Senior Solutions Engineer (Pre-Sales)(Remote or Hybrid)

Fiddler AI • Palo Alto, CA

3d • $165,000 - $225,000 • Hybrid

About The Position

Our Purpose At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions. Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes. Our Founders Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital. Why Join Us Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security. We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer. Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space. This position will operate on Pacific/Mountain Time Zones 👩🏽‍🚀 The Mission: As a Senior Solutions Engineer, you’ll be the trusted advisor who champions Fiddler’s value, showing customers not just what we do, but why it matters. You will be an essential technical bridge between our innovative AI platform, and the needs of our enterprise customers. You will directly contribute to accelerating our revenue growth by building and proving the technical and business value of Fiddler AI in high-stakes sales engagements. 🪐 About The Team: Joining Fiddler means getting to be an industry trailblazer in a rapidly innovating AI/ML industry. We value high trust, autonomy, and continuous learning. We’re a highly collaborative, supportive group, always ready to jump in to help a teammate scope a complex Proof of Concept (PoC) or strategize on a challenging sales cycle. Our team culture is built on a shared sense of mission and "startup grit". We treat every challenge as a learning opportunity and thrive on adaptability. Our team is spread throughout the U.S. and India, and we practically have PhDs in Zoom and are fluent in Slack. Good news: your pandemic mic and lighting setup won’t go to waste here.

Requirements

• Domain Proficiency: Proficient understanding of the Machine Learning and Generative AI space, including AI Operations methodologies and tooling.
• Technical Acumen: Innate love of technology and an ability to easily understand and articulate complex technical concepts, coupled with proven coding experience.
• Enterprise Experience: A history of demonstrable success in technical sales or solutions at the enterprise level, specifically in a pre-sales environment for a minimum of 3 years.
• Executive Persuasion: Superior presentation skills with the highest degree of comfort and confidence speaking with and influencing technical and non-technical executives and IT management.
• Coachable & Adaptable: Thrives in ambiguity and is comfortable without a full picture or pre-set determiners, demonstrating a high degree of flexibility and a proactive approach to filling in the blanks.
• Self-Motivated & Initiator: Possesses the autonomy and self-motivation to take ownership of complex sales cycles, proactively seeking out solutions and pushing boundaries ("Hungry") to go above and beyond for the customer and the sales team.
• Empathetic Listener: Strong communication skills paired with an empathetic and non-judgmental approach to listening, ensuring customer needs are deeply understood before solutions are proposed.
• Agility and Audience Awareness: Demonstrates the ability to quickly pivot messaging and materials based on audience needs, creating compelling decks and presentations that resonate with stakeholders at all levels, even in a fast-moving environment.
• Communication & Organization: Clearly convey complex information in a structured, compelling way—both in writing and verbally—while managing multiple priorities, tailoring messages to the audience, and ensuring materials and follow-ups are delivered with accuracy and timeliness.

Responsibilities

• Increase Revenue Velocity: Close a percentage of qualified high-priority sales opportunities by owning the technical win, from initial presentation to final validation, ensuring the prospect's technical requirements and business value needs are fully met by the Fiddler platform.
• Ensure Technical Success in PoCs: Successfully facilitate, scope, and deliver Proof of Concepts, resulting in a clear, documented path for customer production deployment and a final presentation that quantifies Fiddler’s value (e.g., $ savings, % reduction in bias, etc.) for executive stakeholders.
• Drive Advocacy: Cultivate strong, trusted relationships with technical stakeholders, converting them into internal Fiddler advocates and power users who actively champion our platform's adoption within their organizations.
• Influence Product & Market: Deliver product feedback and market intelligence (e.g., competitive gaps, feature requests) to the Product team on a weekly basis, resulting in actionable product updates, while also contributing to our public-facing market publications, documentation, and FAQs.
• Champion & Provide: Effectively develop and deliver tailored presentations and sales materials that clearly communicate Fiddler’s value proposition, adapting content and style to diverse customer audiences in the absence of a defined playbook.

Benefits

• Competitive pay + equity
• Premium health, dental & vision ( 100% premiums covered for employees)
• Unlimited PTO
• 401(k) plan
• Monthly fitness reimbursement
• Paid parental leave
• Lunch provided Mon–Thurs
• Monthly in-office massages
• Annual Caltrain pass
• Fastrak reimbursement

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 51-100 employees