Sales Engineer (EU) About Doodle Labs Doodle Labs is a fast-growing technology company building high-performance wireless communications for the drone and unmanned systems ecosystem. Our technology enables reliable, high-bandwidth connectivity across airborne and mobile robotic platforms operating in complex environments. We partner directly with leading drone OEMs, robotics companies, and defense organizations to deliver advanced networking solutions that power the next generation of autonomous systems. Our mission is to make connectivity for autonomous machines as reliable and ubiquitous as the internet itself. About the Role The Sales Engineer (EU) plays a critical technical role supporting customer integration and adoption of Doodle Labs’ wireless networking products across the European region. In this role, you will work directly with leading drone and robotics OEMs to guide successful integration of Doodle Labs radios from initial technical evaluation through field testing and deployment. You will act as the primary technical advisor for customers, helping diagnose RF and networking challenges and ensuring reliable performance in operational environments. This role sits at the intersection of customer success, field engineering, and technical problem-solving within a fast-growing robotics and autonomy ecosystem. What You’ll Do - Manage 10–15 active customer integrations, guiding OEM partners through structured technical milestones - Support customer platforms through technical evaluation, integration, and field validation - Diagnose and resolve issues related to RF propagation, antenna systems, link budgets, and networking performance - Support UAV, UGV, and maritime robotics deployments through field testing and rapid troubleshooting - Capture integration learnings and share insights with engineering and product teams to strengthen future deployments - Maintain accurate documentation of customer engagements and opportunity progress within CRM systems such as HubSpot - Partner with sales, product, and engineering teams to support demonstrations, evaluations, and technical workshops - Build strong customer relationships through hands-on engagement during field testing and validation events What Success Looks Like - Successful integration of Doodle Labs radios into customer platforms across multiple robotics and autonomy programs - High technical win rates across active integration opportunities - Reliable support of customer field testing and validation milestones - Strong customer trust and recognition as a technical advisor - Clear CRM visibility and strong cross-functional alignment across active opportunities Who You Are - 3–7+ years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Field Applications - Engineering, or Systems Integration - Strong hands-on understanding of RF propagation, antennas, and wireless networking technologies - Experience integrating radios into UAV or autonomous systems platforms including command-and-control and high-throughput data links - Familiarity with TCP/IP networking and system-level connectivity troubleshooting - Strong communication and problem-solving skills when working with customer engineering teams - Comfortable operating in field environments and fast-paced deployment scenarios - Highly accountable and motivated by solving real-world engineering challenges Preferred Qualifications - Familiarity with mesh networking or MANET systems - Experience with TCP/IP configuration and network troubleshooting - Experience supporting defense programs, defense primes, or DIU initiatives - Experience working with autonomy OEMs such as industrial drones, ground robotics, or maritime robotics platforms Why Join Doodle Labs - Work on cutting-edge technology powering the future of autonomous systems - Collaborate with engineers and innovators building industry-leading connectivity solutions - Work directly with leading robotics and drone OEMs across the European region - Play a hands-on role supporting real-world deployments of autonomous systems Travel Expectations This role requires up to 50% travel for customer integrations, field testing, demonstrations, and technical workshops.

• Provide technical ownership of sales opportunities, including demonstrations, POV requirements capture and installations, troubleshooting, and knowledge transfer • Refine and research the technical requirements of the opportunity • Understand / Educate / Evangelize the concept of continuous real-time application security and the need for it • Act as a thought leader and an interface between the Sales organization and technical staff to resolve outstanding issues • Provide reporting and feedback on customer accounts and field activities to Sales, Product Management, and Engineering • Work closely with buyers in the process of integration of Contrast products • Ability to navigate an evaluation to success for both clients and Contrast • Understand the customer’s business drivers and how to map these to a Contrast solution • Develop technical materials for customers and other Sales Engineers • Document Sales Engineering processes • Set and manage expectations with senior stakeholders and team members and continuously maintain and develop technical knowledge

