Sales Engineer

At Montera, we’re building the future of digital infrastructure. Founder-led with $1.5B backed by Stonepeak, Montera isdriven by a future-focused vision: to develop and operate hyperscale data centers essential for tomorrow’s technology. Our mission is to deliver strategically located, hyperscale data centers designed for speed, reliability, and scalability. Backed by decades of experience in design, construction, and operations, we don’t just build—we execute with purpose.

• Client First Alignment:
  We align every solution to our clients’ goals.
• Speed with Certainty:
  Velocity matters. We deliver with urgency and precision.
• Operational Excellence:
  Decades of experience drive our high standards.
• Safety & Integrity:
  Safety is non-negotiable. We lead with integrity and transparency.
• Ownership Mentality:
  We think like owners, because we are.

Montera is seeking a Principal Sales Engineer — the client-facing engineering authority for our sales activity with hyperscalers and AI-native cloud and model providers. Sitting in the Product team and reporting to the CTO, this role bridges outside sales and internal design: it partners directly with the SVP of Business Development & Hyperscale Accounts, who owns the commercial relationship and pursuit strategy, while the Principal Sales Engineer owns technical credibility in the room.

This is a senior individual-contributor role within Montera’s Principal Engineering & Architecture Leadership family. You’ll present Montera’s reference designs, power and cooling approach, delivery model, and campus capabilities to customer engineering, infrastructure, real estate, and procurement teams — translating customer requirements into terms the design team can act on, and design and delivery constraints into terms customers and the sales team can act on.

The role also requires fluency in how hyperscale campuses are financed and governed:
Montera’s assets are backed by private-equity sponsors and lenders, customer commitments must hold up to lender and investment-committee diligence, and multi-customer campuses may be governed through condominium or owners’-association structures that directly shape site design, metering, access, and expansion rights.

• Serve as technical lead on assigned hyperscaler and AI-native customer pursuits — supporting the SVP of Business Development across the full sales cycle, from first meeting through contract, including site tours, design workshops, and RFS/schedule reviews.
• Present Montera’s campus designs, power and cooling architectures, interconnection strategy, and delivery schedule to customer executives and technical teams, and represent Montera credibly at industry conferences, customer forums, and standards groups.
• Run structured discovery on customer capacity ramps, rack and power density, liquid cooling, resilience tiers, network and fiber needs, security posture, and sustainability commitments — mapping requirements to Montera reference architectures and documenting gaps, deviations, and cost/schedule consequences before commitments are made.
• Partner with the VP, Data Center Design and the Principal Architect, Electrical, Mechanical, Controls, and Network leads to scope customer-specific modifications and confirm they are deliverable; feed market and customer intelligence back into product strategy and reference-design evolution.
• Own the technical content of RFIs, RFPs, and customer technical diligence — coordinating design, development, delivery, and operations into consistent, accurate responses, and preparing technical exhibits (specifications, SLAs, delivery milestones, responsibility matrices) that support lease and contract negotiation.
• Ensure customer-facing technical…