• Partner with Enterprise Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that influence executive-level decisions • Showcase Motive’s value by tailoring demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to customers • Translate complex customer challenges into clear, compelling solutions that deliver measurable business outcomes • Develop deep expertise in the competitive landscape, playing a key role in winning strategic displacement opportunities • Establish yourself as a product authority — mastering today’s platform while shaping conversations around future innovations • Collaborate on RFIs and RFPs to position Motive as the partner of choice for Enterprise organizations • Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights fuel continuous improvement and innovation

Role Description This role exists to bridge deeply technical distributed systems design with real-world customer environments. You will partner with customers, sales, and engineering teams to design and translate complex AI and HPC infrastructure into practical, deployable solutions. Success in this role looks like customers who not only understand what is being built—but trust that it will work in real-world conditions where networks are imperfect, environments are constrained, and systems must perform under pressure. You are the connective layer between what is possible and what works in practice. What You Do - Translate Complex Systems into Real-World Solutions - Partner with customers to understand technical environments, constraints, and goals - Design solution architectures that reflect real-world conditions (latency, bandwidth, reliability) - Communicate complex distributed systems concepts in a clear, practical way - Lead Technical Pre-Sales Engagements - Support the sales process as the technical counterpart in customer conversations - Guide architecture discussions, whiteboarding sessions, and technical discovery - Build trust through clarity, depth, and honest assessment of tradeoffs - Design for Imperfect Environments - Architect solutions that operate across distributed, hybrid, or constrained infrastructure - Identify risks early—network limitations, integration complexity, system dependencies - Ensure designs prioritize resilience, performance, and long-term operability - Bridge Sales and Engineering - Translate customer needs into actionable inputs for engineering teams - Collaborate on solution feasibility, tradeoffs, and delivery expectations - Stay engaged through early delivery to ensure alignment between design and execution - Operate with Ownership and Flexibility - Navigate ambiguity in a fast-moving, startup environment - Contribute across roles when needed—from architecture to early implementation support - Help shape how TWG delivers and scales its solutions over time Qualifications - Experience working with distributed systems, infrastructure, or complex technical environments - Comfortable discussing system behavior, tradeoffs, and constraints—not just features - Ability to engage both technical and non-technical stakeholders with clarity and confidence - Understanding that pre-sales is not about promising everything—it’s about designing what will actually work - Thrive in environments where you are expected to think, adapt, and contribute beyond a defined role - Energized by building something early, where structure is evolving, and impact is visible Requirements - This is not a demo-driven sales engineering role built around pre-packaged solutions. - Not focused on application-layer or SaaS-style architecture. - Does not operate within a highly structured, process-heavy environment with rigid handoffs. Accelerators - Experience with AI, HPC, or GPU-based infrastructure - Background in hybrid cloud, edge computing, or distributed environments - Familiarity with networking constraints, performance tuning, or system-level behavior - Experience in early-stage or high-growth environments

• Configure advanced technical solutions to support clients, addressing complex technical issues and product inquiries related to Onit’s suite of solutions. • Troubleshoot, diagnose, and resolve technical challenges across the product stack, delivering prompt and efficient solutions. • Ensure seamless client experience by resolving issues and supporting ongoing business needs. • Collaborate closely with internal teams, including Engineering, Product Management, Global Support, and Professional Services, to ensure comprehensive resolution of client issues and to drive product enhancements. • Identify and escalate recurring issues or patterns to the development teams to improve product functionality and reduce future support requests. • Serve as a technical advisor to clients, offering insights and guidance on best practices for leveraging Onit’s products to meet business goals. • Perform performance optimization of Onit’s products and solutions, ensuring efficient operation and resolving any performance bottlenecks or issues. • Contribute to continuous improvement initiatives by providing feedback on product features, functionality, and customer requirements.

• Serve as a subject matter expert on Blockdaemon's Wallet, Staking, and Node/API products, guiding customers through technical evaluations and implementations. • Collaborate with Sales Executives and prospects to demonstrate product fit, address technical requirements, and drive deals to successful completion. • Evolve our Land and Expand strategy for large institutional clients, leading professional services engagements and proof-of-value demonstrations to accelerate product adoption. • Understand customer business needs and workflows to position Blockdaemon products effectively and design tailored solutions that maximize value. • Partner with Product and Engineering teams to share customer feedback, ensure feature readiness, and continuously improve our offerings. • Represent Blockdaemon at industry conferences and webinars, while developing best-practice documentation that incorporates customer insights and industry knowledge. • Deliver customized presentations and product demonstrations to diverse audiences, from engineers to executives, adapting technical detail to ensure clarity and engagement.