built for measurable performance outcomes.

About the Role

The Sales Engineer sits at the intersection of Sales, Product, and Technology, serving as the technical expert for PlanetTogether and Parsable throughout the customer buying journey. Working alongside Account Executives, the Sales Engineer combines technical expertise, product knowledge, and consultative selling skills to help manufacturers evaluate, understand, and confidently select PlanetTogether as their Advanced Planning and Scheduling solution and Parsable as their Connected Worker platform. As CAI continues to grow its portfolio through acquisition, this role will also extend technical expertise to additional enterprise tools that join our product suite.

The Sales Engineer owns the technical sales process, leading discovery, solution design, product demonstrations, technical validation, and competitive positioning for strategic opportunities. This role also serves as a critical connection between the field and Product Management, translating customer feedback and market insights into recommendations that strengthen the platform and improve the buyer experience.

Success in this role is measured by the ability to accelerate opportunities, deliver exceptional product demonstrations, influence product direction through market intelligence, and help PlanetTogether, Parsable, and other CAI enterprise solutions consistently win competitive software engagements.

What You'll Do

Technical Sales Leadership

• Partner with Account Executives to develop technical win strategies.

• Lead technical discovery sessions.

• Qualify opportunities from a technical perspective.

• Build solution recommendations.

• Support competitive evaluations.

• Present to executive and technical audiences.

• Remove technical barriers that slow deals.

Product Demonstrations

• Design and deliver world-class product demonstrations.

• Tailor every demonstration to the customer's business objectives.

• Tell compelling product stories instead of feature walkthroughs.

• Demonstrate business outcomes, not just functionality.

• Continuously improve demonstration assets.

• Build reusable demo environments.

• Develop industry-specific demonstration scenarios.

• Lead executive demonstrations for strategic opportunities.

Product Expertise & Strategy

• Become the foremost product expert across PlanetTogether and Parsable.

• Maintain expertise across existing functionality and new releases.

• Represent the field to Product Management.

• Validate new functionality before release.

• Influence product priorities through customer insights.

• Identify product gaps and market trends.

• Recommend improvements to product messaging and positioning.

• Expand product expertise to additional enterprise tools as CAI grows its portfolio through acquisition.

Technical Evaluation

• Understand manufacturing environments and their requirements.

• Explain integrations to and from PlanetTogether and Parsable.

• Support technical evaluations.

• Participate in architecture discussions.

• Answer complex technical questions.

• Assist with RFPs and security reviews.

Sales Enablement

• Train Account Executives on product capabilities.

• Develop demo playbooks.

• Build competitive positioning.

• Support product launches.

• Improve technical messaging.

• Mentor new Sales Engineers.

What We're Looking For

• 5+ years of experience supporting enterprise software sales as a Sales Engineer, Solutions Consultant, Manufacturing Consultant, Professional Services Consultant, or similar customer-facing technical role.

• Experience delivering customized software demonstrations for executive and operational audiences.

• Strong analytical and problem-solving abilities.

• Collaborative mindset with the ability to work across Sales, Product Management, Marketing, and Professional Services.

• Proven ability to understand complex business processes and translate them into technology-driven solutions.

• The ability to learn multiple products deeply and demo them fluently across different buyer personas and industries.

• Strong technical aptitude—comfortable in product environments, able to troubleshoot live, and confident handling tough questions without a script.

• Clear, confident communication. You make complicated things simple and adjust your pitch to the audience in front of you.

• A team-first mentality and comfort with ambiguity—you’re okay figuring things out when no playbook exists.

Preferred

• Bachelor’s degree in Business, Engineering, Information Systems, Computer Science, or a related field; equivalent experience considered.

• Experience in SaaS, enterprise software, manufacturing technology, ERP, APS, MES, or digital workflow solutions.

• Knowledge of process improvement methodologies and operational excellence practices.

• Strong understanding of manufacturing operations, production scheduling, and supply chain planning.

• Experience developing ROI analyses, business cases, and value realization frameworks.

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Why Join CAI

At CAI, we are building something that matters. With 6,200+ customers across 15+ industries and active investment in AI-driven performance tools, we are positioned to define what the next generation of manufacturing software looks like — and we are building the team to lead that work.

Our four pillars define how we deliver for customers — and how we work:

• Built to Fit - Fits how your business runs so performance comes standard

• Built to Expedite - Speeds time to performance without heavy lifts or delays.

• Built to Deliver - AI turns action and insights into measurable performance.

• Built to Scale - Sustains and scales performance without disruption.

CAI Software is an “EEO/Veterans/Disabled employer.”

Equal Employment Opportunity

CAI Software is an Equal Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, sex (including pregnancy, sexual orientation, and gender identity or expression), religion, disability, , genetic information, marital status, veteran status, or any other basis protected by local, state or federal law.

Disability Accommodation

CAI Software endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process or are limited in the ability or unable to access or use the online application process and need an alternative method for applying, please contact us at talent.acquisition@caisoft.com or send an e-mail with your specific accommodation request.

Work Authorization

Applicants must be authorized to work in the United States. CAI Software does not unlawfully discriminate on the basis of citizenship or immigration status in accordance with the Immigration Reform and Control Act of 1986 (IRCA).

Pay Transparency Nondiscrimination

CAI Software will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).