Field Engineer

Recruiting From Scratch•San Francisco, CA

23d•Remote

About The Position

This is an AI-powered digital transformation company helping enterprises solve complex technology and business problems through modern cloud, data, AI, and software solutions. The company combines strategic consulting with hands-on technical implementation, working with enterprise customers to identify high-value opportunities and turn ambiguous business problems into concrete technical outcomes. The organization works across technologies including AWS, Databricks, OpenAI, Anthropic, AI/ML, cloud architecture, API integrations, and enterprise software. This role sits at the intersection of engineering, customer engagement, solution architecture, and business development. Field Engineers are responsible for taking qualified opportunities and owning the technical and commercial process through deal closure. The ideal candidate is a technically strong, customer-facing engineer who can speak credibly with enterprise architects, understand ambiguous business requirements, design practical solutions, build prototypes, scope technical work, price engagements, and confidently drive customer conversations toward a concrete outcome. This is not a traditional post-sales implementation role. The Field Engineer is a primary technical closer who combines engineering depth with customer-facing communication and commercial ownership.

Requirements

0+ years of relevant professional experience, with exceptional early-career candidates considered.
Experience as a Field Engineer, Forward-Deployed Engineer, Solutions Architect, or customer-facing software engineer.
Experience where building/shipping technology and working directly with customers were part of the same role.
Strong experience translating customer problems into technical solutions.
Experience working directly with enterprise customers or technical stakeholders.
Experience owning technical projects from discovery through delivery or implementation.
Experience operating effectively in ambiguous environments.
Strong ability to learn unfamiliar technologies and customer environments quickly.
Experience working in fast-paced technology organizations.
Commercial awareness and interest in owning customer outcomes.
Strong technical foundation across modern software and cloud technologies.
Strong AWS experience is particularly important.
Experience with cloud architecture and enterprise software.
Understanding of APIs and system integrations.
Experience working with AI/ML technologies is a strong plus.
Experience with Databricks is a plus.
Experience with OpenAI or Anthropic technologies is a plus.
Ability to understand and communicate across different technology stacks.
Strong system architecture and technical problem-solving skills.
Ability to build prototypes and proofs of concept.
Comfortable working hands-on with technology when validating solutions.
Strong understanding of software engineering fundamentals.
Strong customer-facing experience.
Comfortable speaking with enterprise architects and senior technical stakeholders.
Able to lead ambiguous discovery conversations.
Can translate broad customer requirements into concrete technical outcomes.
Comfortable discussing technical scope, timelines, and implementation requirements.
Able to define and communicate solution architecture clearly.
Comfortable discussing pricing and commercial tradeoffs.
Experience writing proposals, statements of work, or technical scopes is a strong plus.
Strong presentation and demo skills.
Comfortable owning a customer opportunity through closure.
Highly personable and confident communicator.
Strong executive and technical presence.
Comfortable leading conversations rather than simply responding to customer requests.
High ownership and accountability.
Strong commercial judgment.
Comfortable operating with limited information.
Strong problem-solving and systems-thinking skills.
Able to simplify complex technical concepts for different audiences.
Strong listening and discovery skills.
Comfortable challenging assumptions and asking difficult questions.
Adaptable and quick to learn new technologies.
Strong written and verbal communication.
Comfortable working independently in a remote environment.
Motivated by customer impact and measurable outcomes.

Nice To Haves

Experience with AI/ML technologies is a strong plus.
Experience with Databricks is a plus.
Experience with OpenAI or Anthropic technologies is a plus.
Experience writing proposals, statements of work, or technical scopes is a strong plus.

Responsibilities

Lead Customer Opportunities From Discovery Through Close: Take qualified inbound opportunities from the GTM team and own the remaining customer engagement through deal closure. Lead technical discovery conversations with enterprise customers and technical stakeholders. Understand ambiguous customer problems and translate them into specific technical requirements. Identify the underlying business and technical objectives behind customer requests. Guide customers toward clearly defined solutions and measurable outcomes. Build trust with enterprise architects, technical leaders, and business stakeholders. Drive customer conversations toward concrete technical and commercial decisions. Take ownership of the opportunity rather than simply providing technical support to a sales team.
Design & Validate Technical Solutions: Design technical solutions across cloud, data, AI/ML, and enterprise software environments. Build proofs of concept and prototypes to validate proposed solutions with customers. Work across technologies such as AWS, Databricks, OpenAI, and Anthropic. Evaluate different technical approaches and recommend practical solutions. Translate high-level business problems into concrete architectures, workflows, integrations, and implementation plans. Work across different technology stacks and adapt quickly to customer environments. Demonstrate proposed solutions directly to customers. Balance technical quality, customer requirements, implementation complexity, and commercial considerations.
Scope, Price & Close Engagements: Define the technical scope of customer engagements. Translate technical requirements into clear deliverables and implementation plans. Write statements of work that accurately capture the proposed engagement. Price engagements using internal capacity and delivery models. Work through scope, pricing, timelines, and technical tradeoffs with customers. Negotiate technical and commercial details to reach agreement. Identify opportunities to expand or refine the engagement based on customer needs. Own the technical side of the deal through contract closure.
Transition Solutions Into Delivery: Hand clearly defined technical outcomes to the applied research and delivery teams. Ensure customer requirements, scope, architecture, and expected outcomes are clearly documented. Collaborate with delivery teams to ensure successful handoff. Capture customer context and technical decisions made throughout the sales process. Continue learning from delivered engagements to improve future customer solutions. Develop repeatable approaches to solving common enterprise problems. Move efficiently from one qualified opportunity to the next. Help establish best practices for technical discovery, solution design, scoping, and deal closure.

Benefits

$185,000 – $220,000 base salary.
Uncapped 5% commission on closed-won contract value.
Estimated OTE of $485,000 – $520,000 at a $6M annual quota.
No commission cap. Top performers have the potential to earn significantly above standard OTE.
Full-time position.
Fully remote within the United States.
Approximately 20% travel to customer sites across North America.
Opportunity to work across AWS, Databricks, OpenAI, Anthropic, AI/ML, and enterprise software.
Significant ownership over customer opportunities from technical discovery through close.
Opportunity to combine engineering, architecture, customer engagement, and commercial ownership.