Overview This role is for a seasoned Sales Engineer to join the Solutions organization and drive the end-to-end technical success of customers. You will lead and scale the pre-sales engineering function while ensuring a seamless handoff into implementation and ongoing customer expansion. As the senior technical voice in the sales cycle, you will scope buildings for occupancy-based demand-controlled ventilation (ODCV) and other smart building solutions, working with Sales, Product, and Engineering to design technically sound, scalable offerings tailored to customer needs. You will own the customer journey through implementation with the Solutions team, ensuring projects are delivered on time, on budget, and with high customer satisfaction.

Base pay range : $120,000.00/yr - $170,000.00/yr

Direct message the job poster from Tangerine Search Inc.

Responsibilities

Define and execute the Sales Engineering strategy within Solutions, creating scalable processes and tools that accelerate the sales cycle and improve conversion.

Partner directly with customers alongside Sales Directors to assess buildings, analyze HVAC/BMS systems, and identify opportunities for occupancy-based DCV and other solutions.

Develop detailed scopes of work, technical designs, and ROI analyses that communicate business value and set the stage for successful implementation and expansion.

Deliver and coach others to deliver high-impact demos of platform capabilities, ROI tools, and M&V models — balancing customer-facing execution with team enablement.

Own the end-to-end technical journey from pre-sales through implementation, ensuring projects are delivered on-time, on-budget, and with high customer satisfaction.

Drive post-sales expansion by validating solution performance, surfacing growth opportunities, and enabling Sales to upsell and cross-sell additional offerings.

Serve as the senior subject matter expert on HVAC controls, ventilation strategies, and IAQ standards, while remaining hands-on in scoping and site work as needed.

Conduct site surveys (remote and in-person) to capture and validate building data (e.g., AHU specs, BAS configuration, occupancy profiles, BMS points, trended data).

Collaborate with Product, Engineering, and Solutions leadership to channel customer and field insights into the product roadmap and future solution design.

Create and maintain technical collateral, ROI tools, and training resources to enable scale and elevate team capability.

Build, mentor, and lead a high-performing Sales Engineering team, acting as a player-coach while preparing the function for future growth.

Measure and report on team impact, defining KPIs around scoping accuracy, sales enablement, implementation efficiency, and customer growth.

Participate in customer deployments as needed, including onsite validation, system integration, and hands-on support (which may occasionally involve overnight work or physical tasks such as ladder work).

Requirements

8+ years of experience in Sales Engineering, Solutions Engineering, HVAC systems design, building automation, or related fields.

Proven success leading technical pre-sales and solutions engineering in a high-growth or startup environment, with the ability to both set strategy and execute.

Deep knowledge of HVAC systems, BMS, building automation, controls integration, smart building technologies, and energy modeling.

Familiarity with indoor air quality standards and frameworks (ASHRAE, WELL, LEED) and demand-controlled ventilation (DCV) strategies.

Demonstrated ability to translate technical detail into business value for customers — equally effective with executive decision-makers and technical teams.

Experience supporting complex, enterprise sales cycles with multiple stakeholders, delivering scopes of work, ROI models, and solution designs that drive deal success.

Strong collaboration and leadership skills, with experience mentoring or managing engineers in a growing team.

Bachelor’s degree in Mechanical Engineering, Building Science, or related field (Master’s or PE license a plus).

Nice to have: industry certifications such as LEED AP, WELL AP, CEM, or equivalent.

Travel Requirements

Up to 20% travel may be required as solution deployments scale and on-prem data capture needs increase.

Why Join Our Client

Join a purpose-driven team tackling one of the biggest challenges in the built environment — reducing energy use and carbon emissions. Our client is pioneering innovative technologies at the intersection of health, energy efficiency, and smart building automation.

They offer competitive compensation, equity, and benefits, along with a culture that values collaboration, ownership, and innovation.

Benefits Include

Generous paid time off and holidays

Competitive total compensation package with equity

Comprehensive health benefits (medical, dental, vision) and 401(k) starting on day one

Up to 12 weeks of paid parental leave

Monthly stipends for home internet and cell phone

Monthly in-office lunches and happy hours (for SF Bay Area employees)

Learning and development support

Hybrid work environment — only one in-office day per week for SF Bay Area employees

From Tangerine Search:

Tangerine Search is an equal opportunity agency that values diversity. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

San Mateo, CA

Note: This description contains the essential duties and responsibilities and is not limited to the items listed above.

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