Sales Engineer

📋 Description

• • Fastino AI Inc. is seeking a highly motivated and technically adept Sales Engineer to join our dynamic team in the San Francisco Bay Area. This full-time, hybrid role, based in Palo Alto, reports directly to the Founders and is pivotal in bridging the gap between our cutting-edge AI technology and our prospective clients. As a Sales Engineer, you will be instrumental in demonstrating the tangible business value of Fastino's advanced Large Language Models (LLMs) to potential customers, ensuring they understand and can leverage our solutions for their unique challenges. You will operate at the critical nexus of sales, engineering, and pioneering AI research, guiding prospects through the evaluation of our technology and mapping out a clear, actionable path towards successful production deployment. This is an exceptional opportunity to contribute to a company that is at the forefront of AI innovation, with a mission to develop specialized, efficient AI models that are already making waves in the industry.
• • In this role, you will be the technical cornerstone of our sales process, working hand-in-hand with Account Executives. Your primary responsibility will be to own the technical win from the initial engagement through to the successful close of a deal. This involves conducting in-depth discovery sessions with senior technical and business stakeholders to meticulously uncover their pain points, thoroughly qualify opportunities, and pinpoint high-impact use cases where Fastino's AI can deliver significant value. You will be responsible for leading compelling technical demonstrations, architecting and building custom Proofs of Concept (POCs), and meticulously scoping evaluations that are precisely aligned with each customer's defined success criteria. Your expertise will be crucial in recommending optimal system architectures, providing expert advice on model fine-tuning strategies, and guiding customers on effective deployment and evaluation approaches tailored to their existing technology stacks.
• • A significant part of your day-to-day will involve responding to Requests for Proposals (RFPs), addressing complex security questionnaires, and fulfilling technical deep-dive requests. You will serve as the primary point of contact for initial inquiries regarding security, privacy, and compliance, escalating more intricate requirements to the appropriate internal teams as needed. You will collaborate closely with customer engineering teams, not only to demonstrate the immediate value of our solutions but also to recommend robust architectural patterns and provide the necessary guidance to help them kickstart their implementation using Fastino's models and APIs. To support these efforts, you will be tasked with building and maintaining a suite of essential resources, including sophisticated demo environments, comprehensive reference architectures, illustrative sample code, and detailed FAQs, all derived from the recurring patterns and insights gained across numerous customer engagements.
• • Furthermore, you will cultivate strong, trusting relationships with customers throughout their evaluation and validation phases. Upon successful technical validation, you will ensure a seamless and clean handoff to our post-sales teams as customers transition to production environments. Beyond direct customer interaction, you will act as the vital conduit for customer feedback, representing the voice of the customer internally. By diligently surfacing field feedback and identifying emerging patterns across various accounts, you will play a key role in influencing Fastino's product roadmap and feature prioritization by working collaboratively with our product and engineering departments. This feedback loop is essential for ensuring our technology continues to evolve and meet the ever-changing needs of the market.
• • Fastino AI Inc. is a rapidly growing startup with significant backing, having raised $25M in seed funding from prominent investors such as Microsoft, Khosla Ventures, Insight Partners, and key figures from the tech industry like the GitHub CEO and Docker CEO. Our open-source GLiNER models have achieved widespread adoption, with over 5 million downloads and usage by industry leaders like NVIDIA, Meta, and Airbnb. Our team comprises exceptional talent from prestigious institutions and companies including Google Research, Apple, Stanford, and Cambridge, united by a shared passion for advancing AI. Joining Fastino means becoming part of a mission-driven organization that values innovation, collaboration, and customer success.
• • In this role, you will have unparalleled opportunities for professional growth and learning. You will gain deep, hands-on experience with state-of-the-art LLMs and AI technologies, working alongside world-class researchers and engineers. You will develop a sophisticated understanding of enterprise sales cycles, customer solutioning, and the practical application of AI in diverse business contexts. The ability to influence product development based on real-world customer feedback will hone your strategic thinking and communication skills. Ultimately, this position offers the chance to significantly impact the trajectory of a leading AI company while advancing your career at the forefront of technological innovation.