You will lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realization. You will own account health, adoption velocity, and ongoing technical deployment and success across your portfolio.

You will conduct technical enablement and configuration sessions across our broad product portfolio. You will identify and validate use cases by embedding with customer teams to understand workflows and pain points.

You will lead account level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning. You will build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities.

You will translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs. You will partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross functional navigator who keeps teams aligned, informed, and moving toward customer outcomes.

You will guide value realization and measure impact through baselines, KPI definition, and post deployment reporting. You will facilitate workshops on use case design, adoption best practices, champion building, and internal enablement.

You will help drive expansions by identifying high leverage opportunities where OpenAI's platform can power new workflows or lines of business. You will serve as the technical advisor for existing customer implementations by guiding and optimizing account setup, configuration, etc.

As an AI Success Engineer, you will thrive in this role if you have 8+ years of experience in technical customer facing roles such as technical account management, technical GenAI consulting, solutions architecture, technical delivery leadership, or deep technical enterprise SaaS adoption work.

You will have deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and be able to explain model behavior, limitations, technical tradeoffs, embeddings, retrieval augmentation, and approaches to fine-tuning or custom model usage.

You will be able to translate technical concepts into clear business language and help customers understand the strategic impact of AI technologies. You will be comfortable embedding with customers to map workflows, identify requirements, and diagnose adoption challenges.

You will have excellent project and program management instincts and be able to lead multi workstream initiatives with clarity and structure. You will enjoy being a thought partner for C level stakeholders while also diving deep with technical teams.

You will operate with high ownership and be able to manage fast decision making, context switching, and dynamic customer needs. You will have a strong record of driving technical deployments with hands-on on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders.

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This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high impact use cases that showcase the full value of our platform.

Key responsibilities include:

• Owning post-sale technical success, adoption, and value realization across a large portfolio of customers
• Acting as a trusted advisor on deployment health, adoption strategy, and value realization for ChatGPT, API, Codex, and related capabilities
• Using logs, telemetry, usage patterns, and customer feedback to diagnose issues, form hypotheses, and guide practical recommendations on latency, reliability, model choice, prompting, cost efficiency, and rollout readiness
• Leading targeted interventions for moments that matter - launches, risk signals, escalations, renewal preparation, and high-potential expansion opportunities
• Translating customer goals into prioritized adoption plans, success milestones, and measurable KPIs that can be executed through a mix of direct engagement, scaled programs, and cross-functional support

To succeed in this role, you will need:

• 6+ years of experience in technical customer-facing roles such as technical account management, technical success, technical consulting, solutions architecture, technical delivery leadership, or enterprise SaaS / AI adoption
• Strong working knowledge of OpenAI product capabilities, APIs, connectors, and common deployment patterns, and able to explain model behavior, limitations, and tradeoffs in practical business terms
• Technically fluent enough to engage credibly with customer technical teams and interpret logs, telemetry, usage data, and system behavior, without needing to be the primary implementation owner
• Ability to reason through production tradeoffs such as latency, cost, quality, prompting, routing, rate limits, retrieval, caching, and reliability, and turn those into practical recommendations
• Strong portfolio prioritization instincts and judgment about where direct engagement will create the most customer and business impact
• Excellent project and program management instincts, with the ability to drive multiple workstreams with clarity and structure
• Strong communicator who can move fluidly between executive conversations about business impact and technical conversations about optimization, risks, and constraints
• Operate with high ownership and can manage ambiguity, fast decision making, and dynamic customer needs
• Have a strong record of driving measurable adoption, deployment health, and customer value for large enterprise customers with complex stakeholder environments
• Have experience building repeatable playbooks, processes, or operating mechanisms that scale impact across many customers, not just through individual heroics
• Know when to solve independently and when to pull in Solutions Architecture, Engineering, Product, or other specialist teams

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OpenAI's AI Success Engineer team partners with the world's most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The Success Engineer role is the primary post-sales point of contact for a set of OpenAI's most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI's platform.

This role blends technical leadership, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration and enablement, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation.
• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio.
• Conduct technical enablement and configuration sessions across our broad product portfolio.
• Identify and validate use cases by embedding with customer teams to understand workflows and pain points.
• Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning.
• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities.
• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs.
• Partner with Solutions Architecture, Product, Engineering, and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes.
• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting.
• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement.
• Help drive expansions by identifying high-leverage opportunities where OpenAI's platform can power new workflows or lines of business.
• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You'll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting, solutions architecture, technical delivery leadership, or deep technical enterprise SaaS adoption work.
• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behaviour, limitations, technical trade-offs, embeddings, retrieval augmentation, and approaches to fine-tuning or custom model usage.
• Can translate technical concepts into clear business language and help customers understand the strategic impact of AI technologies.
• Are comfortable embedding with customers to map workflows, identify requirements, and diagnose adoption challenges.
• Have excellent project and program management instincts and can lead multi-workstream initiatives with clarity and structure.
• Enjoy being a thought partner for C-level stakeholders while also diving deep with technical teams.
• Operate with high ownership and can manage fast decision-making, context switching, and dynamic customer needs.
• Have a strong record of driving technical deployments with hands-on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders.

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This role combines deep Airtable technical expertise, advanced AI fluency, partner enablement, and customer-facing solution architecture to accelerate value through our partner network.

You'll play a crucial role in shaping how we scale our global partner-led delivery model, creating repeatable design and building frameworks for partner success.

Solution Architecture & Design

Collaborate with Engagement Managers, Partner Success Managers and partner teams to validate scope and design for complex solutions

Advise customers and partners on data governance models, API architecture, security frameworks, and enterprise deployment best practices

Develop solution architecture designs, technical specifications, and implementation roadmaps that support Airtable’s partner ecosystem

Create compelling technical narratives and demonstrations that showcase the power of Airtable + Partner solutions

Customer & Partner Collaboration

Act as the technical advisor on strategic partner-led engagements with Enterprise clients

Support partners as needed in conducting deep discovery sessions to understand clients' technical environments, business requirements, and integration needs

Partner with Professional Services to ensure consistency in best practices across all delivery teams

Provide ongoing technical guidance and troubleshooting support for Partners throughout the implementation lifecycle

Gather and synthesise partner and customer feedback to inform product roadmap, partnership strategy and partner enablement

Manage and mitigate technical escalations that arise within partner-delivered engagements

AI & Innovation Leadership

Champion the integration of AI capabilities within partner solutions, including agentic driven workflows

Ensure partners leverage Airtable's AI features to build innovative use cases that demonstrate cutting-edge capabilities

Advise partners on AI/ML best practices, responsible AI implementation, and emerging technologies that enhance the Airtable platform

Stay current with developments in generative AI, machine learning, and automation technologies relevant to the low-code/no-code space

Create thought leadership content showcasing Partner built AI-powered solutions built on Airtable

Partner Enablement & Technical Leadership

Serve as the technical subject matter expert on Airtable's platform for services and systems integration partners

Design and deliver technical training programs, workshops, and certifications that enable partners to architect and implement Enterprise-grade Airtable solution

Create technical enablement content including reference architectures, implementation guides, and build best practice documentation

Create standardized QA models and lead technical audits and reviews of partner-delivered solutions to ensure quality, performance, and adherence to Airtable standards

Support Partner Success Managers in qualifying additional delivery partnerships that expand Airtable's capabilities and reach

Program Development & Scale

Establish technical standards, templates, and frameworks that partners can leverage across multiple client engagements

Identify and surface trends, common patterns, and opportunities for productization based on partner and customer feedback

Collaborate with Product, Engineering, and GTM teams to influence platform capabilities that support partner success

Contribute to the growth and maturation of our Partner Solutions Architecture practice as we scale

Who you are

5+ years of solution engineering, solutions architecture, or technical consulting experience supporting Enterprise SaaS platforms

3+ years of proven experience designing and implementing complex Airtable deployments that span use cases

1+ years of experience working with partner ecosystems or systems integrators

Must be Airtable Builder, Admin and AI certified

AI fluency: Demonstrated understanding of AI/ML concepts, experience with generative AI tools (LLMs, AI assistants), and ability to articulate how AI can enhance business workflows and data solutions

Strong understanding of business workflows and proficiency with process mapping and documentation tools (LucidChart, Visio, Miro, etc.)

