About this opportunity
STA lists this Solutions Engineer - Ai Infrastructure (Series B) opportunity in city of york, Pennsylvania. Review the employer’s description below for duties, qualifications and application requirements.
Job description
Founding Solution Engineer: Enterprise Data & AI Platform (Remote / Field)
Be the first. Build the playbook. Lead the team that runs it.
We’re a venture-backed data and AI infrastructure company building a control plane for the enterprise: one layer that wraps an organization’s entire data estate (legacy, on-prem, and cloud) in a single identity model, governance envelope, and operational layer, with no migration required. Our customers run some of the most complex, heavily regulated data environments in the world, across financial services, telecommunications, and healthcare.
Today, our chief architect runs every technical evaluation and our founder sells alongside. We’re looking for the person who turns that into a repeatable motion.
THE ROLE
You’ll be our first dedicated Solution Engineer. You’ll own the technical win on net-new $1M+ enterprise deals. While you sell, you’ll build the demo assets, reference architectures, and POC playbook the next SEs will run.
There’s no canned demo here. Our platform is wide and composable, with 85+ open-source components, in a category most buyers don’t have a budget line for yet. Every evaluation is different. You’ll get inside a regulated enterprise’s architecture, run real discovery with their platform engineers, build the proof, and carry it through security, compliance, and architecture review.
WHAT YOU’LL OWN
The Technical Win
Own “can it work” and the technical yes. Your AE partner owns “why buy” and the commercial close
Run deep technical discovery against real, messy, legacy estates
Personally build POCs and demo environments on the customer’s actual data. Working proof, not slideware
Carry the technical narrative through 6–12+ month regulated sales cycles
The Deal Craft
Engage CDOs, CTOs, and platform teams as a credible peer, and know when to bring in deeper expertise
Translate a broad platform into a tight, deliverable solution, and guard against scope creep
Position against Databricks, Snowflake, Cloudera, and “we’ll just build it ourselves” on technical substance, not feature checklists
The Hand-Off
Set POC success criteria that delivery can honor
Hand off cleanly at close: reference architecture, what was proven, the integration map, and open risks
Build the Motion
Define the SE playbook from scratch: demo library, POC scaffolding, industry reference architectures, qualification criteria, competitive teardowns
Be the sharpest signal from the field back into product and engineering
✅ WHAT YOU BRING
6–10+ years in solution engineering, sales engineering, or field architecture, with a track record of personally winning $1M+ net-new enterprise deals
Hands-on data and AI infrastructure depth. You write POCs, stand up environments, and debug integrations. Experience with Databricks, Snowflake, Confluent, Starburst, Cloudera, Collibra, Immuta, HashiCorp, Kubernetes, Spark, or similar
Breadth across identity, governance, query/compute, storage, lineage, and orchestration
Experience selling into regulated industries (FS, telco, healthcare, or public sector) and getting through security and compliance review
Credibility with engineers. You don’t bluff, and you know what you don’t know
Founder mode: you build what’s missing instead of waiting for it
Clear writing that moves a technical buyer and still reads clean to a CFO
⭐ BONUS POINTS
Early or founding SE at a Series A–C infrastructure or data startup
Experience selling a category without an established budget line (governance, observability, control plane)
Prior software or platform engineering background
Experience selling open-source or composable products
Relationships in financial services, telco, or healthcare data/IT
🚫 THIS ISN’T FOR YOU IF...
You want a post-sales delivery role. You prove it and hand it off
You need engineering to stand up every demo
You’re a deep specialist in one tool and don’t want to span the stack
You do your best work only when the system already exists
🚀 THE GROWTH PATH
This is a founding bet, not a slot to fill. The trajectory is First SE → Principal SE → Head of Solution Engineering. You’ll hire and coach the team that runs the playbook you built.
Remote / field-based near a major financial services, telco, or healthcare hub (heavy travel)
Full-time | Senior IC with a clear leadership path
Reports to the Founder/CEO (interim), then the CRO/VP Sales once hired
If you want to own something rather than manage something, let’s talk.
Interested candidates, please note: our team checks for new applicants every day. While we would love to be able to engage with each of you personally, given the high volume of applicants we receive, we can only contact candidates that are best suited for this role.
Worksite address
city of york, PA, 17401, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.