You'll own high-value engagements where we collaborate directly with customers to build and deploy agents into their most critical business processes. This is a founding team: you will help us to build technical playbooks and define the processes and repeatable patterns needed for us to scale this emerging motion.

You will champion our mission in the field, ensure world-class delivery, and bring insights back to our product and research teams on a regular basis. You'll own engagements end-to-end, from SOW through production deployment.

You'll work alongside Forward Deployed Engineers who build the technical solution, while you own product scoping, stakeholder management, value measurement, and the organisational complexity that comes with deploying AI agents in enterprise environments.

Responsibilities:

• Manage the technical delivery plan for each engagement.
• Structure the SOW by clearly defining the scope, steps, dependencies, success criteria, and value hypotheses.
• Translate customer commercial objectives into a sequenced roadmap that our FDEs execute.
• Supervise technical discovery: map customer workflows, identify constraints, define the MVP scope, and shape the solution architecture for custom agent deployments.
• Lead the execution and delivery of daily engineering work within Anthropic and customer teams. Ensure project progress is smooth and sequenced. Make real-time trade-offs on scope and priority to preserve the critical path.
• Ensure product scope for field missions: define the MVP, write requirements documentation, prioritise the engineering backlog, and manage scope against success criteria as requirements evolve. Own the customer relationship throughout delivery. Organise executive briefings, manage communications with stakeholders regarding technical leads and supply, and represent Anthropic remote to senior commercial and technical executives in terms of technical credibility.
• Master value measurement and ROI: define impact hypotheses, establish baselines, and key performance indicators, conduct pre- and post-deployment measurements, and communicate results to executive sponsors.
• BOYD reusable solution patterns, evaluation frameworks, and technical manuals. Record best practices from various interactions and transmit signals from the field to Product and Research teams to improve our platform and models.

Navigating enterprise and regulatory complexity: security audits, legal approvals, procurement processes, compliance requirements, and organisational dynamics.

Manage scope and change: manage evolving requirements, define expectations, negotiate contract modifications, identify risks upfront, and signal them with clear context, when necessary.

Manage delivery operations: sprint ceremonies, step reviews, and progress reports.

Visit customer sites to build relationships, unlock deliveries, and accelerate adoption (target 25-50%).

Profile:

• More than 5 years of technical leadership experience with customers. This can include technical engagement management, technical program management, or technical product management, founders/startups, technical profiles, professional services, consulting, or enterprise software.
• Have deployed AI-based agent solutions, ML, or LLM. You understand applicable models, integration approaches, and reality on the ground.
• Can hold architecture conversations with engineering stakeholders, evaluate technical trade-offs, and test technical decisions under pressure. You won't write production code, but will be responsible for leading technical direction of engagements alongside Forward Deployed Engineers.
• Have experience delivering complex, high-stakes technical projects for enterprise customers, whose results depend on close coordination and rapid decision-making, ideally in multiple activities within regulated sectors.
• Have an assertive personality: you're comfortable, credible, and able to represent Anthropic in high-stakes environments.
• Overcome ambiguous contexts and bring structure where there isn't.
• Have a builder mindset: you're here to create a function, not occupy it.

Additional assets:

• Experience in financial services, healthcare, life sciences, or pharmaceutical industries.
• Experience in a field-deployed engineering organisation or professional services and consulting firms.
• Exceptional understanding of LLM capabilities and limitations.
• Experience with regulated industries and compliance requirements.
• Experience managing delivery teams with integrated engineers on customer sites.
• Familiarity with AI agent frameworks, usage tool models, and orchestration architectures.