Experience creating technical documentation, enablement materials, and training content for diverse audiences

Experience balancing partner needs, customer requirements, and business priorities

Comfortable influencing stakeholders (both internal and external) and managing competing demands

Experience as a collaborative team player who thrives working across cross-functional teams (Sales, Product, Engineering, Marketing, Partner Management)

Comfortable with ambiguity, enjoys building processes and programs from the ground up

Passionate about solving customer problems and delivering exceptional experiences

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The nature of our business means you'll spend significant time helping customers who've already adopted Temporal unlock more value by expanding into additional use cases, teams, and workloads. This is a high-velocity, technically deep role.

You'll partner with developers, architects, and engineering leaders at fast-moving companies to help them understand how Temporal fits into their existing architecture and prove out value through hands-on technical work.

You'll be working in a consumption model where usage grows over time, which means building strong technical relationships and staying engaged with accounts as they scale.

As an early member of a growing team, you should be comfortable with ambiguity, frequent context switching, and creating leverage through reusable assets that help the broader team move faster.

Must reside in San Francisco, CA

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As a Solutions Architect on the Startups Applied AI team at Anthropic, you will win the trust of founders and engineers by being an exceptional technical partner, helping startups successfully build on the Claude Developer Platform as they grow from early product to scale.

You'll combine deep technical expertise with a builder-first mindset to help startups architect innovative LLM solutions, win technical evaluations, and get the most out of Claude.

Working closely with Account Executives and the broader Sales, Product, and Engineering teams, you'll guide startups from initial technical discovery through successful deployment and beyond.

You'll leverage your expertise to help founders understand Claude's capabilities, develop evals, and design architectures that maximize the value of our AI systems.

Responsibilities:

• Partner with Account Executives to deeply understand startup requirements, translate them into technical solutions, and serve as a trusted technical advisor throughout the Claude adoption journey from initial evaluation through deployment and expansion

• Win technical evaluations that demonstrate why Claude is the best foundation for what startups are building, helping them develop evaluation frameworks to measure Claude's performance for their specific use cases

• Build technical credibility with founders, founding engineers, and startup engineering teams by speaking their language, understanding their build patterns, and guiding technical architecture decisions

• Gather insights on how startups are building with Claude, identify emerging use cases and deployment patterns, and deliver feedback to Product and Engineering teams

• Travel to customer sites, startup-focused events, and industry conferences for workshops, technical deep dives, and relationship building

Requirements:

• 3+ years of experience in technical customer-facing roles such as Solutions Architect, Sales Engineer, Forward Deployed Engineer, or technical founder who has done founder-led sales

• Experience working with startups or high-growth technology companies; you understand the velocity and constraints of early-stage companies

• Strong builder credibility through experience as a software engineer or technical founder; you speak the language of builders and have the presence to earn the trust of technical founders and startup engineering teams

• Deep technical proficiency with building and scaling AI products, a pulse on AI engineering best practices, and the ability to demonstrate why Claude is the best foundation

• Hands-on experience building and deploying LLM-powered applications in production, with expertise in context engineering, evaluation frameworks, and modern AI architectures

• Strong technical communication skills with the ability to translate complex AI concepts into actionable insights for founders and engineering teams

• Track record of selling technical products in competitive markets

• Comfortable with Python and familiarity with common LLM frameworks, tools, and integration patterns

• Passion for making powerful technology safe and societally beneficial

Benefits:

• Annual Salary: $240,000-$315,000 USD

• Competitive compensation and benefits

• Optional equity donation matching

• Generous vacation and parental leave

• Flexible working hours

• Lovely office space in which to collaborate with colleagues

Location:

• Minimum education: Bachelor’s degree or an equivalent combination of education, training, and/or experience

• Required field of study: A field relevant to the role as demonstrated through coursework, training, or professional experience

• Minimum years of experience: Years of experience required will correlate with the internal job level requirements for the position

• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

• Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

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As a strategic partner to our customers, you will bring a proven ability to lead sophisticated sales processes, uncover opportunities within massive organizations, and drive adoption of Temporal's solutions.

Your entrepreneurial mindset will help you thrive in a high-growth, startup environment, while your expertise in scaling revenue within complex organizations will make you an invaluable asset to our team.

Responsibilities

• Own and manage the entire sales cycle, from prospecting to close, with a focus on acquiring new enterprise customers
• Develop and execute strategic sales plans to break into large, matrixed enterprise accounts
• Engage with software engineers, architects, and technical stakeholders to understand their needs and position Temporal effectively across a wide range of use cases
• Navigate complex technical discussions and align Temporal's capabilities with customer priorities
• Build and nurture quality relationships with prospects, acting as a trusted advisor throughout the sales process
• Partner with customer success, solutions architecture, and product teams to ensure a seamless customer experience
• Leverage your expertise in enterprise sales to identify and capture high-value opportunities within large, complex organizations, driving net-new customer acquisition
• Innovate and adapt sales strategies to meet the dynamic needs of enterprise businesses in a rapidly evolving market

Requirements

• Demonstrated expertise in enterprise software sales, typically gained through 7+ years of experience in similar roles
• Proven track record of selling to software engineers, technical decision-makers, and engineering leaders
• Navigate complex technical discussions and collaboratively align Temporal's capabilities with customer priorities
• Demonstrated success navigating and closing deals within large, matrixed enterprise organizations
• Experience driving high-growth sales motions within enterprise accounts, identifying opportunities, and scaling revenue
• Comfortable operating in a fast-paced, high-growth environment with a hands-on approach and entrepreneurial mindset
• Exceptional relationship management skills, with the ability to influence and build trust across multiple levels of an organization
• Demonstrated success in consistently achieving or surpassing sales goals
• Experience working with cutting-edge developer tools or infrastructure products
• Familiarity with consumption-based sales models and driving adoption of technical products
• Outstanding communication and negotiation skills, with the ability to present to technical and executive audiences
• A passion for technology and a deep curiosity for solving complex customer challenges

Compensation

• The estimated pay range for this role is an OTE of $300,000 - $350,000 OTE (50/50 split)

Benefits

• Unlimited PTO, 12 Holidays + 2 Floating Holidays
• 100% Premiums Coverage for Medical, Dental, and Vision
• AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available)
• Empower 401K Plan
• Additional Perks for Learning & Development, Lifestyle Spending, In-Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more!

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In this role, you will lead first-line Managers and teams of pre-sales Solutions Architects focusing on complex accounts, helping to drive our expansion in the Benelux across various industries.

Your experience in partnering with sales organisations will help to grow consumption, whilst coaching new sales and pre-sales team members to work together and raise the bar to best in class.

You will guide your team and be involved with opportunities to enhance your team's effectiveness.

Key responsibilities include:

• Hire and manage first-line Managers and a growing team of technical pre-sales Solutions Architects
• Build a collaborative culture within a rapid-growth team
• Support increased return on investment of Solutions Architect involvement in sales cycles
• Create trust-based relationships with customers for the long term and understand category-specific landscapes and trends
• Promote a solution and value-based selling field-engineering organisation

To be successful in this role, you will need:

• 5+ years of second-line leadership experience, manager of managers with teams of 20+ individuals
• Relevant high-growth enterprise software pre-sales success with senior-level tenure at a reputable software company, with experience of the EMEA region
• Ability to elevate the engagement with a track record of driving large transactions and high growth customers
• Proven leadership ability to influence, develop, and empower your team to achieve objectives with a team approach
• Proven track record of transformational success and delivery of customer value
• Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships
• Experience in complex strategic accounts generating +$5M ARR
• Knowledgeable in and passionate about data-driven decisions, AI, and Cloud software models
• Great at instituting processes for technical field members to improve efficiency

Required skills include:

• Leadership
• Sales
• Pre-sales
• Solutions architecture
• Customer relationship management
• Data-driven decision making
• AI
• Cloud software

Preferred skills include:

• Programming languages (e.g. Python, Java)
• Data analysis tools (e.g. SQL, Tableau)
• Cloud platforms (e.g. AWS, Azure)

If you are a motivated and experienced professional looking to take on a challenging role, please submit your application.

