Senior Solutions Engineer (remote Or Hybrid In Palo Alto)

Senior Solutions Engineer (Remote or Palo Alto-HQ)

As a Senior Solutions Engineer, you'll be the trusted advisor who champions Fiddler's value, showing customers not just what we do, but why it matters. You will be an essential technical bridge between our innovative AI platform and the needs of our enterprise customers. You will directly contribute to accelerating our revenue growth by building and proving the technical and business value of Fiddler AI in high-stakes sales engagements.

We are a fast-paced, high-impact, customer-facing team of empathetic doers, thinkers, and builders who sit at the nexus of Fiddler's product, engineering, sales, and customer success organizations. Our core purpose is to validate the technical feasibility and demonstrate the undeniable business value of Fiddler to our most strategic prospects and partners. Our team is key to Fiddler's reputation as a pioneer in the AI Observability space—an effort that has earned us accolades like the a16z Data50 list and the WEF Technology Pioneer status.

Joining Fiddler means getting to be an industry trailblazer in a rapidly innovating AI/ML industry. We value high trust, autonomy, and continuous learning. We're a highly collaborative, supportive group, always ready to jump in to help a teammate scope a complex Proof of Concept (PoC) or strategize on a challenging sales cycle. Our team culture is built on a shared sense of mission and "startup grit." We treat every challenge as a learning opportunity and thrive on adaptability. Our team is spread throughout the U.S. and India, and we practically have PhDs in Zoom and are fluent in Slack. Good news: your pandemic mic and lighting setup won't go to waste here.

What You'll Do

1. Increase Revenue Velocity: Close a percentage of qualified high-priority sales opportunities by owning the technical win, from initial presentation to final validation, ensuring the prospect's technical requirements and business value needs are fully met by the Fiddler platform.
2. Ensure Technical Success in PoCs: Successfully facilitate, scope, and deliver Proof of Concepts, resulting in a clear, documented path for customer production deployment and a final presentation that quantifies Fiddler's value (e.g., $ savings, % reduction in bias, etc.) for executive stakeholders.
3. Drive Advocacy: Cultivate strong, trusted relationships with technical stakeholders, converting them into internal Fiddler advocates and power users who actively champion our platform's adoption within their organizations.
4. Influence Product & Market: Deliver product feedback and market intelligence (e.g., competitive gaps, feature requests) to the Product team on a weekly basis, resulting in actionable product updates, while also contributing to our public-facing market publications, documentation, and FAQs.
5. Effectively develop and deliver tailored presentations and sales materials that clearly communicate Fiddler's value proposition, adapting content and style to diverse customer audiences in the absence of a defined playbook.

What We're Looking For

We are looking for someone who brings a blend of technical depth, exceptional evangelism, organization, and relentless drive.

Technical & Domain Skills

• DomainProficiency: Proficient understanding of the Machine Learning and Generative AI space, including AI Operations methodologies and tooling.
• Technical Acumen: Innate love of technology and an ability to easily understand and articulate complex technical concepts, coupled with proven coding experience.
• Enterprise Experience: A history of demonstrable success in technical sales or solutions at the enterprise level, specifically in a pre-sales environment for a minimum of 3 years.

Behavior & Communication Skills

• Executive Persuasion: Superior presentation skills with the highest degree of comfort and confidence speaking with and influencing technical and non-technical executives and IT management.
• Coachable & Adaptable: Thrives in ambiguity and is comfortable without a full picture or pre-set determiners, demonstrating a high degree of flexibility and a proactive approach to filling in the blanks.
• Self-Motivated & Initiator: Possesses the autonomy and self-motivation to take ownership of complex sales cycles, proactively seeking out solutions and pushing boundaries ("Hungry") to go above and beyond for the customer and the sales team.
• Empathetic Listener: Strong communication skills paired with an empathetic and non-judgmental approach to listening, ensuring customer needs are deeply understood before solutions are proposed.
• Agility and Audience Awareness: Demonstrates the ability to quickly pivot messaging and materials based on audience needs, creating compelling decks and presentations that resonate with stakeholders at all levels, even in a fast-moving environment.
• Communication & Organization: Clearly convey complex information in a structured, compelling way—both in writing and verbally—while managing multiple priorities, tailoring messages to the audience, and ensuring materials and follow-ups are delivered with accuracy and timeliness.

Compensation:

Base salary range for this role varies based on location, experience, and qualifications:

• San Francisco, New York City & Seattle: $190,000-$225,000 OTE
• This role is hybrid for Bay Area candidates, requiring 2–3 days per week onsite in our Palo Alto office.
• Other U.S. Locations: $165,000-$200,000 OTE

The posted range represents the expected salary range for this job requisition and does not include any other potential components of the compensation package and perks previously outlined. Ultimately, in determining pay, we'll consider your experience, leveling, location, and other job-related factors.

Fiddler is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require special accommodations in order to complete the interviews or perform job duties, please inform the recruiter at the beginning of the process.

Beware of job scam fraud! We prioritize candidate safety. Our recruiters use @fiddler.ai email addresses exclusively. In the US, we do not conduct interviews via text or instant message, or to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to be from a different domain about a job offer, please report it as potential job fraud to hr@fiddler.ai.