exa - Solutions Architect, EMEA
Requirements
• Several years of hands-on programming experience. You can build compelling demos, implement POCs end to end, and design and run rigorous evals in head-to-head competitive scenarios • 2+ years of hands-on presales or technical sales experience, ideally at an AI-native or developer-first company. You've owned the technical side of deals, run discovery and demos with technical buyers, and helped carry opportunities to close • Strong communication skills: you can adapt your pitch to CTOs, engineers, and PMs alike, and explain complex technology simply • Track record of high performance in demanding environments, whether that's a top CS program, a competitive sport, a startup, or something else entirely • High tolerance for context-switching, ambiguity, and sustained intensity • Willingness to travel as needed for customer meetings and workshops • YOU MIGHT EXCEL IF YOU... • Have worked as a solutions architect, solutions engineer, or sales engineer at a developer-tools, API, or AI company • Have built with LLMs, RAG, or agents and can talk credibly about retrieval and search quality • Have helped close revenue or driven commercial outcomes at a previous company • Thrive in early-stage environments where your job description changes monthly • Love the moment a prospect sees a demo and gets it • Care deeply about the problem of organizing the world's knowledge and making it accessible to machines • This is an in-person opportunity in London.
Responsibilities
• Lead the technical side of new opportunities alongside Account Executives, from first call through technical win • Run discovery to understand a prospect's use case, architecture, data needs, and success criteria, and qualify where Exa fits • Build and deliver tailored demos, sample apps, and prototypes that show what Exa can do on the prospect's own problem • Design and run workshops and POCs with clear success criteria, timelines, and evaluation plans, then drive them to a decision • Win technical evaluations by benchmarking Exa on quality, latency, and cost, and making a clear case against alternatives • Handle technical objections and answer security, compliance, and architecture questions • Bring in Forward Deployed Engineers as specialists when a deal needs deeper expertise, and run a clean handoff to them after close • Feed market signal back to Product: what prospects ask for, where we lose, and what would help us win • Build reusable pre-sales assets such as demo environments, reference architectures, and evaluation playbooks
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