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Your responsibilities will include ensuring documentation packages are complete, timely produced, and meet Anduril standards, and are maintained. You will develop and maintain trusted relationships with business lines, Armory Business Development and sales operations staff. You will also support planning and executing demonstrations of Anduril capabilities, coordinating with mission operations, test sites, Armory BD, and customer to effectively plan and execute realistic demonstrations of our capabilities.

To be successful in this role, you will need 7+ years of experience in product management, product engineering, applications engineering, mission operations, and similar roles. You will have a proven record of program execution or product campaigns for complex, technical systems within national security programs. You will also have experience bridging field experience to product development and being a liaison for cross-functional teams across engineering, product, and customers.

You will be skilled at managing internal customer relationships throughout varying complex organizations, departments, and disciplines. You will have the ability to lead without direct authority across teams and have strong stakeholder management communication. You will also support pre-sales activities, including technical demos, solutions architecture, and customer strategies.

A current U.S. Top Secret SCI security clearance is required for this role.

Please note that highly competitive equity grants are included in the majority of full-time offers, and top-tier benefits for full-time employees, including healthcare benefits, income protection, generous time off, family planning and parenting support, mental health resources, professional development, commuter benefits, relocation assistance, and retirement savings plans.

We are committed to maintaining the integrity of our Talent acquisition process and the security of our candidates. We've observed a rise in sophisticated phishing and fraudulent schemes where individuals impersonate Anduril representatives, luring job seekers with false interviews or job offers. These scammers often attempt to extract payment or sensitive personal information.

To ensure your safety and help you navigate your job search with confidence, please keep the following critical points in mind:

• No financial requests: Anduril will never solicit payment or demand personal financial details (such as banking information, credit card numbers, or social security numbers) at any stage of our hiring process. Our legitimate recruitment is entirely free for candidates.
• Please always verify communications:

+ Direct from Anduril: If you receive an email from one of our recruiters, it will only come from an @anduril.com address. + Via agency partner: If contacted by a recruiting agency for an Anduril role, their email will clearly identify their agency. If you suspect any suspicious activity, please verify the agency's authenticity by reaching out to contact@anduril.com.

• Exercise caution with unsolicited outreach: If you receive any communication that appears suspicious, contains grammatical errors, or makes unusual requests, do not engage. Always confirm the sender's email domain is @anduril.com before providing any personal information or clicking on links.
• What to do if you suspect fraud: Should you encounter any questionable or fraudulent outreach claiming to be from Anduril, please report it immediately to contact@anduril.com. Your proactive caution is invaluable in protecting your personal information and upholding the security and trustworthiness of our recruitment efforts.

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Your experience in partnering with sales organisations will help to grow consumption, whilst coaching new sales and pre-sales team members to work together and raise the bar to best in class. You will guide your team and be involved with opportunities to enhance your team's effectiveness.

Key responsibilities include:

• Hire and manage first-line Managers and a growing team of technical pre-sales Solutions Architects
• Build a collaborative culture within a rapid-growth team to embody and promote Databricks' customer-obsessed, teamwork, and diverse culture
• Support our growing consumption business focusing on customer value and supporting your SA team in this motion
• Support increased return on investment of Solutions Architect involvement in sales cycles
• Create trust-based relationships with customers for the long term and understand category-specific landscapes and trends, reporting on the forces that shift the strategic direction of accounts
• Promote a solution and value-based selling field-engineering organisation
• Display an understanding of business needs and revenue potential for accounts in the assigned region
• Build Databricks' brand in the Middle East & Africa in partnership with the Marketing and Sales team

Requirements include:

• 5+ years of second-line leadership experience, manager of managers with teams of 20+ individuals
• Relevant high-growth enterprise software pre-sales success with senior-level tenure at a reputable software company, with experience of the EMEA region
• Ability to elevate the engagement with a track record of driving large transactions and high growth customers
• Proven leadership ability to influence, develop, and empower your team to achieve objectives with a team approach
• Proven track record of transformational success and delivery of customer value
• Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing)
• Experience in complex strategic accounts generating +$1M ARR
• Knowledgeable in and passionate about data-driven decisions, AI, and Cloud software models
• Great at instituting processes for technical field members to improve efficiency
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience

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Key responsibilities include:

• Ensuring documentation packages are complete, timely produced, meet Anduril standards, and are maintained.
• Developing and maintaining trusted relationships with business lines, Armory Business Development and sales operations staff.
• Supporting planning and executing demonstration of Anduril capabilities.

Requirements include:

• 7+ years of experience in product management, product engineering, applications engineering, mission operations, and similar roles.
• Proven record of program execution or product campaigns for complex, technical systems within national security programs.
• Experience bridging field experience to product development and being a liaison for cross-functional teams across engineering, product, and customers.
• Strong acumen for production and management of effective product documentation packages (product specifications, interface control diagrams, manuals, qualification data).
• Skilled at managing internal customer relationships throughout varying complex organizations, departments, and disciplines.
• Ability to lead without direct authority across teams and have strong stakeholder management communication.
• Support pre-sales activities, including technical demos, solutions architecture, and customer strategies.
• Currently possesses and is able to maintain an active U.S. Top Secret SCI security clearance.

Preferred qualifications include experience driving adoption of early-stage or emerging products.

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You will develop and maintain close working relationships with key stakeholders to identify and shape new business opportunities, proactively communicate and resolve program issues, and provide strategic direction to program teams across operations, engineering, and manufacturing.

You will serve as a leader for existing programs within the Imaging Business Line; design, implement, and execute strategic capture campaigns within key acquisition organizations and PEO/PM groups, ensuring effective engagement with senior service and DoD leadership.

As a leader, you will foster a culture of trust, open communications, customer focus, innovation, and continuous improvement. You will lead initiatives that move the organization forward, contributing to business and financial performance in a material and meaningful manner.

Deliver on financial performance commitments and build strategic market growth initiatives.

Minimum of 5 years of relevant program management, solutions architecture, acquisitions or business development/sales capture experience in the government and/or private sector.

Relevant experience in air defense, counter unmanned systems (cUxS), infrared, laser, and related technologies.

Ability to work in a fast-paced, highly entrepreneurial, and creative environment.

Must be willing to travel up to 50%.

Currently possesses and is able to maintain an active U.S. Top Secret SCI security clearance.

Proven leader who has demonstrated experience in shaping and capturing complex Command and Control hardware and software programs, with preference given to candidates with recent experience in DoD acquisition.

A technically minded leader who can build, adapt, and implement new and innovative approaches to market.

Demonstrated knowledge in defense acquisitions, with a history of zero-to-one defense program growth in a key account.

Demonstrated high-energy leader who will drive performance and exhibit strong management skills with a high level of emotional intelligence.

Intimate understanding of government contracting, fielding, requirements generation, and budgeting for the purposes of transitioning prototype capabilities to production.

Excellent writing, communication skills with experience briefing senior executives and customers.

Experience with complex systems and/or technical projects involving hardware and software.

STEM degree.

Prior military or contracting experience.

US Salary Range $166,000-$220,000 USD

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This is a role that sits at the intersection of product thinking, service design, and cross-functional influence. You will design, manage, and enable the services that move customers forward at every stage of that journey.

