Senior Solutions Engineer (Pre-Sales)(Remote or Hybrid)

Our Purpose

At Fiddler we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy and transparent AI solutions.

Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices which in turn builds trust with their user base. AI Engineers Data Science and business teams use Fiddler AI to monitor evaluate secure analyze and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the what why and how behind AI outcomes.

Our Founders

Fiddler AI is founded by Krishna Gade (engineering leader at Facebook Pinterest Twitter and Microsoft) and Amit Paka (product leader at Microsoft Samsung Paypal and two-time founder). We are backed by Insight Partners Lightspeed Venture Partners and Lux Capital.

Why Join Us

Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers thinkers creators builders and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer.

Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades including: 2022 a16z Data50 list 2021 CB Insights AI 100 most promising startups 2020 WEF Technology Pioneer 2020 Forbes AI 50 most promising startups of 2020 and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team you will help pave the way in the AI Observability space.

This position will operate on Pacific/Mountain Time Zones

The Mission:

As a Senior Solutions Engineer youll be the trusted advisor who champions Fiddlers value showing customers not just what we do but why it matters. You will be an essential technical bridge between our innovative AI platform and the needs of our enterprise customers. You will directly contribute to accelerating our revenue growth by building and proving the technical and business value of Fiddler AI in high-stakes sales engagements.

About The Team:

Joining Fiddler means getting to be an industry trailblazer in a rapidly innovating AI/ML industry. We value high trust autonomy and continuous learning. Were a highly collaborative supportive group always ready to jump in to help a teammate scope a complex Proof of Concept (PoC) or strategize on a challenging sales cycle. Our team culture is built on a shared sense of mission and startup grit. We treat every challenge as a learning opportunity and thrive on adaptability. Our team is spread throughout the U.S. and India and we practically have PhDs in Zoom and are fluent in Slack. Good news: your pandemic mic and lighting setup wont go to waste here.

What Youll Do:

1. Increase Revenue Velocity: Close a percentage of qualified high-priority sales opportunities by owning the technical win from initial presentation to final validation ensuring the prospects technical requirements and business value needs are fully met by the Fiddler platform.

2. Ensure Technical Success in PoCs: Successfully facilitate scope and deliver Proof of Concepts resulting in a clear documented path for customer production deployment and a final presentation that quantifies Fiddlers value (e.g. $ savings % reduction in bias etc.) for executive stakeholders.

3. Drive Advocacy: Cultivate strong trusted relationships with technical stakeholders converting them into internal Fiddler advocates and power users who actively champion our platforms adoption within their organizations.

4. Influence Product & Market: Deliver product feedback and market intelligence (e.g. competitive gaps feature requests) to the Product team on a weekly basis resulting in actionable product updates while also contributing to our public-facing market publications documentation and FAQs.

5. Champion & Provide: Effectively develop and deliver tailored presentations and sales materials that clearly communicate Fiddlers value proposition adapting content and style to diverse customer audiences in the absence of a defined playbook.

What Were Looking For:

We are looking for someone who brings a blend of technical depth exceptional evangelism organization and relentless drive.

Technical & Domain Skills

• Domain Proficiency: Proficient understanding of the Machine Learning and Generative AI space including AI Operations methodologies and tooling.

• Technical Acumen: Innate love of technology and an ability to easily understand and articulate complex technical concepts coupled with proven coding experience.

• Enterprise Experience: A history of demonstrable success in technical sales or solutions at the enterprise level specifically in a pre-sales environment for a minimum of 3 years.

Behavior & Communication Skills

• Executive Persuasion: Superior presentation skills with the highest degree of comfort and confidence speaking with and influencing technical and non-technical executives and IT management.

• Coachable & Adaptable: Thrives in ambiguity and is comfortable without a full picture or pre-set determiners demonstrating a high degree of flexibility and a proactive approach to filling in the blanks.

• Self-Motivated & Initiator: Possesses the autonomy and self-motivation to take ownership of complex sales cycles proactively seeking out solutions and pushing boundaries (Hungry) to go above and beyond for the customer and the sales team.

• Empathetic Listener: Strong communication skills paired with an empathetic and non-judgmental approach to listening ensuring customer needs are deeply understood before solutions are proposed.

• Agility and Audience Awareness: Demonstrates the ability to quickly pivot messaging and materials based on audience needs creating compelling decks and presentations that resonate with stakeholders at all levels even in a fast-moving environment.

• Communication & Organization: Clearly convey complex information in a structured compelling wayboth in writing and verballywhile managing multiple priorities tailoring messages to the audience and ensuring materials and follow-ups are delivered with accuracy and timeliness.

Compensation:

Base salary range for this role vary based on location experience and qualifications:

• San Francisco New York City & Seattle: $190000-$225000 OTE

  • This role is hybrid for Bay Area candidates requiring 23 days per week onsite in our Palo Alto office

• Other U.S. Locations: $165000-$200000 OTE

Benefits & Perks

• Competitive pay equity

• Premium health dental & vision (100% premiums covered for employees)

• Unlimited PTO

• 401(k) plan

• Monthly fitness reimbursement

• Paid parental leave

Palo Alto HQ Vibes

• Lunch provided MonThurs

• Monthly in-office massages

• Annual Caltrain pass

• Fastrak reimbursement

The posted range represents the expected salary range for this job requisition and does not include any other potential components of the compensation package and perks previously outlined. Ultimately in determining pay well consider your experience leveling location and other job-related factors.

Fiddler is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require special accommodations in order to complete the interviews or perform job duties please inform the recruiter at the beginning of the process.

Beware of job scam fraud. Our recruiters use @ email addresses the US we do not conduct interviews via text or instant message or ask for sensitive personal information such as bank account or social security numbers.

Required Experience:

Senior IC