Enterprise Sales Engineer

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 Planet Together 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 Planet Together 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 Planet Together, 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.
• Lead executive demonstrations for strategic opportunities.

Product Expertise & Strategy

• Become the foremost product expert across Planet Together 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 Planet Together and Parsable.
• Support technical evaluations.
• Participate in architecture discussions.
• Assist with RFPs and security reviews.
• Train Account Executives on product capabilities.
• Build competitive positioning.
• Improve technical messaging.

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,…