Senior Solutions Engineer - Digital Native Enterprise - West

Join Cloudflare as a Senior Solutions Engineer specializing in Digital Native Enterprises. In this pivotal role, you will leverage your expertise to drive innovative solutions for our clients, ensuring their success in a rapidly evolving digital landscape.

Join Cloudflare as a Senior Solutions Engineer specializing in Digital Native solutions. In this pivotal role, you will collaborate with cross-functional teams to design, implement, and optimize innovative solutions for our clients in the digital space. Your expertise will help drive the adoption of Cloudflare’s suite of products, ensuring a seamless integration that enhances performance and security.

Join Cloudflare as a Senior Solutions Engineer specializing in the Digital Native Business sector. In this role, you will leverage your technical expertise and innovative thinking to drive solutions that help our clients succeed in the digital landscape. You will work closely with cross-functional teams to analyze client needs, design tailored solutions, and provide outstanding support throughout the implementation process.

About Our TeamJoin the Technical Success team at OpenAI, where we are committed to enhancing the customer journey through our innovative suite of products. Our mission is to empower developers and enterprises of all sizes—from burgeoning startups to established global leaders—to fully harness the capabilities of our advanced models and derive maximum value and adoption.About the RoleWe are on the lookout for a dynamic Solutions Engineer to collaborate with our Digital Native customers, ensuring they unlock meaningful business value through the OpenAI products. In this role, you will engage with senior business stakeholders to assess their pre-sales requirements, guide their AI initiatives, and pinpoint the most impactful use cases. You will bridge the gap between business and technical teams, showcasing the value of our solutions and recommending architectural best practices to jumpstart implementation. This position will require close collaboration with the Digital Native Sales, Security, and Product teams.This opportunity is based in San Francisco, CA or New York, NY, and we promote a hybrid work environment, expecting three days in the office each week, with relocation support available for new hires.Your Responsibilities:Provide an outstanding pre-sales customer experience for Digital Native clients by offering technical insights, articulating the value proposition, and addressing queries related to our products, APIs, and large language models.Illustrate how our suite of OpenAI products can fulfill business needs and drive significant value, including crafting and presenting demonstrations, defining use cases, recommending architectural patterns, and offering comprehensive technical guidance.Create and manage documentation, guides, and FAQs that reflect common inquiries and requirements identified during the pre-sales phase.Build and cultivate strong relationships with customers throughout their evaluation, validation, and purchasing journey.Promote customer advocacy and serve as the customer’s voice within our organization by collecting and communicating customer feedback, recognizing trends, and integrating insights into product development.Act as the primary resource for security and compliance inquiries, clarifying standard materials, directing customers to relevant resources (such as the trust portal), and escalating complex requirements as needed.Ideal Candidates Will:Possess strong analytical and problem-solving skills, with the ability to effectively communicate complex technical concepts to diverse audiences.Demonstrate a solid understanding of AI technologies and their business applications, along with experience in customer-facing roles.Exhibit exceptional relationship-building skills and a proactive approach to customer engagement.Have a background in software development or architecture, preferably with experience in cloud-based solutions.

