Role Description We are seeking an experienced Senior Solutions Architect to lead pre-sales technical strategy for prospective and current customers. You will serve as the primary technical voice in client engagements, translating complex business challenges into compelling, cloud-native solutions built on AWS. This role sits at the intersection of sales, engineering, and customer success. You will work directly with our VP of Delivery, Innovation, and Solutions to build credibility, win deals, and ensure a smooth handoff to implementation teams. Success in this role is measured by technical win rates, customer confidence, and the quality of solutions architectured during the sales cycle. Artisan Studios has built The Atelier, a proprietary AI orchestration platform that uses coordinated fleets of specialized agents to accelerate how our teams research, scope, and architect solutions. The right candidate will be fluent in this environment, ready to leverage it from day one, and motivated to make it better. Key Responsibilities - Own the technical win: serve as the lead Solutions Architect on active opportunities from first qualified call through contract. - Design scalable, secure, and cost-effective cloud architectures tailored to client requirements. - Develop solution documentation including architecture diagrams, technical proposals, and Statements of Work. - Build and deliver rapid prototypes or proof-of-concept environments to validate proposed approaches. - Conduct discovery workshops with client stakeholders to surface requirements, constraints, and success criteria. - Present technical recommendations to audiences ranging from developers to C-suite executives. - Build trusted advisor relationships with key client stakeholders throughout the sales cycle. - Respond to RFPs and RFIs with technically accurate, differentiated responses. - Represent Artisan Studios at AWS partner events, industry conferences, and client on-sites (up to 25% travel). - Partner closely with delivery, innovation, and engineering teams to ensure proposed solutions are feasible and implementable. - Contribute to internal knowledge bases, repeatable assets, and reusable solution patterns. - Evaluate emerging AWS services and GenAI capabilities for applicability to client use cases. - Mentor junior architects and contribute to the technical community of practice. Qualifications - 8+ years in solution architecture with a strong focus on AWS technologies. - 5+ years in pre-sales technical roles within professional services or consulting. - AWS Certified Solutions Architect – Professional certification (or Machine Learning). - Hands-on experience with: EC2, S3, VPC, IAM, RDS, DynamoDB, Lambda, ECS, CloudFormation, CloudWatch. - Expert understanding of the AWS Well-Architected Framework. - Experience with containerization technologies (Docker, Kubernetes), serverless architectures, and microservices. - Deep familiarity with Generative AI technologies and large language model architectures. - Strong understanding of network architectures and security best practices. - Familiarity with software development lifecycle (SDLC) methodologies. - Demonstrated ability to develop and present prototypes and proof-of-concept solutions. - Familiarity with DevOps practices and CI/CD pipelines. - Outstanding written, verbal, and visual presentation skills. - Proven ability to influence technical and executive stakeholders. Extra Credit - Bachelor’s degree in Computer Science, Engineering, or a related field. - Experience across multiple cloud platforms (Azure, GCP). - Hands-on experience with AWS AI/ML services, including Bedrock, SageMaker, and Kendra. - Familiarity with AWS agent frameworks and orchestration tooling, including Step Functions and Amazon Q. - Experience designing or deploying RAG architectures and LLM-integrated workflows on AWS. - Additional AWS certifications (Security, DevOps). - Proficiency in Python, Java, or Go (GoLang). - Experience with full-stack development and UX/UI design methodologies. - Prior experience within the AWS Partner Network. - Exposure to two or more of our core verticals: Retail, Consumer Packaged Goods, Quick Service Restaurants, or Travel and Hospitality. - Contributions to open-source projects or technical publications. Core Competencies - Customer Focus: Building strong customer relationships and delivering customer-centric solutions. - Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies. - Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. - Manages Ambiguity: Operating effectively, even when things are not certain or the way forward is not clear. - Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives. Benefits - Flexible working hours and remote work environments. - Robust benefits package including medical, dental, vision, life insurance, disability insurance, and 401k matching.