Role Description As a Solutions Architect at TRM Labs, you will deliver technical excellence and strategic guidance to customer accounts while contributing domain expertise to the broader Solutions Architecture team. In this role, you will own the technical pre-sales motion—leading solution design, proposing scalable business processes and architectures, demonstrating the TRM platform, and securing technical alignment to support successful deal outcomes. Your success will be measured by both the outcomes clients achieve with the platform and your leadership in scaling the Solutions Architect team. The impact you will have here: - Own and deliver end-to-end TRM solutions for customers, from translating complex requirements into architectures that blend data pipelines, APIs, automation, and AI-driven workflows, through configuration, integration, testing, and enablement. - Act as the go-to technical consultant during discovery calls with key clients and prospects, documenting intricate technical requirements and guiding solution design. - Build and demonstrate POCs and validate AI-enabled workflows through proofs of concept, integrating models, rules, APIs, and human review to automate and support complex investigative and operational processes. - Present TRM's APIs and architecture to clients, providing detailed guidance on implementation, timelines, and potential challenges, while ensuring alignment with their strategic goals. - Cultivate strong relationships with technical stakeholders at client organizations, providing expert-level support throughout the integration process and troubleshooting any issues that arise. - Stay current with TRM’s evolving product features and technical dependencies to ensure alignment between client needs and TRM's product roadmap, advocating for enhancements when necessary. Qualifications - Professional experience in pre-and post-sales roles, such as Senior Solutions Architect, Senior Sales Engineer, or Senior Customer Success Engineer. - Exceptional customer-facing skills with the ability to empathize with both technical and non-technical audiences, demonstrating how complex solutions can meet their business goals. - Proven experience collaborating with engineering and product teams to customize API-based SaaS products at scale, including implementation, testing, and launch. - Comfortable scripting in one or more languages to help build PoCs for customers or prototype APIs (e.g., Python, Javascript, Typescript). - Strong problem-solving skills with the ability to prioritize and manage multiple complex tasks independently while maintaining attention to detail. - High initiative and a proactive approach to identifying opportunities for improvement, both in technical solutions and team processes. - Previous experience in AI development, working with AI-assisted or data-driven systems, familiarity with modern workflow orchestration or automation patterns in SaaS platforms. Benefits - Timely Documentation: You will deliver integration documents within 1-2 days by prioritizing tasks, reusing existing content, and focusing strictly on the document's goal. - Immediate Contingency Solutions: You will resolve urgent client issues by quickly assessing the situation and providing immediate alternatives, like manually exporting critical data if a fix takes longer. Company Description TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

• Act as a missionary for ZwitterCo’s unique technology: Meet and exceed top-line revenue goals while working to develop reference customers • Develop a robust sales pipeline by establishing new customer relationships through cold calls, lead handoff, inbound follow-up, and networking. • Master ZwitterCo’s inquiry-to-order processes and tools • Develop and deliver oral and written presentations to customers, industry players, and ZwitterCo business leaders as needed • Establish and grow relationships with clients’ key influencers and decision-makers • Respond urgently to customer requests and act as a valuable resource to resolve customer challenges • Establish and grow relationships with consultants, sales representatives, and other industry conduits that can drive sales opportunities • Work closely with Process, Commercial, and Field Engineering to transfer organizational market segments and demonstrate the performance of ZwitterCo’s products to industry stakeholders: Implement the market strategy within assigned segments; understand clients’ “pain points” and the value that ZwitterCo products deliver and provide market/competitive intelligence to the Commercial Enablement team • Articulate customer success requirements to the Applications Engineering team for product testing and applications studies to enable successful implementation of ZwitterCo’s technology • Manage and support sales administration, including: Negotiate sales contracts • Provide regular sales updates and forecasts • Actively support and serve as a resource for other sales team members • Maintain customer data in a CRM system • Perform all responsibilities in an ethical manner that represents ZwitterCo’s values and vision