Your responsibilities will include:

• Owning the end-to-end service portfolio for your assigned product area , offer design, pricing, BOM standards, lifecycle management, field enablement, and sunset decisions
• Mapping and continuously refining the complete customer journey for your product area, defining how customers are guided across scaled digital motions, Customer Success Tiers, Professional Services, and Education and Training
• Defining measurable customer outcomes and value anchors for each offering, ensuring every service can clearly articulate what success looks like and how it is verified
• Acting as product manager for your product area tooling requirements into the CX Engineering Platform team , writing requirements, reviewing prototypes, managing a backlog, and conducting UAT
• Partnering with PS Engineers, Customer Success, Project Managers, and Solution Architects to gather field input and translate it into refined or net-new service offerings
• Building and maintaining relationships with stakeholders across the full organizational range , from PSEs and CSMs who deliver your services in the field, through to VP-level PS and CS leadership and C-suite executives
• Collaborating with your peers across the CX Services Portfolio team to design consistent customer experiences and ensure services are properly sequenced across the customer lifecycle
• Creating and maintaining field enablement materials , playbooks, objection handling guides, Highspot pages, talk tracks, and training sessions , for CSMs, CSAs, PSEs, and AEs
• Using AI tools actively in your daily workflow to accelerate research, drafting, synthesis, and requirement writing , and contributing what you learn to the team shared AI practice

To succeed in this role, you will need:

• 7+ years of experience in professional services, customer success, solutions architecture, or product management at a SaaS company
• Demonstrated experience designing or managing service offerings , not just delivering them. You have written a scope of work, defined pricing, and built a delivery kit
• Strong understanding of DevOps, application development, SDLC, or security domains , you do not need GitLab product knowledge on day one, but you need the technical foundation to develop it quickly
• Technical depth sufficient to design credible services. You do not need to have delivered these engagements yourself, but you need to understand them well enough that the practitioners who do will trust your judgment
• Deep familiarity with AI/ML engineering workflows, LLM capabilities, and agentic systems , and the organizational change management required for enterprise AI adoption
• A demonstrated AI-forward working style , you actively use agentic coding and AI tools as part of your daily workflow. You have formed opinions about how these tools change the way you work, and you can walk us through a specific workflow you have built or discovered that materially changed your output quality or speed
• Proven ability to build trust and communicate effectively across the full stakeholder range , individual contributors, managers, directors, VPs, and C-suite , in a remote, async-first environment
• Commercial acumen: fluency in how professional services and subscription services are priced, packaged, and sold in an enterprise context
• Strong written communication skills: you can produce clear, concise, and compelling content that resonates with diverse audiences

If you're passionate about designing and delivering exceptional customer experiences, and you have a strong background in professional services, customer success, or product management, we encourage you to apply for this exciting opportunity.

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You'll work hand-in-hand with Engagement Managers who own delivery logistics and stakeholder management, while you ensure your team is shipping quality code, growing technically, and representing Anthropic at the highest level in customer environments. This is a player-coach role with a strong bias toward leadership.

You'll stay close enough to the technical work to review architectures, debug production issues, and pair with your team when it matters , but your primary impact will come from the people you hire, the standards you set, and the culture you create.

You'll partner cross-functionally with Sales, Product, and Engineering to shape how Anthropic serves its most strategic customers, and your team's field insights will directly influence product direction.

This role requires someone who thrives in ambiguity and is energized by building from zero to one. You'll be defining what good looks like for FDE management at Anthropic , there is no existing playbook to follow.

Responsibilities:

• Hire, develop, and retain a world-class team of Forward Deployed Engineers.
• Conduct regular 1:1s, provide technical mentorship, and invest in the career growth of each team member.
• Staff and oversee customer engagements across your team's portfolio, making resource allocation decisions that balance customer needs, team development, and business priorities.
• Collaborate with account teams and Engagement Managers during the pre-sales process to qualify engagements, scope work, and inform statements of work.
• Review technical architectures and code produced by your FDEs, ensuring the team ships high-quality, production-ready solutions that solve real customer problems.
• Stay hands-on enough to lead technical discovery sessions, prototype solutions, and debug complex issues alongside your team when needed.
• Build repeatable playbooks, starter repositories, integration templates, and an internal knowledge base that captures what your team learns in the field.
• Define team OKRs that tie to customer success outcomes and product adoption goals.
• Create operational cadences , standups, retros, engagement reviews , that keep the team aligned.
• Partner with Product and Engineering to translate field insights into product improvements.
• Serve as the voice of the customer in internal planning.
• Travel to customer sites as needed (25-50%), particularly during engagement kickoffs and for your team's highest-priority accounts.

You May Be a Good Fit If You Have:

• 10+ years of experience in software engineering, solutions architecture, or a technical customer-facing role such as forward deployed engineering or consulting.
• 2+ years of people management experience within a services/post-sales/FDE organization with a track record of hiring, developing, and retaining strong engineers.
• Experience building organizations from 0->1, not just inheriting an existing one.
• Experience working directly with enterprise customers on technical implementations, including comfort navigating complex organizational dynamics.
• Executive presence with the ability to move fluidly between strategic conversations with senior stakeholders and hands-on debugging sessions with engineers.
• Strong written and verbal communication skills.
• Genuine excitement about building something new and defining what great looks like for a team that doesn't yet exist.

Why This Role Matters:

You'll be a founding leader of a team that defines how enterprises adopt and scale AI. Your work will directly influence Anthropic's product direction, create reusable patterns for the broader customer base, and establish Anthropic as the trusted partner for AI transformation , all while advancing the responsible development of frontier AI systems.

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About the Role:

As the manager of the Industries Solutions Architect team within Applied AI at Anthropic, you will drive the adoption of frontier AI in partnership with the rest of the go-to-market organisation. Our Industries customers include Fortune 500 companies within verticals like financial services, healthcare life sciences, and retail.

Responsibilities:

• Hire, manage, and guide a team of pre-sales Solutions Architects by providing both technical guidance and career development.
• Set goals for your team in collaboration with sales and other parts of the organisation that establish baseline expectations for performance.
• Act as a technical sponsor for high-value strategic customers and advise them on their overall AI adoption strategies or use case scoping and POC execution.
• Partner closely with Industries sales leadership to identify new strategies to drive adoption of Anthropic products within specific verticals or horizontal use cases.
• Work with cross-functional teams like product and engineering to ensure Anthropic prioritises customer feedback or resolves blockers to adoption.
• Travel to customer sites or conferences for executive-level sessions, technical workshops, and relationship building.
• Establish a shared vision for creating solutions that enable beneficial and safe AI in technology products.
• Contribute to thought leadership through conference presentations, webinars, and technical content creation.
• Stay current with emerging AI/ML trends and the competitive landscape.

Requirements:

• 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role.
• 3+ years of technical pre-sales management experience.
• Have sold complex technical products to Fortune 500 companies, especially in verticals like financial services, healthcare life sciences, and retail.
• Have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments.
• Thrive in building and rapidly scaling teams and processes within ambiguous and fast-moving environments.
• Have excellent communication, collaboration, and coaching abilities.
• Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams at Fortune 500 companies.
• Have at least a high level familiarity with the architecture and operation of LLMs.
• Have a passion for making powerful technology safe and societally beneficial.
• Stay up-to-date and informed by taking an active interest in emerging research and industry trends within AI.

Preferred Qualifications:

• Enterprise pre-sales leadership at scale: 5+ years leading solution architect teams through hypergrowth (ideally 10 to 50+ people), with direct experience managing senior individual contributors and developing junior talent in complex enterprise software sales environments.
• AI Technical Depth + Executive Engagement: Hands-on experience with AI platforms and enterprise integration patterns, combined with proven track record engaging C-level stakeholders in $10M+ technical evaluations and enterprise sales cycles.
• Multi-Segment GTM Experience: Demonstrated success adapting technical approaches across customer segments (commercial to Fortune 100).

Salary: The annual compensation range for this role is $270,000-$345,000 USD.

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You will act as the technical advisor on strategic partner-led engagements with Enterprise clients. You will support partners as needed in conducting deep discovery sessions to understand clients' technical environments, business requirements, and integration needs. You will partner with Professional Services to ensure consistency in best practices across all delivery teams. You will provide ongoing technical guidance and troubleshooting support for Partners throughout the implementation lifecycle. You will gather and synthesise partner and customer feedback to inform product roadmap, partnership strategy and partner enablement. You will manage and mitigate technical escalations that arise within partner-delivered engagements.

You will champion the integration of AI capabilities within partner solutions, including agentic driven workflows. You will ensure partners leverage Airtable's AI features to build innovative use cases that demonstrate cutting-edge capabilities. You will advise partners on AI/ML best practices, responsible AI implementation, and emerging technologies that enhance the Airtable platform. You will stay current with developments in generative AI, machine learning, and automation technologies relevant to the low-code/no-code space. You will create thought leadership content showcasing Partner built AI-powered solutions built on Airtable.

