We're looking for a Solutions Engineer who wants to win by helping organizations solve their biggest problems with AI:You will work alongside Account Executives and partners to win complex, multi-stakeholder deals across enterprise and upper mid-market customers.
These are not standard demos; you are not walking through slides or features. You will shape how customers think about their problems, design AI solutions from first principles, and prove value in environments that are often ambiguous and operationally complex.
Every deal involves working through partners to build trust, expand reach, and accelerate outcomes. The SEs who win here are not reactive. They create clarity, drive urgency, and use technical depth to turn curiosity into committed deals.
Your assignment:Drive technical strategy in deals- Partner with Account Executives and channel partners to lead the technical side of the sales cycle
- Run deep discovery to understand environments, workflows, and constraints
- Shape the solution and drive the customer toward a clear path forward
Prove value in real environments- Design and execute POCs, pilots, and trials that demonstrate measurable business impact
- Build lightweight integrations, workflows, or prototypes using APIs and AI tools
- Own RFPs, security reviews, and technical validation end to end
Win through partners- Work closely with channel partners as a core part of every deal
- Enable partners technically and position Spot AI as a premium solution
- Use partners to accelerate trust, access, and deal velocity
Build for scale- Create repeatable demos, assets, and technical playbooks
- Partner with Product and Engineering to influence roadmap and improve the product
- Use AI to automate work, accelerate output, and increase the quality of your solutions
Who you are:- You have experience as a Solutions Engineer, Sales Engineer, or similar role in a SaaS or AI company
- You have 5+ years supporting enterprise or upmarket sales with 6+ month cycles and six- to seven-figure deals
- You have a strong technical foundation in networking, APIs, and integrations
- You go beyond demos and build scrappy solutions or integrations that prove value
- You have proven success running technical sales cycles, including discovery, demos, POCs, and evaluations
- You are comfortable operating in ambiguity and figuring things out without a playbook
- You embrace working through partners and influencing technical stakeholders across ecosystems
- You communicate clearly with both technical and non-technical audiences
- You enjoy working face to face with customers, and are willing and able to travel up to 50% of the time
- You're an especially strong candidate if you have experience with video systems, edge environments, or physical-world operations, or if you actively use AI tools to augment your work.
This role could click if you:- Like solving messy, real-world problems with no obvious answer
- Enjoy being in the field, working directly with customers and partners
- Take pride in building solutions that actually get used
- Move fast and don't wait for perfect information
This role likely won't if you:- Need a defined playbook or you wait for direction instead of creating it
- Avoid ambiguity or ownership of open-ended problems
- Want to stay purely theoretical instead of building and proving solutions
Compensation and Benefits:- Annual On-Target Earnings up to $230,000, based on demonstrated skills and experience.
- 70/30 base/commission split. Commissions paid monthly on quarterly targets. Commissions are uncapped.
- Meaningful early stage equity
- Medical, dental and vision plan options with little-to-no cost for employees and dependents
- Company paid short- and long-term disability plans
- Company paid life insurance
- 401K with 4% Employer Match
If you want to win complex deals, work through partners, and help define how AI operates in the physical world, we should talk.Department Sales Locations Remote, San Francisco, CA, Sandy, UT Remote status Fully Remote
