Enterprise Solutions Engineer

Descripción del empleo

Picture this: an AE walks into the room and introduces you. You do the work to understand the prospect and what it takes to win. You get the deal to a product and technical yes. Then someone else closes it and the win goes on their record, not yours.

Most solutions engineer roles stop at the demo. This one doesn’t. The win is yours.

On our large enterprise deals, solutions engineers are the sales team. The people who know the product best should be the ones asking for the signature and talking price.

This role is for a commercially-minded SE or a highly technical AE. You’ll work large enterprise deals, typically six to seven figures. Prospecting isn’t part of the job: we build the target lists and outreach, and you pick up from the first conversation.

You’d be one of the first hires on this team, working directly with our leadership team.

ABOUT DATALAB

Datalab is an applied research lab in New York. We train our own models to turn documents into data you can verify: scans, dense tables, handwriting, the pages other tools quietly get wrong.

Because we own the models, a customer’s hard problem becomes a roadmap conversation, not a feature request. Our open-source work (Marker, Surya, Chandra) has more than 75,000 GitHub stars. Customers include Anthropic, ElevenLabs, Gamma, Reflection AI and Legora, along with insurers, financial firms and healthcare companies. We deploy anywhere from our API to fully air-gapped on-prem.

We’re a small but mighty, founder-led team that produces the value of a team three times our size. Everyone here builds their own internal tools and automations to get there. You’ll have real influence on how we sell and what we build.

DAY TO DAY

You own the deal. Everything below is yours, with the whole team as backup when you want it.

Own large enterprise opportunities (six to seven figures) from first conversation to signature.
Win the technical evaluation: scope the problem, run the proof of concept and design the deployment, whether API, VPC or on-prem.
Make the business case to the customer’s leadership, not just their engineers.
Own pricing and commercial terms.
Build the internal tools and automations that make you more effective, like everyone at Datalab does.
Bring what you learn back to product and engineering, where you’ll have real say and sway over what we build.

IDEAL CANDIDATE

We care about three things: you’re credible with engineers, you can hold your own with a C-suite or other executives, and you can close.

We’re eager to work with someone who has

Carried large (six- or seven-figure) opportunities to signature, as an AE selling a technical product or as an SE who owned enterprise deals, and can give concrete examples of what you did.
Credibility with engineers. You can read API docs, write a script, debug a deployment, and talk to an ML engineer and a CISO on the same day.
Presence with executives. You can hold your own in a room with a C-suite buyer and make the business case.
A feel for how enterprise deals move: multiple stakeholders, security reviews, procurement, budget cycles.
A drive to win. You’d rather own the outcome than hand it off.
Comfort without a map. Early stage, no playbook. That sounds fun to you.

BONUS POINTS

None of these are required. Each one shortens your ramp.