Senior Solution Architect

TL;DR

Senior Solution Architect (Observability): Own technical sales motion for mid-market to enterprise accounts, leading discovery, solution design, POCs, and competitive evaluations with an accent on connecting platform to engineering priorities. Focus on driving technical wins, translating complex environments into architectures, and leveraging AI tools for efficient workflows.

Remote - United States

Base Salary $130,000 - $152,950 USD (OTE $185,500 - $218,500)

Company

Observability platform working with companies like Slack and Vanguard, post-Series D with 200+ team, named to Forbes’ America’s Best Startups.

What you will do

• Own technical sales for AMER accounts, partnering with sales to drive deals.
• Lead discovery, solution design, POCs, and competitive evaluations.
• Engage engineering leaders on observability best practices and AI workflows.
• Instrument applications, troubleshoot blockers, and prove outcomes hands-on.
• Build demos, workshops, reference architectures, and contribute to GTM strategy.
• Share field insights to shape product roadmap and onboard team members.

Requirements

• 5+ years pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS for enterprise/mid-market.
• Track record winning competitive deals with technical buyers.
• Experience with developer, platform, SRE organizations; fluency in cloud, Kubernetes, distributed systems, observability, OpenTelemetry.
• Hands-on with code, APIs; strong solutioning and executive presence.
• POC ownership end-to-end; collaborative mindset.
• Willingness to travel ~20%; no visa sponsorship.

Nice to have

• Familiarity with MEDDPICC or Command of the Message.

Culture & Benefits

• Fully distributed with trust, autonomy, accountability from Day 1.
• Unlimited PTO, paid sabbatical, 16 weeks parental leave.
• Generous equity, transparent pay levels, full benefits, home office stipend.
• Annual development allowance.