About Our TeamJoin the Technical Success team at OpenAI, where we are dedicated to enhancing the customer journey throughout the OpenAI suite of products. Our mission is to empower developers and organizations to harness the full potential of our advanced models, ensuring they derive maximum value and adoption. Our clientele ranges from innovative startups to well-established global enterprises, representing a diverse spectrum of industries and maturity levels.About This RoleWe are looking for a Solutions Engineer to collaborate with our Digital Native customers, driving the realization of significant business outcomes through our product offerings. You will engage with senior business leaders to comprehend their pre-sales objectives, shape their AI strategies, and pinpoint the most impactful use cases. Your role will involve partnering with both business and technical teams to illustrate the advantages of our solutions, while recommending architectural frameworks to facilitate their implementation. Collaboration with Digital Native Sales, Security, and Product teams will be crucial.This position is based in either San Francisco, CA or New York, NY, and follows a hybrid work model, requiring 3 days in the office each week. We also provide relocation assistance to new hires.Key Responsibilities:Deliver outstanding pre-sales experiences for Digital Native clients by offering technical insights, articulating value propositions, and addressing inquiries regarding our products, APIs, and LLMs.Showcase how OpenAI’s product suite can effectively meet customer business objectives and yield substantial value through demos, use case scoping, architectural recommendations, and in-depth technical guidance.Create and maintain comprehensive documentation, guides, and FAQs that address common inquiries and requirements identified during the pre-sales process.Cultivate and maintain strong relationships with customers throughout the evaluation, validation, and purchasing stages.Act as a customer advocate by gathering feedback, identifying trends, and collaborating with internal teams to influence product planning based on customer insights.Serve as the initial point of contact for security and compliance inquiries, aiding customers with standardized materials and directing them to relevant resources while escalating complex issues as necessary.Ideal Candidate Profile:Proven experience in a technical sales or solutions engineering role, ideally within a software or technology company.Strong understanding of AI technologies, APIs, and cloud computing.Exceptional communication skills, both verbal and written, with the ability to engage and influence stakeholders at all levels.Demonstrated ability to build and maintain professional relationships in a fast-paced environment.Ability to translate complex technical concepts into easily understandable terms for non-technical audiences.

Our Mission & Values:At Drata, we empower organizations to cultivate and maintain the trust of their users, customers, partners, and prospects. We serve as the essential proof layer that demonstrates why exceptional companies deserve the trust they strive to earn.We embody our core values daily. Built on Trust signifies that consistency is paramount. We Act with Integrity by always choosing to do what is right. Our Customer Obsession ensures that the needs of those we serve remain at the forefront of our endeavors. Competitive Fire inspires us to strive harder than anyone else. We believe that Diversity brings forth unique perspectives that lead to innovative solutions. Our Automation First approach prioritizes efficiency, enabling us to save both time and resources.Our Culture & Work Style At Drata, we are not merely developing software; we are cultivating a mindset. Every action we take is driven by:Be a Driver (Owner‑Operator Mentality): Take ownership of your work. Strive for continuous improvement. Achieve impactful results.Move at Drata Speed (Precision & Velocity): Make swift decisions. Learn quickly. Create immediate impact.Stay Mission-Driven (Customer‑Obsessed): Question assumptions. Provide value. Maintain a sense of urgency.We complement our high-velocity culture with a thoughtful hybrid work model, believing that flexibility and collaboration are both crucial. In the Bay Area, we come together in-office from Tuesday to Thursday for high-impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays offer flexibility, allowing you time for focused work, balance, and autonomy.If you thrive in an environment where you are empowered, energized, and collaborating with intelligent, mission-driven individuals, you will find your place here.Why Join The Drata Team?The best way to grasp the essence of the Driver’s Mindset is to witness it firsthand. We are an award-winning, mission-driven team of over 600 people worldwide, united by a culture that prioritizes trust, speed, and continuous growth.See the Speed: Watch our CEO, Adam Markowitz, discuss our hyper-growth journey from $0 to $100M ARR in just four years.Hear the Voice of the Team: Check out our "Life at Drata" page for employee testimonials about our collaborative culture and the growth opportunities we offer.

