• Own the technical evaluation components of the sales process for accounts across your assigned territory. • Partner closely with Account Executives to drive technical strategy from first meeting through close and expansion. • Interface with the technical decision makers or influencers in key accounts: VP Engineering, CTO, platform engineering, architecture, DevEx, AppSec, and developers. • Understand how customers build software today: their architecture, SDLC, developer workflows, governance requirements, and what would need to be true for AI to be trusted in their environment. • Articulate the various Tabnine deployment options: SaaS, VPC (AWS, GCP, Azure), on-prem, and fully air-gapped deployments. • Run live demos and POVs that show how the Enterprise Context Engine helps AI tools understand system boundaries, dependencies, architectural patterns, code review signals, and organizational memory, not just the file in front of them. • Define and execute a scalable POV program with clear success criteria tied to things buyers actually care about: first-pass acceptance, review cycles, rework, time to resolution, and policy/compliance coverage. • Help customers understand how Tabnine can improve the tools they already use, instead of forcing a rip-and-replace story. • Track and provide feedback to Product and Engineering on customer usage patterns, deployment blockers, feature requests, and competitive intelligence.

About Us At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. Today, LangChain, LangGraph, LangSmith, and Agent Builder are used by teams shipping real AI products across startups and large enterprises. Millions of developers trust LangChain to power AI teams at companies like Replit, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, and 35% of the Fortune 500. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. About the Team The Deployed Engineering team works directly with companies building and running AI agents in production, helping turn ideas and prototypes into systems teams can rely on. This is a hands-on, highly technical team that partners closely with customer engineers across the full lifecycle, from pre-sales evaluations to post-deployment advisory work. The focus is on achieving the technical win, co-designing agent architectures, and helping customers operate agents reliably at scale using the LangChain suite. Deployed Engineers sit at the intersection of engineering, product, and go-to-market, shaping how LangChain is adopted in the field and feeding real-world insights back into the platform. About the Role The Deployed Engineer…You’ll work on some of the hardest problems in applied AI — not demos, not research, but systems that real teams depend on in production. The feedback loop is fast, the impact is visible, and the work you do directly shapes how AI agents are built in the real world. What You’ll Do - Co-architect and co-build production AI agents with customer engineering teams - Own the technical win in pre-sales by designing POCs, answering deep technical questions, and guiding evaluations - Help customers deploy and operate agent-based applications such as conversational agents, research agents, and multi-step workflows - Advise customers post-sale on architecture, best practices, and roadmap-level decisions - Run technical demos, trainings, and workshops for developer audiences - Surface field feedback and contribute reusable patterns, cookbooks, and example code that scale across customers - Occasionally contribute code upstream when it meaningfully improves customer outcomes What You’ll Bring - 3+ years in a relevant technical role (software engineering, customer engineering, solutions engineering, founding/product engineering), ideally in a startup or scale-up - Strong Python, JavaScript and systems fundamentals - Have designed agent-based or LLM-powered applications beyond simple API calls, including multi-step workflows, orchestration, and failure handling - Are comfortable working directly with customers during POCs, architecture reviews, and technical evaluations - Can explain technical tradeoffs clearly and build trust with developer audiences - Take responsibility for outcomes, not just recommendations - Have a bias toward action and enjoy figuring things out as you go - Are excited about operating AI agents in production, not just building demos Nice to Have’s: - You’ve deployed AI agents in production, especially using LangChain, LangGraph, or similar frameworks - Worked with LLM evaluation, observability, or guardrails - Have experience with cloud environments (AWS, GCP, Azure), containers, and basic Kubernetes concepts - Have shipped and operated production software and are comfortable owning systems under real-world constraints Compensation & Benefits We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Benefits include things like medical, dental, and vision coverage, flexible vacation, a 401(k) plan, and life insurance. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations. Annual OTE range: $150,000–$250,000 USD

About Us At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. Today, LangChain, LangGraph, LangSmith, and Agent Builder are used by teams shipping real AI products across startups and large enterprises. Millions of developers trust LangChain to power AI teams at companies like Replit, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, and 35% of the Fortune 500. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. About the Team The Deployed Engineering team works directly with companies building and running AI agents in production, helping turn ideas and prototypes into systems teams can rely on. This is a hands-on, highly technical team that partners closely with customer engineers across the full lifecycle, from pre-sales evaluations to post-deployment advisory work. The focus is on achieving the technical win, co-designing agent architectures, and helping customers operate agents reliably at scale using the LangChain suite. Deployed Engineers sit at the intersection of engineering, product, and go-to-market, shaping how LangChain is adopted in the field and feeding real-world insights back into the platform. About the Role The Deployed Engineer…You’ll work on some of the hardest problems in applied AI — not demos, not research, but systems that real teams depend on in production. The feedback loop is fast, the impact is visible, and the work you do directly shapes how AI agents are built in the real world. What You’ll Do - Co-architect and co-build production AI agents with customer engineering teams - Own the technical win in pre-sales by designing POCs, answering deep technical questions, and guiding evaluations - Help customers deploy and operate agent-based applications such as conversational agents, research agents, and multi-step workflows - Advise customers post-sale on architecture, best practices, and roadmap-level decisions - Run technical demos, trainings, and workshops for developer audiences - Surface field feedback and contribute reusable patterns, cookbooks, and example code that scale across customers - Occasionally contribute code upstream when it meaningfully improves customer outcomes What You’ll Bring - 3+ years in a relevant technical role (software engineering, customer engineering, solutions engineering, founding/product engineering), ideally in a startup or scale-up - Strong Python, JavaScript and systems fundamentals - Have designed agent-based or LLM-powered applications beyond simple API calls, including multi-step workflows, orchestration, and failure handling - Are comfortable working directly with customers during POCs, architecture reviews, and technical evaluations - Can explain technical tradeoffs clearly and build trust with developer audiences - Take responsibility for outcomes, not just recommendations - Have a bias toward action and enjoy figuring things out as you go - Are excited about operating AI agents in production, not just building demos Nice to Have’s: - You’ve deployed AI agents in production, especially using LangChain, LangGraph, or similar frameworks - Worked with LLM evaluation, observability, or guardrails - Have experience with cloud environments (AWS, GCP, Azure), containers, and basic Kubernetes concepts - Have shipped and operated production software and are comfortable owning systems under real-world constraints Compensation & Benefits We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Benefits include things like medical, dental, and vision coverage, flexible vacation, a 401(k) plan, and life insurance. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations. Annual OTE range: $150,000–$250,000 USD

