About the RoleYou'll build and lead Exa's Solutions Architecture team, starting in San Francisco. Solutions Architects own the technical side of presales: discovery, demos, workshops, POCs and competitive evaluations that win new business. You'll hire the first SAs, set how the team works, and grow it as the business grows. You're measured on the new revenue your team helps close.
This is a player-coach role. You hold the same technical bar as the people you hire: you can build a demo, run a competitive eval and review a POC architecture yourself, and you step into the most important deals when it matters.
In this role, you will:- Build the SA team in San Francisco: hire the first Solutions Architects and keep the bar high as the team grows
- Own the technical win in partnership with Sales leadership, and coach the team on discovery, demos, POCs and competitive evaluations
- Drive the SA team's key metrics: revenue closed with the team, pipeline generated, technical win rate, POC conversion and time to technical win. Set the targets, track them weekly and coach the team to hit them
- Get hands-on in key deals: join strategic evaluations, review architectures and help the team win competitive bake-offs
- Drive pipeline generation with Marketing: webinars, technical content, demo apps, events and meetups that create new pipeline
- Build the SA playbook: discovery guides, demo environments, reference architectures, evaluation playbooks and the SA to FDE handoff
- Feed the field back to Product, ranking product gaps by the pipeline and revenue that depend on them
Requirements- Several years of hands-on programming experience, at the same level as the SAs you'll hire: you can build demos, implement POCs and run rigorous competitive evals yourself
- 5+ years in presales or technical sales, including experience leading SA, solutions engineering or sales engineering teams, ideally at an AI-native or developer-first company
- A track record of hiring strong technical people
- Clear communication with CTOs, engineers and executives, and a strong working partnership with Sales leadership
- Comfort with ambiguity and building process from scratch in a fast-growing company
- Willingness to travel as needed for customer meetings, events and team time
You might excel if you...- Have built an SA or SE team from the ground up at an API, developer-tools, AI or modern database company
- Have built with LLMs, RAG or agents and can talk credibly about retrieval and search quality
- Have owned or co-owned a revenue number as a technical leader
- Care deeply about the problem of organizing the world's knowledge and making it accessible to machines
This is an in-person opportunity in San Francisco. We're happy to sponsor international candidates (e.g., STEM OPT, OPT, H1B, O1, E3). In addition to premium healthcare benefits (medical, dental, vision), we also offer fertility benefits and a monthly wellness stipend to all of our employees.