About HightouchAt Hightouch, we are revolutionizing the way marketing and growth teams operate through our cutting-edge AI platform. Our advanced AI agents empower marketers to seamlessly create content, strategize campaigns, and execute initiatives with unprecedented speed and effectiveness.Hightouch stands at the forefront of two pivotal technological advancements: the evolution of large language models (LLMs) and agentic AI, alongside the rapid rise of cloud data warehouses such as Snowflake and Databricks. Leveraging these trends, we've positioned ourselves as a leader in AI-driven marketing solutions, collaborating with industry giants like Domino’s, Chime, Spotify, Ramp, Whoop, Grammarly, and over 1,000 others.Our team is dedicated to making a significant impact for our clients. We tackle challenges through first-principles thinking, operate with agility and efficiency, and foster a culture of compassion and kindness among colleagues. We seek team members who are excellent communicators, possess a growth mindset, and are driven to achieve our shared goals.About The RoleAre you skilled at demystifying technical concepts? Do you aspire to collaborate closely with prominent companies to address their most pressing challenges? We are in search of an Enterprise Solutions Engineer who is passionate about educating others, problem-solving, and playing a pivotal role in expanding our client portfolio. You will join a talented team of solutions engineers who delve deep into customer issues, innovate on data utilization strategies, and strive to enhance user experiences. We are committed to serving our users and partners effectively.In this role, you will work alongside our Account Executives to eliminate technical and business-related barriers to sales, advocate for customer needs within relevant internal teams, and produce compelling technical content. You will engage with data engineers, product managers, and marketers, adeptly translating complex technical ideas for our clients. Our goal is to simplify our customers' journeys by delivering tailored solutions for their data strategy and architecture challenges.Solutions Engineers at Hightouch frequently collaborate with both technical and non-technical stakeholders to understand their needs and co-create innovative technical solutions. We welcome candidates from diverse backgrounds.

About BlacksmithAt Blacksmith, we revolutionized Continuous Integration (CI) workloads by developing infrastructure that accelerates operations significantly. Our flagship product enables companies to execute GitHub Actions more efficiently and cost-effectively by utilizing our proprietary global fleet of bare-metal machines instead of relying on generic cloud virtual machines.Currently, we manage tens of millions of Firecracker VMs monthly, providing CI services to over 1,200 companies, and achieving nearly $10M in Annual Recurring Revenue (ARR) in under two years.Our operations span thousands of bare-metal machines across diverse regions, with the ability to concurrently schedule over 30,000 vCPUs and manage a petabyte-scale Ceph cluster independently.We have successfully raised $13.5M in Seed and Series A funding, with Google Ventures (GV) leading the rounds. Our focus remains on cultivating a small yet exceptional team.Founded by experts with substantial experience in systems and scaling, including work in search and advertising infrastructure at Faire and in large distributed systems at Cockroach Labs. Our go-to-market strategy is spearheaded by Jon Boyer, the former Head of Sales at Zapier.We are now expanding our CI infrastructure into a comprehensive platform, facilitating the operation of agent sandboxes at scale and developing our own background coding agent.This role is in-person in San Francisco, five days a week.About the RoleAs the Account Executive, Digital Native, you will spearhead new business development across a territory comprising high-growth, engineering-centric companies. You will take full ownership of the sales cycle: identifying fast-paced engineering organizations, demonstrating Blacksmith’s value proposition, and advocating for CI efficiency to both technical and executive decision-makers.This position is primarily a hunter role, focusing on acquiring new logos within a dynamic Digital Native market.You will work closely with our founders, engineers, and solutions teams to deliver exceptional value and create replicable processes for the segment as we scale.

Why Join Mintlify?At Mintlify, we are dedicated to empowering builders in the tech industry.Extensive Reach: Our documentation platform serves over 100 million developers annually and supports documentation for more than 18,000 companies, including notable names like Anthropic, Microsoft, PayPal, Spotify, and Coinbase.Small Team, Significant Impact: With a team of fewer than 50 individuals and $22 million in funding, every new team member has a direct influence on our growth and direction.Culture of Growth: We prioritize quick learning, resilience, and embracing unique personalities.As we continue to grow in value, we seek to align our headcount with our ambitions.Role OverviewThis Pre-Sales technical role is an integral part of Mintlify's Sales Team. Rather than performing standard demonstrations, you will be a builder, collaborating closely with Account Executives to close complex enterprise deals through scoping, prototyping, and delivering tailored technical solutions.As enterprise clients assess Mintlify, they often require additional technical validation. Your mission will be to streamline this process by translating customer needs into actionable technical solutions, creating necessary prototypes to showcase value, and supporting the sales team in securing larger, intricate deals without overburdening our core engineering team.In this position, you'll collaborate with Sales, Engineering, Product, and the CEO to land our most strategic deals and transform custom work into scalable, productized solutions.This position is for those eager to get hands-on and build innovative solutions.Key ResponsibilitiesDeal Execution & Technical ValidationCollaborate with Account Executives on complex enterprise and mid-market deals from initial discovery to final close.Conduct in-depth technical discovery to thoroughly understand customer documentation workflows, integrations, and success metrics.Design and build customized demos, prototypes, and proofs-of-concept that facilitate deal closures and expedite decision-making.Present technical solutions to diverse audiences, ranging from technical engineers to executive stakeholders.

