About the Company
Our client builds the infrastructure powering how the world's best engineering teams use AI. Their open-source AI Gateway is already trusted by Adobe, Netflix, Nvidia, and NASA — letting developers route 100+ LLM APIs through a single interface with cost tracking, guardrails, load balancing, and logging built in.
They're YC-backed, $10M+ ARR, ~10 people, and just getting started.
The Mission
Make LLM infrastructure simple and scalable for every engineering team on the planet — from scrappy startups to the world's largest enterprises.
The Opportunity
You'll be the first dedicated Solutions Architect/Sales Engineer on a rocket ship — owning the full technical sales motion alongside AEs, with direct access to founders and product. The companies you'll be selling to already know the product. Your job is to show them exactly how to make it work for them — and close.
If you've spent years learning how to sell developer tools to engineers — and you're ready to do it somewhere the stakes actually matter — this is that role.
What You'll Do
Own technical demos for enterprise prospects alongside AEs — running them daily at high volume
Be the go-to technical expert on every customer call: architecture questions, integration scoping, platform positioning
Manage ~50 active opportunities at once across a fast, no-nonsense sales cycle
Help customers get live — supporting post-sales onboarding on AI Gateway architecture for production (primarily pre-sales focused)
Feed customer insights directly back to the product and engineering teams — your voice shapes the roadmap
What You Bring
Must-Haves:
3+ years in a technical, customer-facing sales role — Solutions Architect, Sales Engineer, or Technical Consultant
You've demoed developer tools (think: Datadog, Twilio, Snowflake) to enterprise engineering teams and closed deals
You sell to engineers — not just around them
Python-proficient enough to run live demos and field architecture questions solo, no engineering support needed
BS in a technical field from a US university
You don't need structure to perform — you create it
Bonus Points:
Rust experience
CS degree
Hands-on familiarity with AI/ML infra, LLM APIs, or cloud platforms
Key Success Drivers
You move fast — 50 open opps doesn't intimidate you, it energizes you
Engineers trust you — you earn credibility in the first 5 minutes of a call
You figure things out — no playbook? No problem. You write it
You care about the customer — not just the close
You're built for early-stage — ambiguity is your advantage, not your obstacle
Why Join?
💰 Base $150K–$220K | OTE $200K–$275K, uncapped commission + competitive equity
🏥 Top-tier medical, dental, and vision coverage, including FSA
🚀 First SE/SA hire at a $10M+ ARR, YC-backed company — with a product engineers already love
🔥 Sell to the most exciting engineering teams in the world (Adobe, Netflix, Nvidia, NASA — and many more)
🛠 Your feedback directly shapes the product roadmap
📈 Join early. Grow fast. Build something that matters
📍 Remote in the US or on-site in San Francisco, CA | Visa transfers accepted — no new sponsorships
Interviewing Process
Intro Call — Brief culture and background screen
Sales Screen — Deeper dive into your sales experience, demo skills, and enterprise customer engagement
Technical Screen — Assessment of your Python proficiency, architecture knowledge, and ability to handle technical customer questions
On-Site — Full Day in San Francisco — Meet the team, experience the environment firsthand, and demonstrate how you'd operate day-to-day. This is where culture fit, hustle, and autonomy are evaluated directly.
Offer
We are proud to be an equal opportunity workplace and are committed to equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity, or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.
Compensation Range: $200K - $275K
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