Pre-Sales Solution Architect

About the role

The role is a trusted advisor to network automation teams, closing the technical gap in the deal cycle. You'll lead the technical win across the full pre-sales cycle, from discovery to technical close.

Responsibilities

• Lead the technical win across the full pre-sales cycle: discovery, qualification, solution design, PoC delivery, and technical close, partnered with the field team but driving the technical narrative
• Uncover the real problem beneath the stated problem, identifying where a customer's automation stack is fundamentally broken at the data layer
• Design and build custom PoCs that demonstrate Infrahub solving real infrastructure challenges, not canned demos
• Own the technical relationship with key customer stakeholders from hands-on engineers to Directors of Infrastructure, adapting your message without losing credibility at either end
• Qualify hard and fast: recognise when a prospect isn't a fit, disqualify cleanly, and keep the pipeline healthy rather than full of noise
• Partner with technology alliances: network vendors, systems integrators, automation tooling companies, to build joint solutions and expand our reach through the ecosystem
• Bridge field and product: bring structured customer insight back to engineering and product teams, turning customer pain into roadmap priorities
• Build the technical community through demo content, blog posts, reference architectures, and conference appearances that make OpsMill the authoritative voice in infrastructure automation

Requirements

7+ years in a pre-sales, solutions engineering, or field engineering role - quota-contributing or quota-carrying, where your technical output directly influenced commercial outcomes

Genuine infrastructure automation depth: you've built and run production automation for networks, cloud, or data centre environments using tools like Ansible, Nornir, Terraform, or similar

Strong Python skills: you can write clean automation code, review customer implementations, and build PoC integrations that hold up under scrutiny

Proven discovery and qualification instincts: you know how to ask the questions that surface the real problem, and you know when to walk away from a deal that won't close

The ability to work a room: engineers trust you because you know what you're talking about; executives trust you because you make complexity legible

Comfort operating without a playbook: you've been first or second pre-sales engineer into a market, built the motion, and figured things out without someone handing you a script

AI Native - You've moved well beyond asking ChatGPT basic questions and are now doing spec-driven automation code development

Qualifications

Location in US or Canada for timezone alignment with team and customers

Skills

Nice-to-haves include track record influencing six-figure or seven-figure technical decisions in enterprise accounts, experience selling or implementing commercial open-source software, familiarity with graph databases, data modelling, or schema design, network automation background, and active open-source community presence or technical content creation

Benefits

Competitive base salary, equity, and comprehensive benefits including comprehensive health, dental, and vision coverage, flexible PTO, home office setup allowance, professional development budget, and equity in a growing commercial open-source company

Pay

Not specified

Schedule

Remote-first: work from anywhere in the US or Canada

Travel: twice-yearly company offsites, plus regular customer meetings, partner events, and industry conferences (estimated 25–30%)

Work authorisation: must be authorised to work in your country of residence