Principal Solutions Engineer, Enterprise

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.

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.

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.

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.

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.

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.

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.

Who Are We?Postman stands at the forefront of the API revolution, serving over 45 million developers and 500,000 organizations worldwide, including 98% of the Fortune 500. Our mission is to empower developers and professionals across the globe to create an API-first world by simplifying every facet of the API lifecycle and enhancing collaboration—allowing users to build superior APIs more efficiently.Headquartered in San Francisco, with additional offices located in Boston, New York, Austin, Tokyo, London, and Bangalore, Postman is a privately held company backed by notable investors including Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Discover more about us at postman.com or connect with us on X via @getpostman.P.S: We highly recommend checking out The "API-First World" graphic novel to grasp our vision and the broader context of our work at Postman.The OpportunityAs Postman continues to grow, we seek a talented Solutions Engineer to join our team and contribute to the expansion of our enterprise business. In this role, you will collaborate closely with our sales team to foster an API-first development culture, build strong customer relationships, and assist Postman users in maximizing the effectiveness of our platform for their API needs. The ideal candidate will be passionate about APIs, possess a background in enterprise sales, be proficient in JavaScript, and already be an expert user of Postman!In addition to working with a well-loved product, you will receive robust support from our sales, customer success, product, and engineering teams.

At Klaviyo, we embrace the diverse backgrounds, experiences, and perspectives that each team member brings to our organization. We believe in providing everyone with an equal opportunity for success and value the unique skills and experiences that extend beyond traditional job qualifications. If you feel you align closely with the requirements, we encourage you to apply. Interested in discovering more about life at Klaviyo? Visit klaviyo.com/careers to learn how we empower creators to take control of their destinies.About the OpportunityAt Klaviyo, our Sales team prides itself on being experts in marketing and product solutions. Unlike many companies that limit pre-sales Solutions Engineers to merely delivering demos and answering questionnaires, we seek someone who thrives in a dynamic environment.We are on the lookout for a Lead Solutions Engineer who possesses profound technical expertise, strategic acumen, and the capacity to manage intricate and high-stakes Large-Enterprise deals. This role is pivotal for an individual who feels invigorated by uncertainty, is willing to delve deep into mastering our product, and leverages AI and automation to exceed expectations.As an L3 Lead Solutions Engineer, you will serve as a trusted advisor for both clients and our sales team, steering the technical strategy for six to seven-figure deals, designing innovative solutions, and establishing benchmarks for excellence in Solutions Engineering through your contributions.Our Role as Solutions EngineersWe are technical sales specialists who drive revenue through securing complex Enterprise agreements. Our mission is to lead the technical win—cultivating champions, demonstrating value, and ensuring that prospects choose Klaviyo over competitors. We engage directly with customers to architect solutions that seamlessly integrate into their existing tech ecosystems, adopting a consulting-first approach that fosters confidence and ensures technical alignment.In addition to closing deals, we leverage customer interactions as opportunities to prototype and implement enhancements to the Klaviyo platform. Recent initiatives include AI-powered demo data generators, a public Chrome extension for troubleshooting API calls, web SDK injectors, and templated mobile applications that showcase our SDK capabilities.If you are a creator passionate about securing high-stakes deals and prototyping technical solutions, we would love to hear from you.

About Us:At Notion, we empower individuals and teams to create beautiful tools that enhance their work. In an era saturated with applications and tools, we offer a unified platform that integrates documents, notes, projects, calendars, and emails—all enhanced with AI capabilities to streamline workflows and provide insights. Our solution is embraced by millions, including industry leaders like Toyota, Figma, and OpenAI, who appreciate Notion's flexibility and its ability to save time and resources.Collaboration is at the heart of our culture. We require our team members to work from our San Francisco office on our designated Anchor Days: Mondays, Tuesdays, and Thursdays. Some roles may necessitate additional office days.About the Role:As a Solutions Engineer focusing on our Enterprise sector, you'll play a pivotal role in our transition from a product-led to a sales-led approach. You’ll engage with our largest prospects and clients to facilitate complex evaluations, design scalable architectures, and guide key stakeholders from pilot stages to full-scale implementation.Collaboration with Account Executives and cross-functional teams is essential as you lead in-depth discovery sessions, deliver customized demos and proofs of concept (POCs), and provide expertise on security, governance, and integrations to meet enterprise standards. You will also contribute to enhancing our internal tools, content, and processes while maintaining a close connection with our customers.