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As an Associate Solutions Consultant, you will:

• Paint the vision of the Figma Platform and guide customers in realizing the value of expansion
• Conduct technical discovery with product teams to uncover pain points across ideation and prototyping, design systems, design-to-dev handoff, and developer workflows
• Create presentations and tailored demos to showcase proposed solutions
• Advise on deal strategy by helping AEs qualify opportunities, assess technical risk, and progress deals forward
• Own IT and Security relationships during the deal cycle by addressing security questionnaires and enterprise requirements, in order to help customers adopt the platform securely and at scale
• Collaborate with Product and Engineering to quantify customer needs and help influence the product roadmap
• Design and scale technical sales efforts, facilitating conversations and connections between our customers, sales and product teams
• Create thoughtful content to delight customers and internal partners surrounding the Figma platform

We'd love to hear from you if you have:

• 4+ years professional experience including 2+ years positioning software in a presales capacity
• Experience selling to or working within product development teams, including design, engineering, or product
• Demonstrated ability to adapt to new technologies and learn quickly

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you're excited about this role but your past experience doesn't align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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Key Responsibilities:

• Build a plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Holistically embrace, access, and utilize partners to identify and open opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)

Requirements:

• 12+ years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand within the CTO organization, with a strong track record of pitching and closing to Product, Engineering, and Architecture decision makers
• Deep technical discovery skills that resonate with the developer community
• Strong technical acumen with proven ability to connect a technical sale to a companies' business outcomes
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (we use MEDDPICC)

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Role Summary endPoint As our AI Deployment Strategist, you'll be the catalyst driving the adoption and scaling of cutting-edge AI solutions. It's a purely IC role. You'll work at the intersection of innovation and impact, empowering businesses to leverage GenAI for transformative results. You'll partner with Sales Executives in tailoring Mistral's offering into impactful solutions meeting with prospects needs You'll design implementation projects and scope the required resources on both Mistral and customer side You'll guide companies in integrating GenAI solutions, making AI a tangible part of their operations. You'll drive the scaling of GenAI technologies, ensuring seamless transitions from concept to production. You'll partner closely with our product and science teams to deliver state-of-the-art AI solutions tailored to client needs. You'll tackle complex business problems with AI, delivering measurable outcomes and strategic advantages. You'll contribute to the evolution of AI technology, influencing how businesses operate and compete in the modern world. You will travel approximately 30 to 60% of your time. Your role will involve spending time at the client’s office.

Your scope will be as follows: Pre-Sales & Sales Activities: Conduct pre-sales calls to understand potential clients' needs, challenges, and aspirations. Lead qualification calls to pinpoint prospects who would gain the most from our solutions. Collaborate with the sales team to advance the sale pipeline, providing technical expertise and insights where necessary. Product Implementation, Integration & Deployment: Guide and support customers in deploying our models and products into their infrastructure. Work closely with customers to fine-tune models according to their specific requirements. Assist clients in integrating our APIs into their front-end interfaces, ensuring a smooth user experience. Regularly liaise with the product and technical teams to relay feedback and suggest improvements. Design and develop product features that would meet the need of many customers. Customer Success & Support: Continually ensure that the customer is maximizing the product's potential. Provide post-deployment support, addressing any issues or challenges that arise promptly. Conduct periodic reviews with customers to ascertain their satisfaction and gather feedback. Offer recommendations for product optimisations or new features based on customer feedback. Develop these features if needed. Delivering value to the customers: Execute on effective technical discovery to understand potential clients' needs, challenges, and desired outcomes in collaboration with Account Executives. Contribute to effectively identifying, qualifying, and disqualifying opportunities where Mistral solutions can unlock the most value for the customer. On the project, Influence evaluation criteria and gain control of evaluations and the evaluation process Create a strategic vision for the customer on the project, based on a deep understanding of their strategy, desired positive business outcomes, and required capabilities.

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Product Demonstrations: Deliver customized product demos for multiple personas , from CFOs and Controllers to Operations and Finance teams. Highlight business value, not just features, demonstrating ROI and process transformation.

Technical & Business Fit: Partner with prospects to evaluate integration, scalability, and data flow needs. Collaborate with product and engineering teams to represent client requirements clearly. Serve as the technical authority during the sales cycle, ensuring accurate expectations and smooth handoffs to post-sales.

Cross-Functional Collaboration: Work closely with Account Executives on strategy and deal execution. Collaborate with Key Account Managers (KAMs) for upsells and cross-sells within existing enterprise accounts. Communicate customer feedback and product insights to internal teams to inform roadmap decisions.

Implementation Scoping (Pre-Sales): While not responsible for implementation, you will scope out the requirements for solution rollouts, ensuring that configurations are feasible, efficient, and aligned with customer goals.

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