Principal Sales Engineer

Sales Engineer

Montera · San Francisco, United States (Remote) · Full-time · Posted 2026-10-23

Workplace: remote

Department: Technology

Description

About Montera 

At Montera, we’re building the future of digital infrastructure. Founder-led with $1.5B backed by Stonepeak, Montera is driven 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. 

Our Values 

·       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. 

The Opportunity 

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.

What You’ll Do 

·       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 positions are bankable — consistent with what lenders, equity sponsors, and independent engineers will test — and support PE sponsor, lender, and technical-advisor diligence sessions.

·       Advise sales and design on how multi-customer campus structures (including condominium or owners'-association governance) affect site design: demarcation, shared vs. dedicated utilities, interconnection and substation ownership, metering, access zoning, and phased expansion rights — reflecting those constraints in master plans before they reach customers.

·       Act as the voice of the customer within the Product team, and report pursuit status, technical risks, and open decisions to the CTO and the SVP of Business Development on a regular cadence.

Requirements

What You Bring 

·       Bachelor's degree in Electrical, Mechanical, or a related engineering discipline; advanced degree or PE licensure preferred.

·       12+ years in data center or mission-critical infrastructure, including 5+ years in a customer-facing sales/solutions engineering or pre-sales technical role at a hyperscale colocation provider, developer, or hyperscaler.

·       Direct experience supporting hyperscale or AI customer pursuits through RFP, technical diligence, and contract negotiation — including multi-megawatt, multi-building campuses.

·       Strong command of data center power, cooling, and network systems at hyperscale — including high-density and liquid-cooled AI environments — and how those systems drive cost, schedule, and availability.

·       Working understanding of how campuses are financed and held: PE sponsor and lender diligence, independent-engineer review, and how multi-tenant governance (condominium / owners'-association structures) affects site design and expansion.

·       Exceptional presentation skills, with a record of presenting to customer executives and technical committees and simplifying complex subjects without losing accuracy.

·       An established network among hyperscaler and AI-infrastructure engineering, real estate, and procurement teams — and the credibility to open and sustain those relationships.

·       Sound commercial judgment, discipline around confidentiality, and the ability to say clearly what Montera can and cannot commit to.

·       Preferred: experience at a hyperscale colocation/wholesale developer or on the customer side; familiarity with utility interconnection and flexible-load arrangements, $/W and yield-on-cost modeling, hyperscale lease exhibits, and presenting to lenders, rating agencies, or investment committees.

Benefits

Why Join Montera? 

At Montera, you’ll shape the next generation of digital infrastructure while being supported by a team that values integrity, collaboration, and long-term partnership. We’re a remote-first company that empowers our people with flexibility, ownership, and meaningful rewards.  

Compensation:  

At Montera, we believe great work starts with investing in great people. That is why we offer a competitive and thoughtful total compensation package designed to recognize the value each team member brings. 

Our compensation ranges are informed by market data and aligned to job level and role. When making hiring and compensation decisions, we consider a variety of factors, including skills, experience, education, training, competencies, and overall business needs. 

The reasonable compensation range for this role is $175,000 - $225,000 per year.

Our Benefits at a Glance: 

·       Comprehensive Health Coverage: We pay 90% of health premiums for employees and their dependents. 

·       Generous Time Off: Up to 8 weeks of paid time off per year, which includes holidays, PTO, and sick time. 

·       Parental Leave: Up to 8 weeks of paid time off after 6 months of employment. 

·       Financial Security: 401(k) plan with immediate eligibility, no vesting requirement, and employer match contributions up to 6%. 

·       Learning & Development Reimbursement: Up to $3,500 reimbursed annually for approved courses, certifications, conferences and professional development opportunities. 

·       Extra Support: Remote work stipend  to help you stay connected. 

At Montera, you’ll have the autonomy to do great work and the benefits to thrive personally and professionally.

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