Solutions Engineer

About the Role

As a Sales Engineer (SE), you are the technical front line in our enterprise sales motion. You partner with Account Executives to run discovery, tell the technical story, deliver credible, tailored demos, answer security/architecture questions, and scope high‑signal POCs. Beyond deal support, you’re helping us tell a compelling GTM story at scale. You’ll own a “demo library” that turns successful one‑off demos into reusable assets organized by use case and build bespoke for critical customer calls. You will work with Product and Engineering to understand the latest product advancements and new features, so we can continue to educate prospects on the most innovative ways to leverage our technology.

You’ll work hand-in-hand with Sales, Product, and Engineering to scope solutions, demonstrate capabilities, and act as a trusted advisor to technical stakeholders. This is a highly customer-facing role where you’ll combine deep technical fluency with strong communication skills to drive sales forward.

What You’ll Do

• Technical Discovery & Narrative — Translate pain into solution architecture; frame integration patterns and data flows; whiteboard with senior ICs and execs.
• Demo & Prototype — Build and deliver tailored demos/sandboxes (lightweight, non‑POC builds) that showcase value for logistics use cases (e.g., carrier sales, track & trace, appointment scheduling, shipment exceptions).
• Security & Architecture — Lead security/IT reviews (authN/Z, data privacy, logging, SOC2/ISO posture), and guide customers through questionnaires and diligence.
• POC Scoping — Co‑define success criteria, timeline, and resourcing with AEs and Deployment Strategists; produce clear Statements of Work/Success Plans.
• RFPs & Technical Content — Own the technical sections of RFPs/RFIs; maintain one‑pagers, reference architectures, and FAQ libraries.
• Enablement — Run the Demo Factory: standardize environments, scripts, and sample datasets; coach AEs on high‑level demos.
• Feedback Loop — Capture field signals; partner with Product & FDEs to turn bespoke work into reusable components.
• Industry Fluency — Build strong working knowledge of brokerage, carrier, shipper ops; speak credibly to impact and ROI.

What You’ll Bring

• Strong communication skills and executive presence — comfortable presenting to CXOs.
• Customer-obsessed with a knack for translating technical details into business impact.
• Comfortable building light prototypes: stitching APIs, webhooks, basic data transforms; enough JS/Python/scripting to craft compelling demos.
• Solid grasp of cloud & integration basics: REST/gRPC, OAuth/OIDC, eventing/queues, databases, observability, networking fundamentals.
• Security literacy: enterprise security reviews, data residency, audit logging, least privilege, vendor risk questionnaires.
• Excellent storytelling & whiteboarding skills; can tailor message to VP Ops, CIO, and hands‑on engineers.
• Strong program sense: can turn discovery into a scoped POC with crisp success metrics and resourcing plan.
• Domain curiosity for logistics & supply chain; you don’t need to be an expert, but you want to learn fast.
• Thrives in a startup environment: resourceful, adaptable, and proactive in creating solutions.

Nice to have

• Voice/telephony or contact‑center experience (SIP/SIP proxies, Twilio/Telco), or agentic AI/LLMs in production contexts.
• Prior work with enterprise customers in transportation, warehousing, or manufacturing.
• Experience collaborating with forward‑deployed engineers or professional services.
• Experience in Field Engineering, Solutions Architecture, Pre-Sales, or Consulting for enterprise software.

Why join us?

• Opportunity to work at a high-growth AI startup, backed by top investors.
• Rapidly growing and backed by top investors including a16z, Y Combinator, and Base10.
• Ownership & Autonomy - Take full ownership of projects and ship fast.
• Top-Tier Compensation - Competitive salary + equity in a high-growth startup.
• Comprehensive Benefits - Healthcare, dental, vision coverage.
• Work With the Best - Join a world-class team of engineers and builders.

Our Operating Principles

Extreme Ownership

We take full responsibility for our work, outcomes, and team success. No excuses, no blame-shifting — if something needs fixing, we own it and make it better. This means stepping up, even when it’s not “your job.” If a ball is dropped, we pick it up. If a customer is unhappy, we fix it. If a process is broken, we redesign it. We don’t wait for someone else to solve it — we lead with accountability and expect the same from those around us.

Craftsmanship

Putting care and intention into every task, striving for excellence, and taking deep ownership of the quality and outcome of your work. Craftsmanship means never settling for “just fine.” We sweat the details because details compound. Whether it’s a product feature, an internal doc, or a sales call — we treat it as a reflection of our standards. We aim to deliver jaw-dropping customer experiences by being curious, meticulous, and proud of what we build — even when nobody’s watching.

_We are “majos”

_Be friendly & have fun with your coworkers. Always be genuine & honest, but kind. “Majo” is our way of saying: be a good human. Be approachable, helpful, and warm. We’re building something ambitious, and it’s easier (and more fun) when we enjoy the ride together. We give feedback with kindness, challenge each other with respect, and celebrate wins together without ego.

Urgency with Focus

Create the highest impact in the shortest amount of time. Move fast, but in the right direction. We operate with speed because time is our most limited resource. But speed without focus is chaos. We prioritize ruthlessly, act decisively, and stay aligned. We aim for high leverage: the biggest results from the simplest, smartest actions. We’re running a high-speed marathon — not a sprint with no strategy.

Talent Density and Meritocracy

Hire only people who can raise the average; ‘exceptional performance is the passing grade.’ Ability trumps seniority. We believe the best teams are built on talent density — every hire should raise the bar. We reward contribution, not titles or tenure. We give ownership to those who earn it, and we all hold each other to a high standard. A-players want to work with other A-players — that’s how we win.

First-Principles Thinking

Strip a problem to physics-level facts, ignore industry dogma, rebuild the solution from scratch. We don’t copy-paste solutions. We go back to basics, ask why things are the way they are, and rebuild from the ground up if needed. This mindset pushes us to innovate, challenge stale assumptions, and move faster than incumbents. It’s how we build what others think is impossible.