VP of Solution Engineering

About the role

Lightning AI is seeking an experienced senior leader to build, develop, and oversee our technical field organization. In this role, you will be responsible for designing and executing strategies to win and expand strategic customer accounts, ensuring alignment between complex AI infrastructure solutions and enterprise business requirements. You will lead a team of solutions engineers and technical specialists, providing guidance and mentorship while working closely with sales, product, and engineering teams to drive growth and customer success. The ideal candidate will have a strong background in AI infrastructure, enterprise solutions, and technical leadership, with a proven ability to manage high-performing teams in a fast-paced environment.

Key facts

What you'll do

• Lead the expansion of the Solutions Engineering team across various functions including enterprise, strategic accounts, channel partners, and technical specialists, ensuring the team's growth aligns with company objectives.
• Develop and implement technical sales strategies, including designing architecture solutions, executing product demonstrations, managing proof-of-concept (POC) processes, and engaging with senior executives to align technical solutions with business goals.
• Collaborate closely with Sales leadership to improve deal velocity, increase win rates, and enhance forecast accuracy through strategic planning and operational improvements.
• Create and maintain a standardized field playbook that covers AI infrastructure deployment, machine learning workflows, security reviews, and best practices for technical evaluations.
• Recruit, hire, and mentor ML Solutions Engineers, Solutions Engineers, and other technical leaders in the field, fostering a high-performance culture focused on technical excellence and customer success.
• Serve as a primary technical representative and trusted advisor for CTOs, Heads of AI, infrastructure leaders, and other senior technical stakeholders at customer organizations.
• Partner with Product and Engineering teams to gather field feedback, identify product gaps, and influence the product roadmap to better meet customer needs.
• Establish clear metrics and operational routines, including regular review cadences, to monitor team performance, deal progress, and customer engagement effectiveness.
• Support the development of technical content, including case studies, white papers, and technical presentations, to enable the sales team and educate customers.
• Drive initiatives to improve technical pre-sales processes, including demo quality, technical documentation, and evaluation methodologies.
• Foster a collaborative environment across sales, product, engineering, and customer success teams to ensure alignment and shared goals.
• Represent Lightning AI at industry events, conferences, and customer meetings to promote the company's technical capabilities and thought leadership.

Requirements

• Over 12 years of experience in solutions engineering, field engineering, technical pre-sales, or ML infrastructure leadership roles.
• At least 5 years of experience managing and scaling high-performing technical field teams, with a track record of building successful organizations.
• Demonstrated success in managing complex enterprise evaluation cycles, including navigating technical buying committees and executive decision-makers.
• Strong ability to translate advanced AI and platform architecture concepts into clear, compelling presentations for senior business stakeholders.
• Proven experience working cross-functionally with Sales, Product, Marketing, and Customer Success teams to drive technical initiatives and customer engagement.
• Exceptional talent in recruiting, coaching, and developing technical staff, with a focus on continuous improvement and high accountability.
• Disciplined approach to forecasting, pipeline management, and performance measurement, ensuring predictable and scalable growth.
• Ability to thrive in a fast-paced startup environment, adapting quickly to changing priorities and customer needs.
• Excellent communication and interpersonal skills, capable of building trust with both technical and non-technical audiences.
• Strong problem-solving skills and a strategic mindset, with a focus on delivering measurable results.

Nice to have

• Background in AI infrastructure, MLOps, cloud infrastructure, GPUs, or high-performance computing environments.
• Experience scaling a solutions organization during rapid growth phases or category creation efforts.
• Hands-on technical experience in software engineering, ML engineering, or data systems, providing credibility with technical teams and customers.
• Experience supporting both direct enterprise sales and partner/channel sales motions, understanding the nuances of each approach.
• Familiarity with industry standards and best practices related to AI security, compliance, and governance.
• Knowledge of relevant ITAR regulations and experience working with sensitive or classified AI projects.

Skills & tools

• AI/ML Infrastructure expertise
• Enterprise Pre-sales Strategy development
• Technical Leadership and Team Building
• POC and Demo Methodology
• Cross-functional Go-To-Market (GTM) Execution
• Customer Engagement and Technical Advisory
• Solution Architecture Design
• Security and Compliance Review Processes

Practical notes

Total rewards for this role include a discretionary bonus, equity in the form of RSUs, and a comprehensive benefits package. The benefits encompass medical, dental, and vision coverage, along with 401(k) matching. Lightning AI offers unlimited paid time off, paid parental leave, a professional development allowance, wellness stipends, and a four-week paid sabbatical after four years of service. The company provides complimentary in-office meals to support employee well-being and foster a collaborative environment. This on-site role is based in New York, New York, and requires physical presence at the office. The company values diversity and is committed to creating an inclusive environment for all employees.