You will serve as the technical subject matter expert on Airtable's platform for services and systems integration partners. You will design and deliver technical training programs, workshops, and certifications that enable partners to architect and implement Enterprise-grade Airtable solutions. You will create technical enablement content including reference architectures, implementation guides, and build best practice documentation. You will create standardized QA models and lead technical audits and reviews of partner-delivered solutions to ensure quality, performance, and adherence to Airtable standards. You will support Partner Success Managers in qualifying additional delivery partnerships that expand Airtable's capabilities and reach.

You will establish technical standards, templates, and frameworks that partners can leverage across multiple client engagements. You will identify and surface trends, common patterns, and opportunities for productization based on partner and customer feedback. You will collaborate with Product, Engineering, and GTM teams to influence platform capabilities that support partner success. You will contribute to the growth and maturation of our Partner Solutions Architecture practice as we scale.

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You'll leverage your technical skills and consultative sales experience to drive positive AI transformation that addresses our customers' business needs, meets their technical requirements, and provides a high degree of reliability and safety.

Responsibilities:

• Hire, manage and mentor a team of Applied AI Architects for Northern Europe, providing both technical guidance and career development
• Set goals and reviews for your team, promoting growth and output
• Work with a handful of highest-value enterprise customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, architecture reviews, technical champion building, technical adoption workshops and POC execution
• Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies to drive adoption across all industry verticals
• Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates customer ROI from Anthropic products
• Develop scalable technical engagement frameworks and reusable assets tailored for all non-tech sectors, including Financial Services & Insurance, Healthcare, Telco, Retail and others.

You may be a good fit if you have:

• 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role
• 3+ years of technical go-to-market management experience, specifically managing pre-sales teams
• Experience working with and selling to large enterprise customers across multiple verticals
• Demonstrated ability to navigate and articulate complex technical, organisational and regulatory requirements of large enterprises, in particular in regulated industries (e.g FSI, Healthcare & Life Sciences)
• A proven knowledge of the Northern European market and its local specificities (regulatory, cultural, technical…)
• Experience framing and delivering enterprise AI use cases (productivity, workflow transformation) and/or scoping large enterprise adoption programs
• Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
• Demonstrated ability to build scalable, repeatable processes and frameworks that work across diverse customer segments
• An organisational mindset and enjoy building foundational teams in a relatively unstructured environment
• Excellent communication, collaboration, and coaching abilities
• Comfort dealing with highly uncertain, ambiguous, and fast-moving environments
• Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams
• High-level familiarity with the architecture and operation of LLM and/or ML in general
• Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems
• Ability to make ambiguous problems clear and identify core principles that can translate across scenarios
• A passion for making powerful technology safe and societally beneficial
• Creative thinking about the risks and benefits of new technologies, beyond past checklists and playbooks
• A track record of staying current with emerging AI research and industry trends or similar.

Strong candidates may also have:

• 10+ years technical experience
• 5+ years managing AI technical teams in hypergrowth (ideally from 10 to 50+)
• Previous experience leading solutions architect or pre-sales teams through rapid growth
• Proven experience and understanding across all key non-tech industry verticals, in particular the regulated industries: Financial Services, Insurance, Healthcare, Life Sciences, Telco, Retail, Consumer Goods, Manufacturing, Oil & Gas, etc.
• In addition to English, native or fluency in a Northern European language
• Demonstrated experience in defining and delivering enterprise AI use cases in regulated industries: e.g, Banking, Insurance, Healthcare and Life sciences
• Track record of building technical playbooks and assets that scale across diverse customer segments
• Understanding of both digital-native technical requirements (API integration, developer experience) and traditional enterprise needs (security, compliance, change management)
• Background at enterprise AI software or API-first companies serving large enterprise customers
• Proven experience building a Northern European AI team

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• $150K – $300K • 0.01% – 0.1%

Sales Engineer (Developer-Focused)

You'll partner with AEs and Founders to help technical buyers — engineers, data scientists, AI/ML leads — understand how Firecrawl solves their hardest web-data problems. You'll lead demos, build prototypes, handle deep technical questions, and ensure every prospect hits the "aha moment" where Firecrawl's API just clicks. This is a high-impact role where you'll influence product direction, help design integrations, and define how Firecrawl is adopted across engineering teams.

Salary Range: $120,000–$220,000/year OTE (Range shown is for U.S.-based employees in San Francisco, CA. Compensation outside the U.S. is adjusted fairly based on your country's cost of living. You can explore how we calculate this here: [https://www.firecrawl.dev/careers/compensation](https://www.firecrawl.dev/careers/compensation).)

Equity Range: Up to 0.10%

Location: San Francisco, CA (Hybrid) OR Remote

Job Type: Full-Time (SF) OR Contract (Remote)

Experience: 3+ years or equivalent shipped systems

Visa: US Citizenship/Visa required for SF; N/A for Remote

About Firecrawl

Firecrawl is the easiest way to extract data from the web. Developers use us to reliably convert URLs into LLM-ready markdown or structured data with a single API call. In just a year, we've hit 8 figures in ARR and 80k+ GitHub stars by building the fastest way for developers to get LLM-ready data.

What You'll Do

• Partner with Sales to support technical evaluations and discovery calls

• Lead demos and POCs: design and deliver technical walkthroughs and lightweight prototypes to prove value

• Understand a customer's use case, identify where Firecrawl fits, and show how to get from messy web data to structured, LLM-ready output

• Collect and synthesize field insights to help the product team prioritize roadmap items

• Improve API docs, build sample projects, and contribute to internal enablement resources

• Translate technical pain points into actionable product improvements

• Train new hires and partner with marketing on technical collateral (videos, blog posts, live demos)

What We're Looking For

Technically fluent, not just technically adjacent. You're comfortable reading and writing code (Python, JavaScript, etc.), using APIs, and debugging integrations live. You don't need to hand off to engineering every time a prospect has a hard question — you can answer it yourself or build the proof on the spot.

An empathetic communicator who bridges worlds. You translate complex technical ideas into clear value for engineers and non-technical stakeholders alike. You know when to go deep on architecture and when to zoom out to business impact.

A problem solver, not a slide reader. You dig into customer workflows, understand blockers, and craft creative technical solutions. Your demos feel like conversations, not presentations.

Startup-ready and comfortable in ambiguity. You don't need a playbook or a solutions catalog. You thrive when the answer is "figure it out," and you move fast enough that customers feel momentum.

Cross-functional glue. You work naturally across Sales, Product, and Engineering. You're the connective tissue between what customers need and what gets built.

Backgrounds that often do well: Sales engineers or solutions architects at devtools or API companies. Engineers who discovered they love the customer-facing side. Technical founders who've sold their own product.

What We're NOT Looking For

Demo jockeys who can't go off-script. If your comfort zone is a rehearsed slide deck and a scripted walkthrough, this isn't the role. Prospects will ask hard questions and you need to answer them live.

Non-technical "relationship builders." Rapport matters, but you need to earn trust through technical depth. If you can't read code or debug an API call, you'll struggle here.

People who wait for the AE to set the agenda. You own the technical narrative in every deal. If you need someone else to tell you what to demo or when to follow up, this won't be a fit.

A Note On Pace

We operate at an absurd level of urgency because the window for what we're building won't stay open forever. If that excites you, keep reading. If it doesn't, no hard feelings — but this role probably isn't for you.

Benefits & Perks

Available to all employees

• Salary that makes sense — $170,000–215,000/year (SF, U.S.-based), based on impact, not tenure

• Own a piece — Up to 0.20% equity in what you're helping build

• Generous PTO — 15 days mandatory, anything after 24 days, just ask (holidays excluded); take the time you need to recharge

• Parental leave

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You will be responsible for leading and growing the pre-sales team that partners with account executives to help those companies understand and deploy Anthropic's products, including Claude for Enterprise, Claude Code, and the API. This will include leveraging your technical skills and consultative sales experience to hire great people, establish processes for the team to scale, and represent Anthropic directly at strategic customer engagements.

You will hire, manage, and guide a team of pre-sales Solutions Architects by providing both technical guidance and career development. You will set goals for your team in collaboration with sales and other parts of the organisation that establish baseline expectations for performance.