About SemgrepSemgrep is a pioneering force in code security, designed for builders aiming to innovate seamlessly. Our platform empowers teams to identify, flag, and rectify real issues before deployment, utilizing a security system that evolves alongside the development process. Semgrep enhances code security in real-time and offers protective measures that enable developers to work swiftly while maintaining security integrity. Trusted by security professionals, Semgrep integrates seamlessly into developers' workflows, providing solutions that do not disrupt productivity while ensuring security teams have the visibility, control, and assurance they need. Our AI-driven technology adapts to your context, significantly reducing false positives and prioritizing actionable vulnerabilities, as validated by 95% of security reviewers across over 6 million findings. With Semgrep, achieving zero false positives is attainable, as our AppSec teams report an 80% reduction in false positives across Code and Supply Chain, leading to a dramatically lighter backlog.Founded in San Francisco and supported by prestigious investors such as Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital, Semgrep is recognized by Gartner in Application Security Testing and is trusted by industry leaders including Snowflake, Dropbox, and Figma. Discover more at semgrep.dev.About the RoleAs a Senior Solutions Engineer at Semgrep, you will play a crucial role within a diverse team dedicated to assisting developers worldwide in creating secure applications. Your daily interactions with customers will directly influence a more effective and resilient development process that identifies software vulnerabilities before they go live. You will serve as the technical authority, collaborating closely with our clients to comprehend their objectives and challenges, integrating our products and services into their environments, and ensuring we deliver optimal value.Experience in a dynamic tech environment is beneficial, but we prioritize your problem-solving skills over your background. If this opportunity excites you, even if you don't meet every requirement, we encourage you to apply!

About DecagonDecagon stands as the premier conversational AI platform, enabling brands to elevate their customer interactions to concierge-level experiences.Our cutting-edge technology empowers influential enterprises such as Avis Budget Group, Block’s Cash App and Square, Chime, Oura Health, and Hunter Douglas to implement AI agents that foster personalized and enriching exchanges across all channels, including voice, chat, email, and SMS.We envision a future where customer experiences evolve beyond traditional support tickets and hold music, leading to quicker resolutions, more engaging conversations, and stronger relationships. Supported by top-tier investors like a16z, Accel, Bain Capital Ventures, Coatue, and Index Ventures, we are committed to this vision.As an in-office organization, we thrive on our shared pursuit of excellence and rapid progress. Our core values—Just Get It Done, Invent What Customers Want, Winner’s Mindset, and The Polymath Principle—guide our team dynamics and growth.About the RoleWe are on the lookout for a Senior Solutions Engineer, a pivotal technical hire who will play a crucial role in shaping the landscape of our AI-driven solutions within the enterprise sector. This position straddles pre-sales engineering, product strategy, and enterprise architecture. You will act as a technical advisor and trusted consultant to our enterprise prospects and customers, facilitating value-driven solutions and the seamless integration of Decagon’s AI-native platform into complex client environments.

About Resolve AIAt Resolve AI, we are revolutionizing the engineering landscape by developing an autonomous AI Production Engineer designed to diagnose and resolve intricate system challenges comprehensively.Founded by industry pioneers Spiros Xanthos and Mayank Agarwal, who were instrumental in the creation of OpenTelemetry and led Splunk Observability, our team has successfully exited to Splunk and VMware.We have secured over $150M in funding from leading investors such as Lightspeed, Greylock, Unusual Ventures, and individual backers including Jeff Dean (Chief Scientist, Google DeepMind), Thomas Dohmke (CEO, GitHub), and Reid Hoffman (Founder, LinkedIn).This is a unique chance to join Resolve AI at a pivotal moment in our growth. If you are eager to contribute to an AI-driven company committed to enhancing engineering efficiency, we would love to hear from you.

