Senior Solutions Engineer

About the role

You will research and analyze detailed prospect pain points, specific use cases, distinct roles, and overarching business objectives for AI-driven initiatives. You will champion the technical positioning of NetBox Labs products during engagements with AI customers, educating prospects and users on how NetBox Labs solutions align with the evolving AI landscape. You will run technical product demonstrations and proofs of concept that vividly illustrate product capabilities and value. You will apply superior communication skills to articulate the value proposition of NetBox Labs solutions, generating genuine curiosity and deep interest from technical stakeholders. You will translate complex technical aspects of an environment and product solution into "big picture" value statements and a "technical win" strategy in close collaboration with Sales leadership. You will pre-qualify prospects through a mix of inbound engagement and strategic outbound campaigns utilizing email, phone, and social platforms. You will build a robust revenue pipeline by securing first meetings with qualified users and senior decision makers within target accounts. You will work aggressively in a fast-paced environment with the initiative to own your pipeline, exceed demanding goals, and drive results. You will maintain meticulously accurate prospect data within Hubspot, our CRM, ensuring insights are current and actionable for the team.

Key facts

What you'll do

• Conduct in-depth research to uncover prospect infrastructure, current toolchains, and specific network automation or observability challenges.
• Perform technical discovery sessions to map customer environments, identifying integration points and potential friction with AI/ML workflows.
• Champion NetBox Labs product narratives during live engagements, focusing on how the platform supports AI data center requirements.
• Translate technical product features into business outcomes, emphasizing time-to-value, operational efficiency, and risk reduction for AI initiatives.
• Design and execute live product demonstrations that highlight scalability, reliability, and security for AI/ML platform stakeholders.
• Build and maintain a multi-threaded sales strategy that targets technical influencers and economic buyers across network and AI teams.
• Utilize outbound prospecting techniques to identify hidden opportunities and activate dormant accounts in the AI/ML space.
• Collaborate with marketing to refine and test pipeline generation campaigns aimed at AI companies and infrastructure teams.
• Track and analyze engagement metrics, conversion rates, and feedback to iterate on messaging and demonstration approaches.
• Represent NetBox Labs in competitive deal reviews, articulating distinct differentiators against alternative network management platforms.
• Serve as a technical consultant to internal stakeholders, translating market feedback into product improvement suggestions.
• Maintain precise and up-to-date records of all customer interactions, decisions, and next steps in Hubspot to support forecasting.
• Partner with Solutions Engineers across the team to standardize best practices for technical outreach and opportunity progression.
• Identify expansion opportunities within existing customer portfolios, driving upsell and advocacy for NetBox Labs solutions.

Requirements

• Possess 4-5 years of experience selling enterprise SaaS or Open Source SaaS offerings specifically to AI companies and customers pursuing AI solutions.
• Bring 2+ years of experience thriving in a fast-paced startup environment where ambiguity and rapid change are constants.
• Demonstrate a passion for technology with the ability to break down complex and highly technical subjects into clear, compelling narratives.
• Exhibit superior listening, communication, and presentation skills, with mastery of both verbal and written forms.
• Show strong time and project management skills, with the proven ability to work autonomously and deliver consistent results.
• Display energy, tenacity, and persistence, ensuring that you get the job done even in the face of complex procurement processes.
• Have familiarity working with Hubspot, Salesloft, LinkedIn Navigator, and similar outreach and engagement platforms.
• Have familiarity with infrastructure commonly used in AI/ML applications, including but not limited to NVIDIA GPUs and related compute fabrics.
• Have familiarity with AI/ML workloads, encompassing both training and inference pipelines in production environments.
• Have familiarity with how Kubernetes (k8s) orchestration fits into AI/ML workloads and deployment strategies.
• Have familiarity with NetBox, network engineering, and network automation use cases, including practices involving Python, Ansible, and similar automation tools.
• Have familiarity with how AI technologies can align with and transform enterprise IT operations and network strategies.
• Be based in a time zone compatible with US West Coast working hours to enable real-time collaboration.
• Be eligible to work in the United States without sponsorship, as the role requires domestic employment authorization.

Nice to have

• Experience selling solutions into highly regulated industries where compliance and auditability are critical concerns.
• Background working with observability, monitoring, and telemetry platforms in large-scale distributed environments.
• Prior exposure to open source project communities and the dynamics of commercializing open source software.
• Experience with change management and adoption strategies for technology transformations in enterprise settings.
• Familiarity with security and compliance frameworks relevant to network and infrastructure operations.

Practical notes

No additional hours, travel, visa, or deadline information is provided for this role.