You will act as a technical sponsor for high-value strategic customers and advise them on their overall AI adoption strategies or use case scoping and POC execution. You will partner closely with Industries sales leadership to identify new strategies to drive adoption of Anthropic products within specific verticals or horizontal use cases.

You will work with cross-functional teams like product and engineering to ensure Anthropic prioritises customer feedback or resolves blockers to adoption. You will travel to customer sites or conferences for executive-level sessions, technical workshops, and relationship building.

You will establish a shared vision for creating solutions that enable beneficial and safe AI in technology products. You will contribute to thought leadership through conference presentations, webinars, and technical content creation. You will stay current with emerging AI/ML trends and the competitive landscape.

You may be a good fit if you have 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role. You will have 3+ years of technical pre-sales management experience. You will have sold complex technical products to Fortune 500 companies, especially in verticals like financial services, healthcare life sciences, and retail.

You will have deep technical proficiency with enterprise AI use cases, API integrations, and LLM deployments. You will thrive in building and rapidly scaling teams and processes within ambiguous and fast-moving environments. You will have excellent communication, collaboration, and coaching abilities.

You will have strong executive presence and ability to foster deep relationships with technical leaders and engineering teams at Fortune 500 companies. You will have at least a high level familiarity with the architecture and operation of LLMs. You will have a passion for making powerful technology safe and societally beneficial.

You will stay up-to-date and informed by taking an active interest in emerging research and industry trends within AI.

Strong candidates may have experience in enterprise pre-sales leadership at scale, AI technical depth, and executive engagement. They may have multi-segment GTM experience and a proven track record adapting technical approaches across customer segments.

The annual compensation range for this role is $270,000 - $345,000 USD.

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As the Manager of the Applied AI Architect team for Northern European Industries at Anthropic, you will drive the adoption of frontier AI by enabling the deployment of Anthropic's products (Claude for Enterprise, Claude Code, and API) across our Industries accounts: large enterprises across all non-tech verticals in the UK, Ireland and the Nordics.

You'll leverage your technical skills and consultative sales experience to drive positive AI transformation that addresses our customers' business needs, meets their technical requirements, and provides a high degree of reliability and safety.

Responsibilities

• Hire, manage and mentor a team of Applied AI Architects for Northern Europe, providing both technical guidance and career development
• Set goals and reviews for your team, promoting growth and output
• Work with a handful of highest-value enterprise customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, architecture reviews, technical champion building, technical adoption workshops and POC execution
• Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies to drive adoption across all industry verticals
• Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates customer ROI from Anthropic products
• Develop scalable technical engagement frameworks and reusable assets tailored for all non-tech sectors, including Financial Services & Insurance, Healthcare, Telco, Retail and others.

You may be a good fit if you have:

• 7+ years of experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role
• 3+ years of technical go-to-market management experience, specifically managing pre-sales teams
• Experience working with and selling to large enterprise customers across multiple verticals
• Demonstrated ability to navigate and articulate complex technical, organisational and regulatory requirements of large enterprises, in particular in regulated industries (e.g FSI, Healthcare & Life Sciences)
• A proven knowledge of the Northern European market and its local specificities (regulatory, cultural, technical…)
• Experience framing and delivering enterprise AI use cases (productivity, workflow transformation) and/or scoping large enterprise adoption programs
• Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases
• Demonstrated ability to build scalable, repeatable processes and frameworks that work across diverse customer segments
• An organisational mindset and enjoy building foundational teams in a relatively unstructured environment
• Excellent communication, collaboration, and coaching abilities
• Comfort dealing with highly uncertain, ambiguous, and fast-moving environments
• Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams
• High-level familiarity with the architecture and operation of LLM and/or ML in general
• Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems
• Ability to make ambiguous problems clear and identify core principles that can translate across scenarios
• A passion for making powerful technology safe and societally beneficial
• Creative thinking about the risks and benefits of new technologies, beyond past checklists and playbooks
• A track record of staying current with emerging AI research and industry trends or similar.

Strong candidates may also have:

• 10+ years technical experience
• 5+ years managing AI technic

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Anthropic is building the Applied AI team to help the world's most ambitious organisations adopt Claude in ways that are transformative, safe, and lasting. Our Forward Deployed Engineers embed directly with strategic customers to ship production AI applications that solve real business problems. As this practice grows, we need a founding leader to build and scale it.

As the first FDE Manager, you'll own the team that sits at the frontier of enterprise AI deployment. You'll hire and develop a high-performing team of FDEs, set the technical and operational bar for customer engagements, and build the playbooks that turn one-off successes into repeatable patterns. You'll work hand-in-hand with Engagement Managers who own delivery logistics and stakeholder management, while you ensure your team is shipping quality code, growing technically, and representing Anthropic at the highest level in customer environments.

This is a player-coach role with a strong bias toward leadership. You'll stay close enough to the technical work to review architectures, debug production issues, and pair with your team when it matters — but your primary impact will come from the people you hire, the standards you set, and the culture you create. You'll partner cross-functionally with Sales, Product, and Engineering to shape how Anthropic serves its most strategic customers, and your team's field insights will directly influence product direction.

Responsibilities

• Hire, develop, and retain a world-class team of Forward Deployed Engineers. Set a high bar for technical talent and customer instincts.

• Conduct regular 1:1s, provide technical mentorship, and invest in the career growth of each team member. Create an environment where FDEs do the best work of their careers.

• Staff and oversee customer engagements across your team's portfolio, making resource allocation decisions that balance customer needs, team development, and business priorities.

• Collaborate with account teams and Engagement Managers during the pre-sales process to qualify engagements, scope work, and inform statements of work.

• Review technical architectures and code produced by your FDEs, ensuring the team ships high-quality, production-ready solutions that solve real customer problems.

• Stay hands-on enough to lead technical discovery sessions, prototype solutions, and debug complex issues alongside your team when needed.

• Build repeatable playbooks, starter repositories, integration templates, and an internal knowledge base that captures what your team learns in the field.

• Define team OKRs that tie to customer success outcomes and product adoption goals. Create operational cadences — standups, retros, engagement reviews — that keep the team aligned.

• Partner with Product and Engineering to translate field insights into product improvements. Serve as the voice of the customer in internal planning.

• Travel to customer sites as needed (25-50%), particularly during engagement kickoffs and for your team's highest-priority accounts.

You May Be a Good Fit If You Have

• 10+ years of experience in software engineering, solutions architecture, or a technical customer-facing role such as forward deployed engineering or consulting.

• 2+ years of people management experience within a services/post-sales/FDE organisation with a track record of hiring, developing, and retaining strong engineers.

• Experience building organisations from 0->1, not just inheriting an existing one.

• Experience working directly with enterprise customers on technical implementations, including comfort navigating complex organisational dynamics.

• Executive presence with the ability to move fluidly between strategic conversations with senior stakeholders and hands-on debugging sessions with engineers.

• Strong written and verbal communication skills. You can translate technical complexity into clear narratives for diverse audiences.

• Genuine excitement about building something new and defining what great looks like for a team that doesn't yet exist.

Why This Role Matters

You'll be a founding leader of a team that defines how enterprises adopt and scale AI. Your work will directly influence Anthropic's product direction, create reusable patterns for the broader customer base, and establish Anthropic as the trusted partner for AI transformation — all while advancing the responsible development of frontier AI systems.

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As the Manager of the Applied AI Architect team for DACH Industries at Anthropic, you will drive the adoption of frontier AI by enabling the deployment of Anthropic's products (Claude for Enterprise, Claude Code, and API) across our Industries accounts: large enterprises across all non-tech verticals in Germany, Switzerland and Austria.

You'll leverage your technical skills and consultative sales experience to drive positive AI transformation that addresses our customers' business needs, meets their technical requirements, and provides a high degree of reliability and safety.

