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Pre-Sales Solutions Engineer

We are looking for a Pre-Sales Solutions Engineer, ideally with an AI engineering background, to be the technical partner to our enterprise sales team.

Pydantic's products are bought by deeply technical teams. Our customers want to understand how Logfire fits into their architecture, how to instrument a complex application, how to evaluate and optimize AI systems, how our Gateway fits into their stack, and whether all of this will actually work at their scale.

Your job is to help them answer those questions, show how our products solve their problems, and advise them on AI engineering best practices.

You will work alongside our Account Executives throughout the sales process: joining technical discovery calls, building and delivering demos, designing proof-of-concepts, running workshops, answering architecture questions, and getting hands-on when a prospect needs help evaluating our products.

This is not a role where you spend your day making slides. You will write code, instrument applications, build agents, interrogate traces, create evals, debug OpenTelemetry integrations and use our products every day. You will also build out our in-house GTM automations to help the sales team identify opportunities.

You'll work directly with the VP of Sales, our Account Executives and our engineering teams. We're a small team, so you'll have significant ownership over what technical pre-sales at Pydantic looks like.

Your goal is to turn technical interest into technical conviction.

You will make it easy for sophisticated engineering teams to understand why Pydantic is different, prove that our products work for their use cases, and move from an interesting first conversation to a successful technical evaluation.

You will own the technical side of active sales opportunities.

  • Join discovery calls and understand how a prospect builds, runs and observes their applications today.
  • Identify the technical problems that matter rather than defaulting to a generic product demo.
  • Explain how Logfire, Pydantic AI, Evals and Gateway fit into a customer's existing architecture.
  • Build and deliver demos for engineers, engineering leaders, platform teams, AI teams and other technical buyers.
  • Answer detailed questions about areas like OpenTelemetry, AI observability, evals, agents, infrastructure monitoring, deployment and security.
  • Get hands-on when necessary: read the customer's code, debug an integration, reproduce a problem or build a working example.

You should be equally comfortable talking architecture with a CTO and opening your editor with an engineer.

Great demos are an engineering problem.

You will own the quality of the technical demos used by the sales team, working closely with engineering and Applied AI to make sure they reflect what our products can actually do.

That means:

  • Building realistic demo applications and environments rather than toy examples.
  • Creating reusable demos for important use cases such as AI agents, evals, application observability and infrastructure monitoring.
  • Tailoring demos for the problems individual prospects care about.
  • Showing not only individual features, but Pydantic's perspective on how modern AI applications should be built, observed, evaluated and optimized.
  • Keeping demo environments, sample applications and supporting assets working as our products evolve.
  • Making it easy for the rest of the sales team to run high-quality demonstrations without everything depending on tribal knowledge.

You'll constantly be asking: what is the simplest, most compelling way to prove this capability to a technical buyer?

Some of our biggest opportunities need more than a demo.

You will help turn proof-of-concepts from bespoke projects into a repeatable sales motion.

  • Design POCs around clear technical success criteria.
  • Build starter repositories, instrumentation, datasets, scripts and other tooling that get prospects to value quickly.
  • Work closely with the Account Executive to keep evaluations moving and make sure technical work is tied to the buying process.
  • Help prospects evaluate Pydantic against their current tooling and alternatives.
  • Identify where evaluations repeatedly get stuck and fix the process, tooling or product knowledge that caused it.

A POC should not take three weeks if an engineer and an agent can make it take three days.

For our most important opportunities, you will become deeply familiar with the account.

You'll help the sales team understand:

  • What the customer's engineering and AI architecture looks like.
  • Which teams and technical stakeholders we need to win over.
  • What they are building and where their current tooling is failing them.
  • Which Pydantic capabilities are most relevant.
  • What technical objections could prevent a deal from happening.

You may run architecture sessions, technical workshops or hands-on evaluations for teams inside large enterprises.

The goal isn't to show every feature. It's to understand the customer well enough to show the right ones.

We don't want our Solutions Engineers doing repetitive work manually.

If you find yourself repeatedly preparing the same environment, researching the same information, updating the same demo, producing the same technical material or carrying out the same account preparation, you should automate it.

The same applies to the sales team around you. You'll do the GTM engineering that helps them find and qualify opportunities: pulling together product usage, CRM and public signals, enriching accounts, and surfacing the ones worth a conversation instead of leaving Account Executives to research each one by hand.

You'll use scripts, internal tooling, coding agents and AI agents to make the technical sales process faster and more scalable.

This is where the role overlaps with our engineering culture: manual repetition is usually a bug.

Your focus, however, is sales. The systems you build should help us understand prospects, prepare for conversations, run better demos, execute POCs and close deals.

