• Act as a trusted advisor to clients, providing technical expertise and guidance throughout engagements • Conduct PoCs, workshops, presentations, and training sessions on GPU cloud technologies and best practices • Collaborate with clients to understand their business requirements and develop solution architectures • Design and document Infrastructure as Code solutions, technical documentation, and how-tos • Help customers optimize pipeline performance and scalability • Serve as a single point of expertise for customer scenarios across product, technical support, and marketing teams • Assist with marketing efforts during events such as hackathons, conferences, and webinars

• Architect and optimize distributed training and inference systems for large-scale AI models • Design and deliver customer-focused solutions that maximize performance and business value • Lead the transition of ML pipelines from POC to scalable production systems • Build long-term customer relationships, ensuring satisfaction and alignment with strategic goals • Create whitepapers, deliver technical presentations, and host webinars to share insights and best practices • Provide technical leadership and mentor teams on AI infrastructure and deployment strategies • Collaborate with engineering and product teams to prioritize customer feedback and influence product roadmaps

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The candidate is responsible for supporting sales growth by working closely with the US NEM and LAB team. Location preference is in the Eastern region of the United States, but will consider other locations based on strength of candidate. The market that you will be supporting will include: - Network Equipment Manufacturers - Photonics and Optical Component Manufacturers - Webscale Labs - University Research Centers The ideal candidate must have solid knowledge in: - Advanced Optics - Wafer/die Level Optical Probing - High-Speed transmission testing What You'll Do: - Provide pre-sales support to the NEM and LAB customer base, including online or onsite demonstrations, presentations, evaluation support, and technical reviews of our products. - Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications. - Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions. - Work closely with the Business Unit to ensure the most up to date product information is being delivered to the market. - Provide direct feedback to the Business Unit regarding competitive information and new feature requests received from the field. Qualifications - Minimum three years’ experience with communications test equipment or equivalent - Degree in Telecommunications, Optics, Engineering, or equivalent Requirements - Well versed in communications technologies, including high speed transceivers, photonics, active/passive optical components and PIC technologies. - Familiarity with testing and characterization of these technologies including IL/PDL measurements, polarization, BERT, scopes, protocol (Ethernet, OTN, etc.) - Ability to stay current with the latest emerging technologies. - Technical aptitude to understand customers’ use case and position EXFO’s solutions to meet their needs. - Self-Starter and able to communicate and interact with people at all levels. - Autonomous, well organized, and results-oriented, meets deadlines. - Possess leadership qualities and good interpersonal and communications skills. - Excellent presentation, communication, and relationship building skills. Benefits - Approximately 25%-50% travel required. Company Description EXFO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We’re a seed-stage AI infrastructure startup powering large-scale training and inference for frontier labs, AI-native startups, and enterprises. We’re hiring a Sales Engineer (SE) to lead technical discovery, run world-class demos and POCs, and partner with Sales to drive successful evaluations and expansions across strategic accounts. - Partner with Sales to qualify opportunities, lead technical discovery, and shape evaluation plans tied to customer success criteria. - Design and deliver compelling demos of our full stack—tailoring messaging for both technical and executive audiences. - Own the technical POC process: define scope, success metrics, architecture, timeline, and stakeholder alignment; ensure clean handoffs into production. - Build strong relationships with customer stakeholders, including engineering leaders, platform teams, and security/infra owners. - Translate technical requirements into solution designs that map directly to business outcomes (latency, throughput, cost, reliability, security). - Produce high-quality enablement assets (demo environments, evaluation playbooks, reference architectures, FAQs) to scale the team’s effectiveness. - Provide high-signal feedback to Product/Engineering/Research based on recurring objections, feature gaps, and competitive dynamics. Qualifications - 5+ years in a customer-facing technical role, including 2+ years in a pre-sales function (Sales Engineer, Solutions Architect, etc.). - Proven ability to run technical evaluations end-to-end and influence outcomes in complex sales cycles. - Excellent communication skills: can explain infrastructure and AI concepts clearly to both technical and non-technical audiences. - Strong knowledge of AI/ML infrastructure and GPU-based systems, including how they integrate into HPC environments. - Strong understanding of training, fine-tuning, and inference for open-source LLMs. - Proficiency in Python and JavaScript, with experience building prototypes on API platforms. - Familiarity with Kubernetes, SLURM, Docker/containers, and infrastructure automation/IaC (e.g., Ansible). - High ownership, comfort in ambiguity, and strong prioritization across multiple deals and customer threads. Requirements - Experience selling or supporting AI infrastructure products (compute, orchestration, model serving, observability). - Experience with performance benchmarking, cost modeling, and evaluation frameworks for GenAI systems. - Prior work at a fast-moving startup with a “build the plane while flying it” mentality. Benefits - Front-row seat to the AI wave: support customers building and deploying frontier-scale systems. - Direct impact on revenue: you’ll be core to how we win and expand strategic accounts. - Build the SE motion: help define the playbooks, artifacts, and technical sales approach as we scale.