Principal Sales Engineer, Banking Integrations
Remote (U.S.) — Full Time
The Cari Network is building a blockchain-based payment system powering real-time, 24/7 movement of digital money across the traditional finance and digital asset ecosystems. A pre-launch startup, we're creating an entirely new category of financial infrastructure that brings cash on chain through tokenization while powering the full spectrum of payments for our network—banks, digital asset exchanges, and, most importantly, the customers they serve.
We are seeking a Principal Sales Engineer within the COO’s team to be the senior, technically-credible voice in front of prospective bank partners during the pre-signing and onboarding phase. You will sit at the seam of sales and engineering—running demos and sandbox walkthroughs (the sandbox environment itself will be owned by the Engineering function), walking bank treasury, technology, and operations teams through how Cari fits their existing stack, and translating their integration questions into a working path to go-live.
About the Role
This is a critical, high-impact role that requires deep expertise in payments and banking infrastructure, with a specific focus on the technical side of how banks integrate with new payment networks. The Principal Sales Engineer will act as an individual contributor responsible for the technical narrative in every prospect bank engagement—partnering closely with the Business Development team to convert pipeline into signed network partnership agreements, then carrying each bank through integration and onboarding to fully-live status on the Network. This role sits at the intersection of sales solutioning, product engineering, payment operations, and risk and compliance. It is not suited to candidates expecting a mature demo environment or an implementation team to hand off to after the deal closes. The Principal Sales Engineer will build the playbook from the ground up and help establish a scalable banking integrations practice.
What You'll Do
Lead Technical Discovery: Run structured discovery with bank technology, operations, treasury, and compliance stakeholders to map their core systems and infrastructure against Cari's architecture and integration requirements. Develop bank-specific integration hypotheses early in the sales process—documenting what's required, where friction is likely, and what the banks needs to be ready for go-live. Identify integration risks and surface them before they become deal or delivery blockers.
Lead Technical Sales Engagements: Run demos, technical deep-dives, and sandbox walkthroughs with prospect banks and lead them through full test flows (tokenization, settlement, redemption, and reporting).
Drive Onboarding to Fully Live: Own the work between signing and production go-live for every participant—coordinate with the bank's engineering teams, support security and infosec reviews, and shepherd cutover. You are accountable for every signed participant reaching fully-live status on the Network, and for helping scale the sales engineering team as the Network grows.
Co-Create the Banking Integrations Practice: Build the repeatable artifacts that turn this role from individual contributor into a scalable practice:
A structured assessment model—a repeatable discovery process that evaluates a bank's infrastructure, controls, obligations, and commercial profile to produce a readiness score that drives integration sequencing, go-live timelines, and operational assumptions.
An estimator model—built with Cari cross-functional leaders, translating discovery inputs into operational and commercial assumptions that drive bank economics and Cari delivery operations.
A Banking Integrations Practice Kit—formalized processes and approaches covering bank engagement from qualification to integration to onboarding.
Feed Learnings Back Into the Business: Bring prospect feedback to Engineering and Product on a regular cadence—what banks are asking for, blocking on, or confused by—and translate integration friction, workflow gaps, and technical constraints into actionable product input. Document patterns across engagements (objections, integration approaches, compliance questions, volume assumptions) as the knowledge base of Cari's integrations practice.
Qualifications
U.S.-based, with ability to travel up to 25%
Bachelor's degree or equivalent practical experience
10+ years in payments, fintech, or banking infrastructure—with significant time in solutions engineering, technical sales, or integration consulting roles serving financial institutions; ideally a mix of vendor- and bank-side experience
Experience building estimation or sizing models that translate discovery inputs into operational and commercial outputs
Strong technical fluency: APIs, microservices, data flows, message standards (ISO 20022, NACHA, SWIFT MT), and how money moves between institutions—including direct experience with at least one major bank core (e.g., FIS, Fiserv, Finastra) and the digital payment providers that ride on top of them (e.g., Modern Treasury, FIS Open Payments)
Strong working knowledge of how banks make decisions across tech, risk, treasury, and compliance committees
Comfort operating in early-stage environments where management can be fluid, and where the work can be demanding, creative, and consequential
Experience with tokenized deposits, stablecoins, or shared-ledger payment networks, blockchain technology, or cryptocurrency is a significant plus
What We Offer
Competitive compensation: salary and equity
Full medical, vision, dental benefits
401(k) with matching program
Flexible vacation policy (PTO) and remote-first work environment
Interested in this role? Send us your resume.