Senior Solutions Architect

Job Overview

As one of the first technical representatives for this new platform, you will lead discovery, solution architecture, technical workshops, demonstrations, proofs of value, and integration work with early customers.

You will operate within a focused go-to-market team while serving as a bridge between customers, Sales, Product, and Engineering. Customer feedback and workflow challenges gathered through these engagements will directly influence product development, technical positioning, and the broader sales motion.

Key Responsibilities

• Own technical relationships with early design partners and prospective customers.
• Lead technical discovery and solution design to help convert early interest into long-term product adoption.
• Understand customer development workflows, infrastructure requirements, technical constraints, and desired outcomes.
• Translate customer feedback and workflow gaps into structured insights for Product and Engineering teams.
• Partner with Sales to develop positioning, qualification criteria, demo narratives, competitive framing, and other elements of the go-to-market playbook.
• Build and maintain technical demonstration environments.
• Create reference architectures, integration prototypes, sample code, and other technical assets that demonstrate product capabilities.
• Deliver tailored technical workshops and executive briefings.
• Address complex architectural questions, security concerns, and detailed technical requirements from prospective customers.
• Act as a technical peer to senior engineers, engineering leaders, and executives evaluating the platform.
• Help establish reusable technical processes and sales assets that can later be transferred to the broader Customer Solutions and Sales organizations.
• Support the development of repeatable technical foundations that allow future Solutions Engineers to ramp more quickly.

Required Qualifications

• 84+ months of experience in Solutions Engineering or Solutions Architecture within a developer tools, platform, or infrastructure company.
• Track record of contributing to or co-owning revenue outcomes through technical sales engagements.
• Hands-on ability to write code and scripts for integrations, demonstrations, and technical prototypes.
• Strong understanding of cloud infrastructure.
• Experience with containerization technologies and modern deployment environments.
• Knowledge of CI/CD systems and software delivery workflows.
• Deep understanding of how AI is changing the software development lifecycle.
• Hands-on experience building with AI agents.
• Understanding of prompt optimization and agentic development workflows.
• Ability to operate effectively in ambiguous environments where established processes and playbooks may not yet exist.
• Strong technical storytelling, demonstration, and presentation skills.
• Ability to translate emerging technical capabilities into meaningful outcomes for developer and engineering audiences.
• Advanced project-management skills with the ability to manage multiple high-priority design partners and internal stakeholders simultaneously.
• Ability to operate independently while collaborating closely across teams.
• Legal authorization to work in the United States or Canada without visa sponsorship.

Preferred Qualifications

• Identification with Level 5 or higher on Steve Yegge’s eight levels of AI adoption.
• Previous experience launching a completely new product or product category from the ground up.

Technical Areas of Focus

• AI-native software development.
• AI agents and agentic engineering workflows.
• Prompt optimization.
• Cloud architecture.
• Containerization.
• CI/CD.
• Technical integrations.
• Reference architectures.
• Demo environments and prototypes.
• Developer tools and infrastructure platforms.

Core Areas of Focus

• Technical presales and solutions architecture.
• Early customer acquisition.
• Design partner relationships.
• Technical discovery.
• Proofs of value.
• Go-to-market strategy.
• Customer-to-product feedback loops.
• Technical workshops and demonstrations.
• Sales enablement.
• AI-native developer workflows.

Benefits

• Flexible paid time off.
• Comprehensive healthcare coverage in the United States and Canada.
• Company stock options.
• Professional development budget.
• Office equipment budget.
• Wellness budget.
• Annual team gatherings.
• Internet reimbursement.
• Inclusive parental leave.
• Remote work travel program.

Work Arrangement

This is a fully remote opportunity available to candidates located in Canada or the United States. Upsun operates with a globally distributed workforce spanning more than 30 countries.

Visa sponsorship is not available for this role, so applicants must already be legally authorized to work in the United States or Canada.

Hiring Process

• 45-minute video interview with Talent Acquisition.
• 60-minute interview with the Senior Director of Customer Solutions.
• 60-minute interview with the Field CTO.
• 60-minute executive interview with the CRO.
• Background check for successful candidates.