The Sales Solutions Consultant plays a critical role in advancing Blackbaud’s purpose of powering an ecosystem of good. Partnering closely with Sales, this role helps organizations clearly see how Blackbaud’s solutions can support their mission, strengthen relationships, and drive meaningful outcomes. Solution Consultants lead with curiosity and empathy, engaging prospects and customers in thoughtful discovery to understand their goals and challenges. They bring those insights to life through value‑based storytelling and confident demonstrations that show how technology can enable greater impact. Strong technical acumen, a consultative mindset, and firsthand experience using our solutions are key to success in this role. Solution Consultants support customers and prospects across the US and Canada, helping organizations do more good, more effectively. What You’ll Do - Drive bookings and revenue by clearly demonstrating the value of Blackbaud solutions and services, helping organizations understand how technology can advance their mission. - Serve as a trusted partner in the buying journey with proven technical and functional proficiency in at least one Blackbaud solution, confidently explaining how it works, why it works, and the value it delivers. - Bring a deep understanding of the Blackbaud ecosystem, including how our solutions and partners come together to provide a complete, integrated solution for your assigned vertical or area of expertise. - Stay at the forefront of industry and technology trends, best practices, and competitive landscapes, positioning Blackbaud thoughtfully and credibly in every engagement. - Lead compelling discovery conversations that uncover business challenges, qualify or disqualify opportunities, and ensure solution fit. - Translate complex needs into clear, outcomes‑based recommendations, independently identifying gaps and prescribing solutions that address both immediate and long‑term goals. - Deliver confident, value‑based sales presentations, both remote and in person, using storytelling to connect technology to impact and anticipate customer needs. - Navigate dynamic and sometimes challenging live presentation environments with professionalism, including sensitive topics, unexpected stakeholders, and competitive objections. - Advise prospects and customers on change management considerations required to successfully adopt and realize value from new Blackbaud solutions. - Collaborate across Sales, Partners, and internal teams to respond to RFPs, RFIs, and other enablement needs with clarity and consistency. - Contribute to and continuously improve the Solutions Consulting tech stack, enabling buyers through effective tools, content, and demonstrations that increase sales velocity. - Share expertise broadly by creating and delivering enablement and marketing materials, mentoring new Solution Consultants, and coaching Sales and cross‑functional partners. - Provide thoughtful, proactive feedback to product, sales, and enablement teams to help drive ongoing innovation and improvement. - Lead or contribute to strategic initiatives that add value to the business and advance the Solutions Consulting function. - Represent Blackbaud as a knowledgeable, mission‑driven partner at industry events, tradeshows, and conferences. - Where applicable, complete Blackbaud certifications for supported solutions and ensure a smooth transition from sale to implementation by documenting key insights and observations for delivery teams. What We’re Looking For - Hands‑on fundraising, financial, and/or operational experience within Higher Education or Healthcare, with a strong understanding of their unique challenges and priorities. - Prior experience working with Blackbaud solutions, particularly Financial Edge NXT and Raiser's Edge NXT, strongly preferred. - The ability to influence and inspire through clear, confident presentations, engaging demonstrations, and thoughtful written communication. - Experience developing and delivering presentations for both executive‑level and working‑level audiences, adapting your message to resonate with diverse stakeholders. - A strong ability to translate technical features into meaningful business outcomes that align with organizational goals. - Proven skill in recommending strategic workflows, best practices, and policies that support successful adoption and long‑term value realization of product solutions. - A highly analytical mindset with a natural curiosity for problem solving and a strong attention to detail. - Willingness to travel occasionally (up to 25%) to support sales pursuits and marketing or industry events, as needed. Stay up to date on everything Blackbaud, follow us on Linkedin, Twitter, Instagram, Facebook and YouTube ​ Blackbaud powers social impact through purpose‑driven technology and responsible AI. Guided by our Intelligence for Good® vision, we’re building a culture where innovation, trust, and human expertise come together to help organizations make a greater difference in the world. Blackbaud is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law. The starting base salary and annual proposed commission is $98,400.00 to $127,000.00. Blackbaud may pay more or less based on employee qualifications, market value, sales quota, Company finances, and other operational considerations. Benefits Include: - Medical, dental, and vision insurance - Remote-flexible workforce - Wellness Programs - 401(k) program with employer match - Flexible paid time off - Generous Parental Leave - Donations for Doers - Pet insurance, legal and identity protection - Tuition reimbursement program