Responsibilities

• Hire, manage and mentor a team of Applied AI Architects for DACH, providing both technical guidance and career development

• Set goals and reviews for your team, promoting growth and output

• Work with a handful of highest-value enterprise customers on their overall AI adoption strategies, focusing on pre-sales technical excellence including use case scoping, architecture reviews, technical champion building, technical adoption workshops and POC execution

• Partner closely with your aligned GTM leadership to understand customer requirements and co-build GTM strategies to drive adoption across all industry verticals

• Own the technical portions of pre-sales engagements, ensuring your team provides compelling demos and validates customer ROI from Anthropic products

• Develop scalable technical engagement frameworks and reusable assets tailored for all non-tech sectors, including Financial Services & Insurance, Healthcare, Telco, Retail and others.

• Drive collaboration from cross-functional teams to influence and unify stakeholders at all levels of the organisation to drive business outcomes

• Travel to customer sites for executive-level sessions, technical workshops, and building relationships

• Establish a shared vision for creating solutions that enable beneficial and safe AI

• Lead the vision, strategy, and execution of innovative solutions that leverage our latest models' capabilities

• Contribute to thought leadership through conference presentations, webinars, and technical content creation

• Stay current with emerging AI/ML trends and competitive landscape across all major Industries verticals

You may be a good fit if you have:

• 7+ years of experience as an Solutions Architect, Sales Engineer, or similar pre-sales technical role

• 3+ years of technical go-to-market management experience, specifically managing pre-sales teams

• Experience working with and selling to large enterprise customers across multiple verticals

• Demonstrated ability to navigate and articulate complex technical, organisational and regulatory requirements of large enterprises, in particular in regulated industries (e.g FSI, Healthcare & Life Sciences)

• A proven knowledge of the DACH market and its local specificities (regulatory, cultural, technical…)

• Experience framing and delivering enterprise AI use cases (productivity, workflow transformation) and or scoping large enterprise adoption programs

• Deep technical proficiency with enterprise AI deployments, API integrations, and production LLM use cases

• Demonstrated ability to build scalable, repeatable processes and frameworks that work across diverse customer segments

• An organisational mindset and enjoy building foundational teams in a relatively unstructured environment

• Excellent communication, collaboration, and coaching abilities

• Comfort dealing with highly uncertain, ambiguous, and fast-moving environments

• Strong executive presence and ability to foster deep relationships with technical leaders and engineering teams

• High-level familiarity with the architecture and operation of LLM and/or ML in general

• Experience with prompt engineering, LLM evaluation, and architecting AI-powered systems

• Ability to make ambiguous problems clear and identify core principles that can translate across scenarios

• A passion for making powerful technology safe and societally beneficial

• Creative thinking about the risks and benefits of new technologies, beyond past checklists and playbooks

• A track record of staying current with emerging AI research and industry trends

Strong candidates may also have:

• 10+ years technical experience

• 5+ years managing AI technical teams in hypergrowth

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We're hiring Field Engineers to partner with prospective and strategic enterprise customers. As a Field Engineer, you'll be the technical face of Anysphere in the field — helping customers evaluate Cursor, guiding them through proofs of concept, and ensuring they see the full value of AI in their engineering workflows.

You'll work hand-in-hand with Sales, Product, and Engineering to scope solutions, demonstrate capabilities, and act as a trusted advisor to technical stakeholders. This is a highly customer-facing role where you'll combine deep technical fluency with strong communication skills to drive adoption and influence product direction.

What you'll do

• Partner with Account Executives to lead technical discovery, demos, and proof-of-concept engagements.

• Build trusted relationships with engineering leaders, architects, and developers, serving as their technical advisor.

• Translate customer requirements into solution designs, guiding them on best practices for rollout, prompt strategy, and context configuration.

• Develop and deliver technical presentations, whiteboard sessions, and hands-on workshops tailored to customer needs.

• Act as the customer's technical advocate internally, influencing roadmap priorities and escalating feedback to Product and Engineering.

• Collaborate with post-sales teams to ensure a smooth handoff and successful customer onboarding.

• Maintain deep knowledge of Cursor's capabilities and competitive landscape to position our value effectively.

• Support strategic account planning and help drive expansion opportunities with technical validation.

You may be a fit if

• Strong communication skills and executive presence — equally comfortable coding alongside developers or presenting to CTOs.

• Deep understanding of the software development lifecycle, modern engineering org structures, and developer productivity challenges.

• Hands-on technical ability — you don't need to be a full-time engineer, but you should be fluent in technical workflows, AI tooling, and debugging complex environments.

• Customer-obsessed with a knack for translating technical details into business impact.

• Experience in Field Engineering, Solutions Architecture, Pre-Sales, or Consulting for enterprise software.

• Thrives in a startup environment: resourceful, adaptable, and proactive in creating solutions.

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Location

Tokyo, Japan

Employment Type

Full time

Department

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

In this role, you will:

● Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

● Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

● Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them

● Identify and validate use cases by embedding with customer teams to understand workflows and pain points

● Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

● Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

● Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

● Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

● Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting

● Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

● Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

● Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

● 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work

● Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behaviour, limitations, technical trade-offs, embeddings, retrieval augmentation, and approaches to fine-tuning or custom model usage

● Understanding and familiarity with coding languages like Python or JavaScript, and comfort with REST APIs, SDKs, automation, CI/CD, containers, and cloud platforms

● Can translate technical concepts into clear business language and help customers understand the strategic impact of AI technologies

● Can show a strong record of driving technical deployments with hands-on on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders

● Are comfortable embedding with customers to map workflows, identify requirements, and diagnose adoption challenges

● Have excellent project and program management instincts and can lead multi-workstream initiatives with clarity and structure

● Enjoy being a thought partner for C-level stakeholders while also diving deep with technical teams

● Operate with high ownership and can manage fast decision-making, context switching, and dynamic customer needs

● Have a strong record of driving technical deployments with hands-on on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work

• Deep, hands-on operational knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behaviour, limitations, techn

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AI Success Engineer - NYC

Location

New York City

Employment Type

Full time

Location Type

Hybrid

Department

Compensation

• $162K – $240K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

This role is based in NYC (office 3x a week) and we provide relocation support to new employees.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work

• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors,

XML job scraping automation by YubHub

Location

San Francisco

Employment Type

Full time

Department

Compensation

• $162K – $240K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work

• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and co

XML job scraping automation by YubHub

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

About the Role

The Success Engineer role is the primary post-sales point of contact for a set of OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s platform.

This role blends technical leadership, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration and enablement, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realization

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Conduct technical enablement and configuration sessions across our broad product portfolio

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realization and measure impact through baselines, KPI definition, and post-deployment reporting

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimizing account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, or deep technical enterprise adoption work

• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain model behavior, limitations, technical tradeoffs, embeddings, retrieval augmentation, and approaches to fine-tuning or custom model usage

• Can translate technical concepts into clear business language and help customers understand the strategic impact of AI technologies

• Are comfortable embedding with customers to map workflows, identify requirements, and diagnose adoption challenges

• Have excellent project and program management instincts and can lead multi-workstream initiatives with clarity and structure

• Enjoy being a thought partner for C-level stakeholders while also diving deep with technical teams

• Operate with high ownership and can manage fast decision making, context switching, and dynamic customer needs

• Have a strong record of driving technical deployments with hands-on on customer work and owning impactful adoption and value for large enterprise customers with complex environments and multiple stakeholders

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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About the role

We’re looking for a Solutions Architect to help build and define this function at Synthesia. This is a critical role - you’ll shape how we partner with customers to drive adoption, value, and measurable business impact.

You’ll work across Sales, Product, Engineering, and Customer Success to design solutions that unlock value at scale. This is not just implementation - it’s about architecting customer success, proving what’s possible, and accelerating customers toward full platform maturity.

You will be both strategic advisor and technical architect, helping customers:

• Make the right technical decisions

• Deploy the product and integrations successfully

• Operationalize change and scale

• Connect use cases to business outcomes

This role blends technical hands-on depth, commercial awareness, executive influence, and platform thinking.

What you’ll do

• Lead customer implementations end-to-end, ensuring adoption, measurable outcomes, and long-term scalability.

• Design architectures that map Synthesia’s capabilities to high-value customer use cases.

• Partner with Sales on solution scoping, proposals, API demos, and deal strategy.

• Build proofs of concept to demonstrate the art of the possible and accelerate customer buy-in.

• Create playbooks, frameworks, and integration patterns that help us scale how we deliver value.

