Customer Engineer (Pre-Sales) ANZ

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About the role

There's nothing more exciting than transforming an industry that's been stagnant for decades. Federato is an AI-native platform that’s bringing agentic AI to the full policy lifecycle. We’re aggressively transforming how insurance work gets done, and the world is paying attention: we've raised $180 million, including a $100 million Series D from Goldman Sachs. We have powerful product-market fit, and we're growing fast globally. You'll get to work on complex problems with one of the most advanced AI teams you'll find anywhere. If you're the person we need, you know that AI bolted onto legacy systems is too weak to matter. That's why we built our platform to be AI-native from day one. That's why you can do here what you can never do at a legacy software company. move fast and prove it, not theorize it. We think from first principles. You’ll work on problems that matter, building software that fundamentally changes how insurance operates. Role Overview As a Founding Senior Customer Engineer at Federato , you’ll be a hands-on in helping insurance carriers and MGUs realize the full power of the Federato platform. You’ll partner with Sales to lead technical discovery, solution design, and demo delivery. You’ll also co-create the systems, tools, and content that drive our early SE motion. This role is based in Sydney, Australia. What You'll Be Doing • Own technical sales engagements from discovery through close • Deliver tailored, high-impact demos focused on business outcomes • Translate customer workflows into Federato configurations — including quoting, rating, endorsements, and portfolio optimization • Lead RFP and security questionnaire completion in collaboration with Product and Security teams • Build and maintain reusable demo environments reflecting target customer segments • Develop onboarding materials, configuration libraries, and example rating logic • Partner with the Manager, Pre-Sales and Product Marketing to refine messaging frameworks and technical collateral • Co-define and continuously improve the pre-sales lifecycle (discovery, solutioning, handoffs, etc.) • Contribute to shared team assets like: • Discovery playbooks • Configuration scopes and success criteria templates • Demo setup guides and walkthroughs • Collaborate with Product and Engineering to align roadmap with customer pain points • Surface recurring objections and product gaps with clarity and context • Provide post-sale context to Implementation & Customer Success Who We Hope You Are • 6–10+ years in technical pre-sales, solutions engineering, or technical consulting • Hands-on experience in demos, architecture design, and enterprise sales support • Strong insurance domain knowledge (or curiosity to learn quickly) • Familiarity with policy lifecycle management, rating, quoting, and underwriting systems • Ability to communicate technical value to both execs and practitioners • Coding competence in Javascript and SQL • Up to 30% Travel Our base salary range for this role is 170,000 to 215,000 AUD, with on-target earnings (OTE) ranging from 240,000 to 305,000 AUD. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks. Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you! We are an equal-opportunity employer and value diversity at our c

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