• Work directly with our world-class sales team from initial discovery to deal close to shorten sales cycles and improve closing rates • Oversee and participate in initial discovery meetings with customers, providing platform demos and highly technical Proof of Value engagements for both existing customers and new sales opportunities • Be the direct conduit translating customer business challenges into technical solutions, positioning Tanium to effectively solve those challenges • Function as a technical expert throughout sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals • Partner with field engineering teams to ensure maximum technical effectiveness and consistent customer experience throughout the POV process • Consistently and cogently address our customers’ needs through astute verbal, written, and presentation skills • Build, manage and maintain strong relationships with customers, peers and partners • Actively participate and speak at regional marketing events and conferences • Customer facing Sales and Channel enablement, including training • Operate as a keystone in the sales model, working with the Sales, Marketing, Product, and CS organizations to continuously improve effectiveness and efficiency throughout the customer life-cycle • Travel expected to be 30-50% to engage with customers and prospects in person

Solutions Architect- Remote (USA) Location Remote-USA Employment Type Full time Location Type Remote Department Sales Compensation OTE $200K – $275K • Offers Equity • Offers Commission Overview About Orb: Orb is redefining what billing software can be, turning one of the most complex parts of running a business into a strategic driver of growth. We're building the revenue design platform that helps teams automate billing, evolve pricing, and grow revenue with confidence. We work with companies like Vercel, Pinecone, Perplexity, and Replit to help them price smarter, bill accurately, and capture more of the revenue they've earned. Backed by $44.1M in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we're a team that moves fast, holds itself to high standards, and is serious about changing how companies grow. For SF Bay Area and NYC residents, we've built a hybrid work culture where we are in office 3 days/week. For remote roles, we ask you to join us in person 1x per quarter. Our values, customer centricity, minutes matter, run with it, and attention to detail are at the core of everything we do. About the role: We’re looking for Solution Architects who are passionate about solving complex business challenges through innovative technical solutions. As a Solution Architect at Orb, you will play a critical role in bridging the gap between technology and business strategy, helping our customers navigate their most challenging and complex billing and monetization issues. You will have the opportunity to directly influence Orb’s product and go-to-market strategies and significantly impact our company's trajectory. In this role you will: - Drive sales deals: Partner with members of the sales teams to drive evaluations of the Orb product and help prospect companies understand the value of Orb. You’ll work on all parts of the deal process, from answering technical product questions to underscoring Orb’s security and compliance program. - Pave the path for implementations: You’ll help future customers understand how the core pieces of the product fit their existing workflows, and how they can best use Orb for automation and intelligence. You’ll play a key role in shaping Orb’s roadmap around reducing time to value. - Serve as a technical advisor in the field: Customers will look to you for expertise in both Orb’s products and related business systems. You’ll help them successfully craft solutions centered around Orb’s capabilities. - Help strengthen Orb’s product: We value developer experience highly, and you’ll work to fill in product gaps through technical solutioning and monitor customers’ experiences to give feedback to product teams. About you: - 3+ years of experience in a technical customer-facing role - Clear written and verbal communication, especially around technical concepts - Previous experience partnering with sales, product management, customer success to build process and repeatable motions - Demonstrated ability to design and implement technical solutions that address complex business challenges through a value-selling lens. - Excellent ability to translate technical concepts into non-technical language and vice versa, tailored to the audience. - Strong empathy and understanding of customer needs, with a proven track record of building and maintaining strong customer relationships. - A continuous learner who stays curious about new technologies and methodologies. - Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities. - Sales Methodology training (e. g. MEDDPICC, SPIN, Challenger Sales) is preferred. - Not afraid to take calculated risks and innovate while balancing pragmatism. - Ability to act as a thought leader by sharing best practices through forums such as Webinars, Orb blogs, whitepapers, reference architectures, and public-speaking events. You might be a good fit if you: - Have prior experience in an early-stage startup - Know or have experience in the billing space - Have previously worked with data infrastructure tooling such as ETL tools - Are excited to work on developing creative solutions around data import, export, and ingestion tooling - Comfortable learning integration APIs quickly to facilitate Orb’s connection to internal tools such as tax automation, accounting, and provisioning Benefits: - Excellent medical, dental, and vision insurance - One Medical membership - Unlimited PTO plus an additional week off between Christmas and New Year’s - 401k plan - 16-week paid parental leave with equity vesting - Commuter stipend - Catered lunches in the office - Annual learning & development stipend - Meaningful equity in the form of stock options Equal Opportunity Employer We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.

• Partner with Sales to position Mapbox’s technical value and shape opportunities. • Lead technical discovery to understand customer goals, requirements, and success criteria, and ensure solution designs meet business objectives. • Design and present scalable architectures using Mapbox SDKs, APIs, and platform services. • Respond to technical customer requests (RFI/RFQ) with clear technical documentation and solution proposals. • Provide technical guidance during the pre-sales cycle and deliver rapid technical enablement via workshops, demos, and PoC/PoV in a fast-paced digital customer environment. • Drive customer success by accelerating time-to-value and supporting adoption and expansion in a dynamic, complex ecosystem. • Advocate for customer needs and provide structured feedback to influence product and engineering direction. • Stay current on mapping, mobility, and AI technologies and share best practices internally and with customers.