As the Director of Sales for Digital Native Solutions at Cloudflare, you will lead our sales strategy and execution to drive growth in this rapidly evolving market. You will leverage your extensive experience in technology sales to engage with innovative digital native businesses, helping them unlock the full potential of our cutting-edge solutions. Your leadership will be pivotal in fostering a high-performance sales culture that thrives on collaboration and excellence.

Join Cloudflare as a Senior Sales Manager, where you will play a pivotal role in driving our sales strategy for Digital Native Named accounts. In this dynamic position, you will lead a team of sales professionals, ensuring that we meet and exceed our revenue targets while providing exceptional service to our clients.Your expertise will help identify market opportunities, strengthen client relationships, and foster an innovative sales culture. This hybrid role allows you to work both in-office in San Francisco and remotely, providing flexibility in your work environment.

About Loop Loop is committed to unlocking profits trapped in the supply chain while reducing costs for consumers. Inefficient workflows and bad data create friction that hampers working capital and increases expenses for all stakeholders in the supply chain. Our cutting-edge audit and payment platform utilizes domain-driven AI to simplify the complexities associated with supply chain data and documentation. By enhancing visibility into transportation expenditures, we empower companies to manage costs and boost profitability. This is why renowned industry leaders such as J.P. Morgan Chase, ABB, Tyson Foods, and Estée Lauder partner with Loop. Our investors include J.P. Morgan, Index Ventures, Founders Fund, 8VC, Flexport, and numerous industry-leading angel investors. Our team boasts expertise from esteemed organizations like Uber, Google, Flexport, Meta, Samsara, Intuit, Rakuten, and long-standing industry stalwarts like C.H. Robinson. About the Role We are seeking an Enterprise Solutions Engineer to work collaboratively with Sales, Engineering, and Customer Success teams to ensure a smooth technical closing and implementation process for clients. This position involves designing and configuring complex workflows, serving as a primary contact for client implementations, orchestrating data integration, and bridging processes between the client's systems and Loop's proprietary platform. The Solutions Engineer collaborates with operations and sales teams to ensure that proposed deals include technical solutions that accurately meet client requirements and have the backing of key technical decision-makers. You will provide onsite and virtual support for client implementations, delivering technical expertise as an extension of the Sales and Customer Success teams. Key Responsibilities Facilitate project management for solution scoping and implementations, including but not limited to: Leading kick-off calls: remote (sometimes onsite) sessions to introduce the Loop solution. Coordinating integration solutions with internal stakeholders across a variety of commercial and legacy client systems. Overseeing integrations between Loop and the client's external software systems (TMS/ERP) with guidance from the Integrations Engineer, including schema mapping. Conducting tailored product demonstrations for prospective clients, acting as the product expert in pre-sales discussions. Defining use cases aligned with Loop’s product and roadmap. Collaborating with sales and operations teams to inform the cost structure for client proposals.

As a Senior Sales Manager for Digital Native Strategies at Cloudflare, you will play a pivotal role in driving sales growth and building strong relationships with our digital-native clients. Your expertise will guide our team in crafting tailored solutions that meet client needs, contributing to the overall success of our innovative digital platform.