• Act as a trusted advisor to technical and business stakeholders — including VP- and C-level audiences.

• Collaborate with Product and Engineering to bring the voice of the customer into platform evolution.

• Contribute to platform thinking — helping shape how we scale Synthesia from product → ecosystem.

What we’re looking for

• 5+ years in Solutions Architecture, Technical Consulting, or Pre-Sales within a SaaS environment

• Strong project & stakeholder management across multiple workstreams

• Hands-on experience working with APIs, workflows, or integrations

• Excellent storytelling and communication skills — able to engage technical and executive teams

• A commercial mindset — understanding how architecture drives adoption, retention, and expansion

• Proven experience building scalable frameworks, architectures, or delivery models

• Curiosity, initiative, and a builder mentality — with comfort navigating ambiguity in a high-growth environment

Benefits

• Competitive salary range: $140,000-$230,000 depending on experience

• Opportunity to work with a leading AI video platform for business

• Collaborative and dynamic work environment

• Professional development and growth opportunities

• Recognition and rewards for outstanding performance

How to apply

If you are a motivated and experienced Solutions Architect looking for a new challenge, please submit your application, including your resume and a cover letter, to [insert contact information].

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Location

Remote - US

Employment Type

Full time

Location Type

Remote

Department

Compensation

• $162K – $230K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The AI Success Engineer role is the primary post-sales point of contact for OpenAI’s most important customers. You are responsible for driving account health and adoption, ensuring technical readiness, identifying new use cases, and delivering measurable value to our customers with OpenAI’s ambitiously growing platform.

This role blends technical depth, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration, oversee deployment plans, and guide customers toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Be an expert in all of OpenAI products across our API and agentic platform, Codex, ChatGPT Enterprise, and more and conduct technical enablement and configuration sessions across them

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with executive sponsors and technical stakeholders and help align business goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realisation and measure impact through baselines, KPI definition, and post-deployment reporting

• Facilitate workshops on use case design, adoption best practices, champion building, and internal enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting or deployment roles, solutions architecture, technical delivery leadership, customer architecture or engineering, or other deep technical enterprise adoption work

• Deep, hands-on knowledge of OpenAI product capabilities, APIs, SDKs, connectors, and common integration patterns and able to explain mo

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AI Success Engineer - EDU

Location

San Francisco

Employment Type

Full time

Department

Compensation

• $207K – $230K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

OpenAI’s AI Success Engineer team partners with the world’s most ambitious organisations to translate cutting-edge AI into real business value. We guide customers from first deployment through scaled enterprise adoption. Our work spans technical integration and enablement, workflow transformation, and sustained program and product delivery.

Our customers range from fast-growing digital natives to the largest global enterprises, government agencies, and educational institutions. Every engagement is an opportunity to shape how AI changes work, productivity, and innovation. This role sits at the centre of that mission.

About the Role

The Success Engineer role is the primary post-sales point of contact for a portfolio of education institutions. You are responsible for driving account health and adoption, ensuring technical readiness, identifying high-impact academic and administrative use cases, and delivering measurable value to our education customers using OpenAI’s platform.

This role blends technical leadership, program management, customer advisory, and product influence. You will partner deeply with customer teams, map workflows, lead configuration and enablement, oversee deployment plans, and guide institutions toward high-impact use cases that showcase the full value of our platform.

You will work closely with Sales, Solutions Architecture, Product, and Research to ensure the customer experience is connected and successful across every touchpoint. Success in this role means accelerating adoption, increasing customer activation depth, guiding strategic use cases that get to production, and helping customers demonstrate tangible business impact.

This role is based in SF or NYC; we offer relocation benefits to new hires.

In this role, you will:

• Lead the technical relationship for post-sale customers and act as their trusted advisor on deployment, adoption, and value realisation

• Own account health, adoption velocity, and ongoing technical deployment and success across your portfolio

• Conduct technical enablement and configuration sessions across our broad product portfolio

• Identify and validate use cases by embedding with customer teams to understand workflows and pain points

• Lead account-level coordination across multiple workstreams, including new product activation, change management, and customer rollout and deployment planning

• Build strong relationships with provosts, CIOs, IT leaders, academic, and technical stakeholders and help align institutional goals with OpenAI capabilities

• Translate customer objectives into an actionable adoption roadmap with clear sequencing, milestones, and KPIs

• Partner with Solutions Architecture, Product, Engineering, and Research by surfacing customer feedback, field patterns, and technical blockers and act as a cross-functional navigator who keeps teams aligned, informed, and moving toward customer outcomes

• Guide value realisation through student, faculty, and institutional outcomes such as engagement, research productivity, operational efficiency, and learning impact, supported by baselines and reporting

• Facilitate workshops for faculty, staff, and administrators on use case design, adoption best practices, champion building, and institution-wide enablement

• Help drive expansions by identifying high-leverage opportunities where OpenAI’s platform can power new workflows or lines of business

• Serve as the technical advisor for existing customer implementations by guiding and optimising account setup, configuration, etc.

You’ll thrive in this role if you:

• 8+ years of experience in technical customer-facing roles such as technical account management, technical GenAI consulting, solutions architecture, technical delivery leadership, or deep technical enterprise SaaS adoption work

• Experience working with education institutions is preferred but not required

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The Codex Deployment Engineering team helps customers adopt OpenAI's coding tools throughout their software development lifecycle. We act as trusted technical partners, guiding engineering teams as they integrate Codex into their projects and workflows. Our customers span digital-native companies to global enterprises, and we work side-by-side to accelerate how they plan, build, and deliver software.

About the Role

We are seeking a technically deep, creativity-driven AI Deployment Engineer who is already a power user of AI coding tools and passionate about pushing the boundaries of developer productivity. You will partner directly with engineering leaders and hands-on builders to design, validate, and scale advanced AI workflows, often using Codex to prototype and build the very demos, integrations, and automations customers ultimately adopt.

This is a highly cross-functional role that blends technical architecture, product strategy, and customer-facing leadership. You’ll work closely with Sales, Solutions Engineering, Product, Applied Engineering, and the broader Codex organization to advocate for customer needs, shape product direction, and accelerate the successful deployment of intelligent coding systems across some of the world’s most influential companies.

In this role, you will:

• Serve as the primary technical subject matter expert on OpenAI Codex for a portfolio of customers, embedding deeply with them to enable their engineering teams and build coding workflows.

• Partner directly with customers to design and implement AI-enhanced development workflows, from rapid prototyping through scalable production rollout.

• Build high-quality demos, reference implementations, and workflow automations, using Codex itself as part of your development process.

• Lead large-format workshops, technical deep dives, and hands-on enablement sessions that help engineering organizations adopt AI coding tools effectively and safely.

• Contribute technical content including examples, guides, patterns, and best practices to the OpenAI Cookbook to help the broader developer community accelerate their work with Codex.

• Gather high-fidelity product insights from real customer deployments and translate them into clear product proposals and model feedback for internal teams.

• Influence customer strategy and decision-making by framing how AI coding tools fit into their SDLC, technical roadmap, and organizational workflows.

• Serve as a trusted advisor on solution architecture, operational readiness, model configuration, security considerations, and best-practice adoption.

You’ll thrive in this role if you:

• Have 5+ years of technical consulting, post-sales engineering, solutions architecture, or similar experience working directly with customers.

• Are an active power user of AI coding tools and have deeply customized your own developer workflow; you have a point of view on what makes engineers more productive.

• Enjoy building scrappy, high-signal demos, integrations, and prototypes that clearly articulate what Codex can enable, often using Codex to accelerate your own development process.

• Have experience delivering large, high-impact workshops or technical training to engineering teams and know how to craft sessions that are engaging, hands-on, and outcomes-driven.

• Have contributed technical guides, patterns, or examples publicly and care about clarity, pedagogy, and community impact.

• Communicate complex technical concepts in clear, persuasive written and verbal form especially when helping customers make strategic decisions about where and how to apply AI.

• Are excited by ambiguous, rapidly evolving problem spaces and enjoy iterating toward novel solutions hand-in-hand with customers.

• Care about customer success, reliability, safety, and operational excellence as much as you care about technical ingenuity.

About OpenAI

OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.

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