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Director of Sales Engineering



Sales & Business Development
Seattle, WA, USA
Posted on Thursday, October 12, 2023
OctoAI is a leading startup in the fast-paced generative AI market. Our mission is to empower businesses to build differentiated applications that delight customers with the latest generative AI features.
Our platform, OctoAI, delivers generative AI infrastructure to run, tune, and scale models that power AI applications. OctoAI makes models work for you by providing developers easy access to efficient AI infrastructure so they can run the models they choose, tune them for their specific use case, and scale from dev to production seamlessly. With the fastest foundation models on the market (including Llama-2, Stable Diffusion, and SDXL), integrated customization solutions, and world-class ML systems under the hood, developers can focus on building apps that wow their customers without becoming AI infrastructure experts.
Our team consists of experts in cloud services, infrastructure, machine learning systems, hardware, and compilers as well as an accomplished go-to-market team with diverse backgrounds. We have secured over $130M in venture capital funding and will continue to grow over the next year. We're based largely in Seattle but have a remote-first culture with people working all over the US and elsewhere in the world.
We dream big but execute with focus and believe in creativity, productivity, and a balanced life. We value diversity in all dimensions and are always looking for talented people to join our team!
About the role:
OctoML is looking for a Director of Sales Engineering/Systems Engineering (SE) to lead our SE team. You’ll be reporting to our Chief Business Officer and partnering with our Director of Sales to drive customer adoption of our GenAI infrastructure/SaaS solution. Collectively you will work with cross functional leaders to enrich customer engagement through a technical selling process that your team will continually refine to be repeatable and more scalable. Additionally, you will be responsible for identifying and recruiting top talent to join the team as an SE. You will be focused on executing quarterly and annually to sales goals established as part of GTM leadership and finding creative ways to add value to our customers in the sales cycle and over time.
You’ll be the leader and manager of the team and you’ll be expected to think 12+ months out about your team with a clear business plan, the KPIs that your team is aligned with and be flexible to work with cross functional leaders in achieving these goals. You will be the type of individual who enjoys being a trailblazer in establishing how the team will add value within our organization and ecosystem, bringing new ideas to the table. As a leader with a growth mindset, you will constantly be looking for ways that we can challenge the status quo and regularly drive innovative approaches that add value to the wider pre-sales and GTM teams as well as our partners and customers. Leveraging your network of talent, you’ll be focused on identifying best in class team members who can make a marked impact working with our AI-native and enterprise customers. The team you build will be made up of team members who are business and technically savvy, and will leverage their past pre-sales experience to drive our business forward.


  • Define a clear the plan for the SE team by taking direction on Pre-sales and Sales goals from applicable leadership and developing and driving the vision, priorities, and core value pillars to drive efficiency and cohesion across the team.
  • Set individual and team KPIs based on the organization's sales goals and working closely with different stakeholders across the organization to ensure those goals are met or exceeded.
  • Be a coach and mentor to team members with clear and regular career coaching and feedback.
  • Build, implement and scale processes as necessary for the growth and benefit of the team’s success.
  • Regularly accompany team members to sales discussions and customer account reviews, capturing and sharing feedback (both internally and externally) to refine processes and provide insights and suggestions to our Product and Go-To-Market teams.
  • Enrich our Pre-sales team with key insights from internal dashboards, reports, and data so that we can challenge our status quo and innovate as we build a world-class Pre-sales organization.
  • Work with our other OctoML leaders in collaboration to ensure alignment and best practices are being achieved.
  • Define and present solutions architecture based on the customer needs.
  • Prepare and deliver solution messaging in an effort to highlight OctoML’s value proposition and unique differentiators.

What we look for :

  • 5+ years of proven leadership & management experience in a startup environment.
  • 5+ years of relevant experience as a pre-sales leader.
  • Proven track record of success working for a SaaS company, ideally in the AI/ML sector.
  • A keen operational sense to identify gaps and implement process where necessary.
  • The ability to work in fast paced environment, be trusted to drive initiatives autonomously and gain buy in from a wide collection of stakeholders.
  • Extensive experience present solutions in a clear manner to both technical and business audiences.
  • Proven Work with Sales, meet with clients, and deliver technical insights for business questions regarding the sales process.
  • A subject matter expert in AI, particularly Generative AI is a huge plus.
We recognize that people come with experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence. Therefore, we encourage people from all backgrounds to apply to our positions. Please let us know if you require accommodations during the interview process.
Diversity & Inclusion:
Our mission extends beyond technological breakthroughs; we aim to mirror the diverse world we serve. We understand the unique insights, creativity, and perspectives a diverse team can bring, and we're actively seeking to broaden our horizons. As we look to the future, we aim to address our current diversity gaps and set new industry standards for inclusivity.
Benefits Our Team Enjoys:
• Comprehensive Healthcare: Fully covered premiums for employees and their dependents, including Medical, Dental, Vision, Life Insurance, and Disability Insurance.
• Competitive Compensation: A mix of salary, bonuses, and meaningful stock options.
• Financial Benefits: Flexible Spending Accounts for healthcare and dependent care, as well as a Health Savings Account for those opting for a high deductible plan.
• Future Planning: 401(k) options.
• Flexible Work Options: Remote and teleworking capabilities.
• Work-Life Balance: Flexible work hours, generous time off policies, company-sanctioned downtime twice a year, and company-paid holidays.
• Parental Benefits: Comprehensive parental leave plans for all new parents.
• Volunteer Time Off (VTO): Four days a year to give back and make a difference in communities.
• Additional Leaves: Including disability, paid family medical leave, and paid military leave.
At OctoAI, we believe in creating an environment where everyone is valued and respected. Discrimination doesn't have a place in our culture. We evaluate individuals based on their abilities and effectiveness. We're committed to equal opportunity and ensuring that all qualified applicants receive consideration, free from biases related to race, color, religion, gender, identity, orientation, national origin, genetics, disability, age, or veteran status.