About SentryAt Sentry, we are on a mission to eradicate the prevalence of poor software. We empower developers to create high-quality software more efficiently, allowing everyone to rediscover the joy of technology.Backed by over $217 million in funding and trusted by more than 100,000 organizations, including industry giants like Disney, Microsoft, and Atlassian, we are developing innovative performance and error monitoring tools that enable teams to focus on building exceptional products instead of fixing bugs.Sentry supports a hybrid work model across our global offices, designating Mondays, Tuesdays, and Thursdays as in-office days to foster collaboration and connection. If you are passionate about creating solutions that enhance the digital experience, join us in developing the next generation of software monitoring tools.About the Role:As a member of the Solutions Engineering team at Sentry, you will play a pivotal role in helping our largest clients seamlessly integrate Sentry into their applications and workflows. This includes everything from SDK integration to ensuring that alerts and issues are directed to the appropriate channels at the right time. Solutions Engineers work directly with customers to guarantee optimal implementation and usage, ensuring that:Developers can swiftly identify and resolve application slowdowns and errors.Development teams enhance productivity and improve customer satisfaction.Your Responsibilities:Identify and understand customer challenges and goals, translating them into actionable implementation and onboarding strategies that deliver tangible business value.Create best practices, educational resources, and content focused on error and performance management, as well as the Sentry product (e.g., instructional articles and videos showcasing product functionality).Serve as a trusted advisor and subject-matter expert, guiding customers in software engineering and monitoring best practices.Conduct workshops with clients to promote deeper engagement and broader adoption of Sentry’s solutions.Collaborate internally to provide valuable feedback to product and development teams, aligning Sentry's product roadmap with efforts to enhance time to value.You Will Thrive in This Role If You:Enjoy discussing technology and interacting with engineers and technical leaders.Flourish in a fast-paced environment, tackling diverse challenges with enthusiasm.

About Our TeamJoin our dynamic Technical Success team, dedicated to enhancing the customer experience across the OpenAI product suite. We empower developers and enterprises to unlock the full potential of our advanced AI models, supporting a diverse clientele that ranges from innovative startups to established global corporations.About the RoleWe are on the lookout for a Solutions Engineer to collaborate with our Enterprise customers, ensuring they derive significant business value from our state-of-the-art models. You will engage with senior business leaders to identify their pre-sales requirements, shape their AI strategies, and pinpoint high-impact use cases. Your role will involve working closely with both business and technical teams to illustrate the value of our solutions, while also recommending architectural frameworks to facilitate implementation and development. Close collaboration with the Enterprise Sales, Security, and Product teams will be key to your success.This position is available in San Francisco, CA or New York, NY. We embrace a hybrid work model, requiring 3 days in the office each week, and offer relocation assistance for new hires.Your ResponsibilitiesProvide an outstanding pre-sales experience for Enterprise clients by delivering technical guidance, articulating our value proposition, and addressing inquiries related to our products, APIs, and LLMs.Showcase how OpenAI’s suite of products can address specific business needs and generate substantial value through demos, use case scoping, architectural recommendations, and technical advisory.Create and maintain comprehensive documentation and FAQs to address common queries and requirements identified during the pre-sales process.Build and strengthen relationships with customers throughout the evaluation, validation, and purchasing phases.Champion customer advocacy by collecting and relaying feedback, identifying common themes, and integrating insights into product development.Act as the primary resource for security and compliance inquiries, guiding customers through standardized materials, directing them to relevant resources, and escalating complex issues as necessary.Ideal Candidate ProfileYou possess a strong technical background with experience in pre-sales or solutions engineering, ideally in the AI or technology sectors.You have excellent communication skills, with the ability to translate complex technical concepts into clear business value propositions.You are adept at building relationships and have a proven track record of fostering customer engagement.You are proactive and self-motivated, thriving in a fast-paced environment and capable of managing multiple priorities.You are familiar with AI technologies and their applications in various industries.

