Remote — United States or Canada
Full-time
Our client is an engineering-driven technology company providing an AI-enabled post-booking optimization platform to airlines worldwide. Their platform helps carriers identify revenue opportunities and improve travel experiences through a combination of predictive models, deterministic rules, and AI-assisted configuration.
The platform integrates with major airline passenger service systems, including Amadeus, Sabre, and Navitaire, and operates on cloud-native infrastructure using AWS. The company maintains a strong security and compliance posture, including SOC 2 Type II and ISO 27001:2022 certifications.
The RoleWe’re looking for a Solutions Architect to own the technical dimension of how the company wins, lands, and grows airline deployments.
You’ll be the technical authority throughout the sales and deployment lifecycle — from qualification and evaluations through contract discussions, deployment architecture, and expansion. You’ll work closely with airline IT, security, and architecture teams to design integration approaches that are technically sound, practical, and aligned with customer requirements.
This is a hands-on role rather than a slideware position. You’ll build demo environments, agent templates, and reference architectures while ensuring that technical commitments are grounded in what the platform can reliably deliver.
You’ll work within engineering and collaborate daily with commercial and customer success teams, owning the transition from opportunity to deployment design and ensuring that customer commitments align with engineering reality.
What You’ll DoWin — Technical Ownership of Deal Progression
Take responsibility for the technical aspects of active deals, from qualification through closure, including discovery, capability mapping, demos, proofs of concept, objection handling, and technical validation.
Own technical responses to airline RFPs, RFIs, and security questionnaires, accurately mapping requirements to platform capabilities and clearly identifying gaps.
Support security and compliance responses using existing certifications and controls, working with engineering to address genuine customer requirements where needed.
Maintain accurate technical records for opportunities, including use cases, success criteria, technical close status, and open risks.
Land — Deployment Architecture and Precise Commitments
Design deployment and integration architectures for new airline customers, including PSS integration paths, data feeds, DNS and domain configurations, identity, and network patterns.
Act as the technical counterpart to airline IT, security, and architecture teams.
Develop technical schedules for statements of work and review contracts for capability gaps and non-functional commitments such as SLAs, RPO/RTO, and throughput requirements.
Provide technical scoping oversight for customer commitments, ensuring proposed technical work has been properly reviewed before being promised.
Grow — Adoption, Expansion, and Reusable Assets
Build technical champions within customer accounts and support the technical path from initial use-case deployment through broader platform adoption.
Create and maintain reusable technical assets, including demo environments, agent templates, reference architectures, and workshop materials.
Identify recurring customer requirements and turn negotiated solutions into reusable reference architectures and implementation patterns.
Serve as a structured voice of the customer to product and engineering, contributing field requirements, competitive intelligence, and evidence-based gap analysis.
6–10 years of experience in software engineering, solutions architecture, sales engineering, or technical consulting, with strong engineering depth.
Ability to read API specifications, debug integrations, and build working demonstrations.
Experience designing or deploying integrations within large enterprise IT environments, including APIs, data pipelines, DNS/networking, SSO/identity, and cloud architecture.
AWS experience preferred.
Experience across the full pre-sales lifecycle, including use-case discovery, solution scoping, and presenting architecture designs to both technical and executive audiences.
Familiarity with enterprise procurement processes, including RFPs, SOWs, security questionnaires, and non-functional requirements.
Ability to clearly communicate technical limitations and defend capability boundaries using evidence and sound reasoning.
Excellent written communication skills, particularly for RFP responses, architecture documentation, and technical contract schedules.
Comfortable working between commercial and engineering teams in a pragmatic, direct, and solutions-oriented manner.
Strong process discipline and attention to maintaining accurate technical records.
Ability to work across time zones with customers in North America, Asia-Pacific, the Middle East, and Europe.
Airline or travel technology experience, particularly with PSS-adjacent systems such as Amadeus, Sabre, or Navitaire, or with revenue management platforms.
Experience with vendor-side security compliance frameworks such as ISO 27001 or SOC 2.
Experience productionizing or evaluating ML/AI systems, with the judgment to distinguish between an impressive demonstration and a reliable production commitment.
Previous experience in a forward-deployed, sales engineering, or field CTO role within an enterprise SaaS company.
Serve as the technical authority in enterprise deals with some of the world’s largest airlines.
Work on a differentiated AI-enabled optimization platform deployed in production environments.
Collaborate directly with leadership in a small, engineering-driven team.
Help define and build the technical architecture, scoping discipline, and pre-sales processes that will support the company’s growth.
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