Principal, AI Deployment Strategist, FDE

Description

The company's Applied AI Forward Deployed Engineering team sits at the front line of its shift to AI-native products, working on large agentic engagements with Fortune 500 customers.

The team turns unclear business problems into production-ready agentic builds with C-suite buyers, aiming at revenue, cost and customer experience gains.

This role sets how the FDE organization places its people across engagements, global capacity, and the GTM, sales and product relationships.

The team also feeds signals from customer work back into the product ecosystem and keeps delivery quality intact as it grows.

Responsibilities

• Decide how FDE resources are allocated against the highest-value customer, product and market opportunities, working with regional leaders, Geo Presidents and SVP-level GTM leaders.
• Set the investment thesis that places FDE in the strongest customer, product and GTM moments, and make global trade-offs across regions, portfolios and strategic accounts.
• Approve only engagements tied to a clear strategic goal or commercial result such as a renewal, net-new ACV or a major product expansion, and set approval criteria that stand up to CFO review.
• Lock scope, success criteria and target outcome before work begins, then track each engagement to its result.
• Measure renewals, net-new ACV, consumption and expansion per FDE-week by engagement type, region and industry, confirm each value case covers its cost to serve, and use the results to decide where to deploy next and when to add headcount or partner capacity.
• Shorten the path from use case identification to defined value, token-aligned scope and executive sign-off, and build a repeatable playbook that applies across all regions and industries.
• Own emerging initiatives such as agentic use cases, GTM motions, industry verticals and platform capabilities, decide when to scale, gather more signal or archive them, and build the scale paths.
• Set up and manage the partner model with tier-1 system integrators and specialist partners, including vetting standards, engagement model and guardrails that hold them to FDE brand and quality standards.
• Present FDE impact at the highest levels, including board narratives, analyst events, C-suite reviews and marquee customer references, linking deployment and build outcomes to the wider story.
• Track field signals in real time, shift the team toward what is working, stop what is not, and resolve the highest-leverage deployment decision each week.

Requirements

• 12+ years of experience in AI GTM, applied AI or technical solutioning, management consulting, or strategic delivery in a Fortune 500 setting.
• A record of personally owning complex, multi-stakeholder GTM and deployment decisions with C-suite and senior executives.
• Working fluency in agentic AI, LLM-based systems or applied AI builds, with enough technical depth to challenge scope, review architecture and engage customer and internal engineering leaders.
• Experience designing and scaling commercial frameworks, capacity models or allocation approaches that have passed CFO and procurement review.
• A history of running portfolios or programs larger than your own direct reach, with resource decisions that moved results across a region or function.
• The judgment to pick which deployment decision deserves your time this quarter and the drive to act on it without waiting for instructions.

Conditions

Base pay for this location is $221,200 to $387,100, plus equity where applicable, variable or incentive pay, and benefits; sales roles generally include an On Target Earnings incentive structure.

The base pay shown is a guideline; total compensation depends on qualifications, skill level, competencies and work location, and compensation is set by the geographic location of the role and may change.

Work persona is flexible, remote or required in office, assigned by the nature of the work and work location; eligibility may be checked by measuring the distance from your home to the nearest office with a third-party service.

The company is an equal-opportunity employer.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) plan with company match and an employee stock purchase plan.
• Matching donations, flexible time away and family leave programs.