Sr. Solutions Engineer

Job description

As a **Senior Solutions Engineer** at vCluster, you aren't just giving product demos; you are the technical architect of our enterprise customers' success. Sitting at the high-stakes intersection of Sales and Engineering, you will be a key contributor to our market dominance by leading the "Technical Win" for our most complex, multi-stakeholder deals as we define the Kubernetes virtualization category. ### **Your Role and Impact:** - **Complex Opportunity Leadership:** Own the technical strategy for large-scale enterprise engagements. You will partner with Account Executives to navigate highly regulated industries, developing tailored narratives that solve deep-seated compliance, security, and operational concerns. - **Business Value Engineering:** Move beyond features to build formal **Business Value Assessments (BVAs)**. You will connect vCluster’s unique capabilities to quantifiable outcomes—linking infrastructure consolidation to actual cost savings, risk reduction, and developer velocity. - **AI Literacy & Augmentation:** Naturally integrate AI-native workflows to automate discovery documentation, brainstorm complex multi-tenant architecture diagrams, and accelerate GTM delivery. You will use LLMs to analyze customer requirements and extract high-value technical insights while maintaining a "human-in-the-loop" approach to ensure architectural accuracy. - **Mentorship & Process Contribution:** Act as a force multiplier for the SE organization. You will coach Associate and Intermediate SEs, identify gaps in our qualification frameworks (e.g., MEDDPICC), and design the PoV templates that scale our effectiveness. - **The Voice of the Customer:** Represent field observations directly to Product and Engineering. You will influence the product roadmap by translating enterprise customer pain into high-fidelity technical requirements. ### **This Role is a Fit for You If:** - **Proven Experience:** You have **at least 6 years of experience** in a pre-sales or solutions engineering role, with a track record of positioning complex infrastructure or platform solutions to enterprise-level buyers. - **Kubernetes Mastery:** You have **at least 3 years of hands-on experience** within the Kubernetes ecosystem. You understand the nuances of control planes, namespaces, and cluster API, and you can explain the trade-offs between legacy multi-tenancy and virtualization. - **Cognitive Flexibility:** You are an open-minded professional—willing to abandon legacy "spray-and-pray" demo tactics in favor of data-driven, highly targeted consultative selling. - **Strategic Thinking:** You don't just follow a process; you anticipate market trends and identify complex entry points within the Fortune 2000. ### **Bonus Points For:** - **Technical Credibility:** A **CKA or CKAD certification** and active participation in the CNCF community or open-source ecosystem. - **Regulated Industry Expertise:** Deep experience navigating the technical hurdles of Financial Services, Healthcare, or Public Sector environments. - **Modern Growth Mindset:** You thrive in environments that reject "manual" sales methods and prefer a modern stack where you can solve the revenue puzzle through automation, AI-driven discovery, and technical excellence. ## **About vCluster Labs** We're the #1 platform for AI infrastructure, trusted by the world's fastest-growing AI cloud builders. We're a venture-backed startup that's raised over $28M from top-tier investors including Khosla Ventures (first investor in OpenAI, GitLab, Stripe, and DoorDash), and we're in a hyper-growth phase looking for motivated people to join our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe with a remote-first culture. We give AI Cloud providers and AI factories a hyperscaler-like experience on their own GPU infrastructure. Our platform runs the full stack an operator needs, from bare metal provisioning and node lifecycle management up through managed Kubernetes, Slurm, Ray, and inference clusters, so they can turn raw GPUs into cluster products they can sell in days instead of spending 12+ months building it themselves. Today we power over 100,000 GPUs and 1 million CPUs across 50+ AI clouds and Fortune 500 companies, backed by a team of 40+ infrastructure engineers who build alongside our customers rather than just shipping them software. We're the company behind vCluster, the open source technology for tenant isolation on Kubernetes, with 11,000+ GitHub stars and 40M+ tenant clusters created since 2021. Open source is part of our DNA. At KubeCon North America 2025, we launched our Infrastructure Tenancy Platform for AI, a Kubernetes-native framework built for running AI, ML, and GPU-intensive workloads anywhere, with an NVIDIA-validated reference architecture for DGX systems. **Benefits** We offer the following benefits: - **Competitive Salary**: We offer a competitive compensation package, including equity. - **Platinum-Level Insurance**: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country). - **Flexible Working Schedule:** You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day. - **Workplace Flexibility:** We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way. ## ## **Culture & Values** At vCluster Labs, we value and stand for: 1. **Make it Happen:** We have a relentless bias for action and the grit to push through obstacles. We do whatever it takes to figure it out, put in the work, and ruthlessly prioritize the actions that drive measurable impact for the business. 2. **Own the Outcome:** We understand that our responsibility doesn't end when a task is checked off; it ends when the value is delivered. We connect our daily individual actions to the broader success of the company and our customers. 3. **Create Wow:** We measure success by the experience we generate, both inside and outside the company. For our customers, this means impressive speed and intuitive experiences. For our team, this means going the extra mile to support one another and to continuously drive each other to new heights. 4. **Open Source, Open Mind:** We are actively contributing to and maintaining open-source projects. Internally, we foster meritocracy — the strongest ideas win, no matter who or where they come from. 5. **Build Tomorrow’s Standards, Intentionally:** We don't just ship software; we define the state-of-the-art of tomorrow. We are fearless in tearing down old approaches to build something better, but we are disciplined in how we do it because we know our users rely on our technology to run mission-critical infrastructure platforms.