West Monroe Partners seeks a Senior Presales Solution Architect for its Technology & Experience Practice. This role supports major enterprise technology transformation projects in collaboration with leading system integrators. Positions are available in Boston, Chicago, Dallas, Los Angeles, Minneapolis, New York, San Francisco, Seattle, and Washington, D.C. Key Responsibilities Shape and define large-scale enterprise transformation initiatives with sales and client teams. Partner with system integrators to establish solution architecture, delivery methodology, and execution strategies. Lead the creation of solution estimates, pricing inputs, and Statements of Work (SOWs). Assess current technology environments, including applications, cloud, data, and integration, to identify risks and opportunities. Define target-state architectures that support business and technology goals. Set architectural guidelines and delivery standards for system integrator-led implementations. Role Overview This position blends solution architecture, sales support, and enterprise transformation strategy. The Senior Presales Solution Architect guides clients through complex projects involving cloud, enterprise applications, data, and integration platforms. Responsibilities include overseeing end-to-end solution definition, supporting estimation and pricing, and establishing delivery models and SOW scope for large, multi-year programs. After deals close, this architect remains involved, providing governance and advisory support to keep solution design and delivery in sync.

At Scale AI, we play a crucial role in advancing AI applications across various industries. As our customer base expands at an unprecedented rate, you will be at the forefront of ensuring that the world's most innovative companies become devoted, long-term partners with Scale. As an Enterprise Solutions Engineer, you will collaborate closely with Account Executives (AEs), Product Managers, and Machine Learning Engineers (MLEs) to guide prospective clients through the pre-sales process. Your role will involve delivering customized demonstrations and pilot projects to achieve the coveted 'technical win.' You will assess customer technical requirements and create actionable Scopes of Work (SOW). Working hand-in-hand with our delivery team, you will also assist in the initial implementation phase. With an unwavering curiosity about customer needs and challenges, you will leverage your profound knowledge of Scale products and Generative AI to craft tailored solutions. Your ability to build strong relationships, manage projects effectively, and provide technical insights will be essential to your success in this role.

Role overview The Senior Solutions Engineer for Enterprise Accounts at Cloudflare, Inc. focuses on supporting enterprise clients in San Francisco. This hybrid position combines technical expertise with a strong understanding of client needs, aiming to enhance the customer experience through tailored solutions using Cloudflare's services. What you will do Partner with enterprise customers to gather requirements and recommend suitable technical solutions. Work collaboratively with internal teams at Cloudflare to ensure solutions are delivered in line with client expectations. Help drive ongoing improvements and contribute to innovation in the solutions provided to customers. Location This role is based in San Francisco and follows a hybrid work model, blending in-office and remote work.

The Principal Solutions Engineer, Enterprise at Scale AI works at the intersection of technology and client needs. This role is based in either New York, NY or San Francisco, CA and focuses on helping enterprise clients integrate AI solutions into their operations. Role overview This position requires strong technical skills and the ability to solve complex problems. The Principal Solutions Engineer partners with cross-functional teams to design, develop, and implement solutions that fit each client’s requirements. What you will do Collaborate with enterprise clients to understand their challenges and goals Design and develop solutions that enable effective use of AI technology Work with internal teams to ensure smooth integration of AI into client workflows Requirements Deep technical expertise in relevant fields Strong problem-solving abilities Experience working with enterprise clients and cross-functional teams

Join Cloudflare as a Senior Sales Manager for our Digital Native clients in the East Region. In this pivotal role, you will lead our sales efforts, driving growth and fostering relationships with innovative digital businesses. You will be responsible for building a high-performing sales team, developing strategic sales plans, and executing initiatives to ensure revenue targets are met.We are looking for a dynamic leader who thrives in a fast-paced environment and has a deep understanding of the digital landscape. Your expertise will contribute to our mission of helping to build a better Internet.