  • Software Engineer / AI Engineer / SRE: You have real production engineering experience. You're strong in Python and comfortable reading unfamiliar code, working with APIs and debugging distributed systems.
  • Technically Curious: You want to understand how AI applications actually work: agents, model calls, tool use, evals, traces, OpenTelemetry, databases and the surrounding application stack.
  • Good with Customers: You enjoy talking to engineers, asking questions and solving problems with them. You can explain something complicated without making it sound complicated.
  • A Builder: If a customer asks whether something is possible, your instinct is often to open an editor and find out.
  • A Technical Storyteller: You understand that a great demo isn't a tour of the UI. It starts with a problem the customer cares about and ends by showing them something they didn't realize was possible.
  • Commercially Minded: You're interested in why customers buy, not just whether the technology works. You understand that the goal of a technical evaluation is ultimately to help a customer make a decision.
  • AI-Native: You instinctively use coding agents and other AI tooling to work faster. If a workflow can be automated, you'll probably try to automate it.
  • Resilient & Autonomous: We're a lean team. You should be comfortable working without a giant enablement organization, established playbook or dedicated team for every problem.
  • Bias to Action: You'll frequently have imperfect information and a customer meeting tomorrow. You're comfortable building something useful, trying it, learning and improving it.

Previous Solutions Engineering, Sales Engineering, Developer Relations or customer-facing engineering experience is useful, but not required. We'd rather hire an excellent engineer who loves working with customers than someone who has spent years presenting the same canned demo.

Experience with developer tools, observability, OpenTelemetry or production AI applications is a significant plus.

  1. Required: Live and work in a timezone between PT (UTC-8) and CET (UTC+1). This is a hard requirement.
  2. Required: Able to travel to EU, UK and US up to 4 times a year to join our off-sites and customer meetings.
  3. Required: Fluent in English.

This role is paid as an 80/20 OTE: 80% base salary, 20% variable, plus stock options.

  • The variable component is tied to the quota of the accounts and territory you support, so you're measured on the same outcomes as the Account Executives you work with.
  • The split is deliberately base-weighted. We're hiring an engineer who wants to work with customers, and a lot of the highest-leverage work in this role — demo infrastructure, POC tooling, GTM automation — isn't attributable to a single deal.

We'll share the specific band for your location early in the process.

Pydantic Validation is the data validation library that powers modern Python development - 500 million downloads per month, used by virtually every tech company you've heard of. Why? Because we obsess over developer experience and write code we'd actually want to use ourselves.

We're applying that same engineering mindset to Pydantic Logfire, our observability platform with first class support for AI engineering, built for today's development reality: AI workloads, multi-language environments, and cloud infrastructure that's designed to be straightforward to set up and maintain.

We build with technologies developers actually want to work with:

  • OpenTelemetry for standardized instrumentation
  • SQL for intuitive querying (no proprietary query language to learn)
  • Rust, Python, and TypeScript for performance and productivity
  • Postgres, DataFusion, and object storage for scalable backends

Unlike other companies that pay lip service to open source, we commit over 20% of our engineering team to maintaining and expanding our open source ecosystem. This includes the core Pydantic Validation library and Pydantic AI - our rapidly growing framework that's becoming the standard for AI application development. We're signatories of the open source pledge and build on open standards because we believe in interoperability, not lock-in. Use our OpenTelemetry-based SDK with any compatible backend - we're confident you'll choose us on merit.

We're backed by Sequoia Capital and run a fully remote team across multiple time zones, with regular in-person offsites.

Join our team of exceptional engineers who value substance over hype, practical approaches over perfectionism, and meaningful progress over busyness. We've built a culture that balances technical ambition with sustainable practices—minimal meetings and respect for your expertise and time. We're creating tools that genuinely improve developers' lives, and we're looking for thoughtful contributors who share our commitment to quality and our passion for elegant solutions.

  • 💰 Compensation: Competitive salary and stock options
  • 🌍 Truly Remote: Work from anywhere within our timezone range - no office requirements
  • 🌐 Global & Diverse: Join a multi-cultural team of 8+ nationalities
  • 💪 Impact: Direct influence on tools used by millions of developers worldwide
  • 🎯 Focus on Growth: Regular opportunities for learning and professional development
  • 🤝 Team Gatherings: Connect with the team at our regular international off-sites
  • 🏥 Healthcare: Comprehensive health coverage for you and your dependents
  • 🎮 Flexible Hours: Work when you're most productive
  • 💻 Equipment: Budget for your home office setup
  • ⚖️ Work-Life Balance: flexible working hours and 33 days PTO no matter where you live (including public holidays, which you can choose to take or not)

Application

To apply, email careers@pydantic.dev with the job title in the subject line. We'd also appreciate a few lines explaining why you think you'd be a good fit for the role and what you've done in the past that evidences that.

Apply now

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