Solutions Architect, EMEA

Description

The company is building a search engine for AI systems. Its Search API is already used by agent builders, large enterprises and AI labs, and it aims to replace search methods that have not changed since the 1990s.

The company raised a $250M Series C led by a16z, with existing investors Benchmark, Lightspeed and YC also participating. The round puts its valuation at $2.2 billion.

The team is about 100 people, mostly based in San Francisco. Members come from Harvard, MIT, Meta, Google Research, earlier startups and those who left university early.

This role sits in the presales function. You will work with prospects from the first call until the technical win, showing what the product can do and proving it fits their use case. You will work with Account Executives on new accounts and opportunities, and success is measured by technical wins, proof of concept conversion and pipeline speed. You will cover EMEA accounts from the London office.

Responsibilities

• Lead the technical side of new opportunities with Account Executives, from the first call to the technical win.
• Run discovery to learn a prospect's use case, architecture, data needs and success criteria, and decide whether the company is a good fit.
• Build demos, sample apps and prototypes that show the company solving the prospect's own problem.
• Design and run workshops and proofs of concept with clear success criteria, timelines and evaluation plans, and push them toward a decision.
• Run head-to-head technical evaluations comparing quality, latency and cost, and make the case against alternatives.
• Answer technical objections and questions about security, compliance and architecture.
• Bring in Forward Deployed Engineers for deeper specialist work, and hand over cleanly after close.
• Pass market feedback to Product, covering what prospects request, where deals are lost and what would help win them.
• Build reusable pre-sales assets such as demo environments, reference architectures and evaluation playbooks.

Requirements

• Several years of hands-on programming experience, including building demos, delivering proofs of concept end to end, and designing rigorous evaluations for competitive comparisons.
• At least 2 years of hands-on presales or technical sales experience, ideally at an AI-native or developer-first company, where you owned the technical side of deals and ran discovery and demos with technical buyers.
• Strong communication skills, with the ability to tailor your message to CTOs, engineers and product managers and explain complex technology in simple terms.
• A record of high performance in demanding settings, such as a strong computer science program, competitive sport, a startup or another challenging environment.
• Comfort with frequent context switching, ambiguity and sustained pressure.
• Willingness to travel as needed for customer meetings and workshops.
• Nice to have: experience as a solutions architect, solutions engineer or sales engineer at a developer tools, API or AI company.
• Nice to have: experience building with LLMs, RAG or agents, and a credible understanding of retrieval and search quality.
• Nice to have: experience helping close revenue or driving commercial results at a past company.
• Nice to have: enjoyment of early-stage environments where the role changes often.
• Nice to have: enjoyment of the moment a prospect sees a demo and understands it.
• Nice to have: interest in organizing the world's knowledge and making it usable by machines.

Conditions

This is an in-person role based in London.

Equal opportunity statement omitted.