About SemgrepSemgrep is a pioneering leader in code security, designed specifically for developers. Our platform enables teams to identify, flag, and rectify vulnerabilities before deployment, ensuring a seamless and secure development process. By leveraging our intelligent security that adapts as you build, Semgrep transforms the way developers work. We provide the necessary guardrails that empower developers to innovate rapidly while maintaining security. With a focus on minimizing false positives, Semgrep helps security teams gain essential visibility and control, ultimately boosting their confidence. Our AI technology is validated by over 95% of security reviewers and has successfully triaged 80% fewer false positives, making it a game-changer in application security.Founded in San Francisco and supported by top-tier investors such as Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital, Semgrep is recognized by Gartner for its excellence in Application Security Testing. We are trusted by industry leaders including Snowflake, Dropbox, and Figma. To discover more about our solutions, visit semgrep.dev.

Join Klaviyo as a Senior Solutions Engineer specializing in Mid Enterprise customers! In this dynamic role, you will leverage your deep technical expertise to craft innovative solutions that empower our clients to maximize their marketing potential. You will collaborate closely with various teams, including sales and product development, to ensure seamless integration and optimal performance of our platform. Your ability to communicate complex technical concepts in an accessible manner will be key to your success in this position.

About CodeRabbitAt CodeRabbit, we are at the forefront of innovation, dedicated to developing cutting-edge systems that enhance human-machine collaboration. Our mission is to redefine the future of software development through the creation of advanced AI-driven code reviewing tools. By merging sophisticated algorithms with human creativity, we aim to elevate the efficiency and quality of software engineering practices.Role OverviewAs an Enterprise Solutions Engineer, you will act as a key technical consultant and advocate for our clients. Collaborating closely with Sales, Product, Engineering, and Customer Success teams, you will guide customers through their pre-sales journey, helping them recognize the transformative value of CodeRabbit's solutions. This role is ideal for individuals who are technically inquisitive and enthusiastic about developing AI-integrated solutions throughout the Software Development Life Cycle (SDLC). Join us in a dynamic, collaborative work environment where your contributions will make a significant impact on our customers' success.Key Responsibilities:Partner with Account Executives to comprehend customer needs and craft tailored technical solutions.Convert business goals into technical specifications and solution architectures.Lead engaging demonstrations and impactful Proof of Value (PoV) sessions to effectively communicate the benefits of the CodeRabbit platform.Assist in addressing security-related inquiries from clients.Continuously provide constructive feedback and work cross-functionally with product and engineering teams to resolve customer challenges and enhance the user experience.Stay informed about industry trends and emerging technologies in AI-powered development tools.Contribute to the enhancement of internal resources, including playbooks, guides, and best practices.Facilitate the transition from pre-sales to post-sales, ensuring a seamless onboarding experience for customers.

Join ElevenLabs as an Enterprise Solutions EngineerAt ElevenLabs, we are pioneering the future of AI technology, redefining interactions between humans and machines. Since our inception in January 2023, we have developed the first human-like AI voice model and now cater to millions of users and thousands of enterprises, including industry giants like Deutsche Telekom and Meta. With backing from renowned investors such as Andreessen Horowitz, ICONIQ Growth, and Sequoia, we've successfully secured $781 million in funding and reached a valuation of $11 billion.Our company has diversified its offerings into three primary platforms:ElevenAgents: Enhance customer interactions with intelligent voice and chat agents, ensuring seamless deployment at scale.ElevenCreative: Equip creators with tools to generate and edit audio, music, images, and videos in over 70 languages.ElevenAPI: Provide developers with access to our advanced AI audio models.Our success is driven by a passionate team of innovators and builders dedicated to making a significant impact in the AI landscape. If you are eager to contribute to transformative technology and make a lasting difference, we invite you to apply.