Solutions Architect

Role overview

Partner with sales and product teams to lead the technical side of enterprise sales cycles for an AI routing and infrastructure platform serving large language model workloads. This customer-facing role blends hands-on technical discovery, proof-of-concept delivery, and architecture advisory with cross-functional collaboration to inform product development.

Responsibilities

- Own technical discovery, solution design, and architecture conversations alongside business development and product counterparts on strategic enterprise opportunities - Scope and execute proofs of concept, including integrations, troubleshooting, and driving toward a clear technical win - Translate customer infrastructure, model usage, and constraints into tailored platform architectures, routing strategies, and deployment approaches - Serve as a trusted technical voice in customer engineering and infrastructure discussions spanning compute, networking, security, and LLMs - Support deal strategy by addressing technical objections, security reviews, and procurement requirements during complex enterprise sales - Build reusable assets such as demos, reference architectures, POC frameworks, and enablement content for the broader sales organization - Partner with product, engineering, and customer-facing teams to relay market signal back into the roadmap

Requirements

- 7+ years in a technical, customer-facing B2B SaaS role, such as Solutions Architect, Sales Engineer, or senior technical Account Executive, with a track record on complex enterprise deals - Deep experience with developer-centric infrastructure including cloud, Kubernetes, virtualization, networking, storage, or open-source platforms - Demonstrated ability to engage both technical and business stakeholders and switch fluidly between the two - Proven record of driving technical wins through POCs, architecture reviews, and security reviews - Strong hands-on technical curiosity with a habit of building, breaking, and staying current with emerging technology - Excellent written and verbal communication skills for explaining complex technical concepts to varied audiences - Experience operating in a fast-growing, evolving environment where priorities shift as the organization scales

Nice to have

- Hands-on experience with Kubernetes, hardened or secure images, or private cloud infrastructure - Personal projects involving AI agents, self-hosted models, or home lab infrastructure tinkering - Experience selling into or supporting regulated industries such as healthcare or financial services - Track record of building technical enablement or POC programs from scratch at an early-stage or high-growth organization - Familiarity with the LLM ecosystem across major providers and multi-provider routing concepts