Why This Role is Exciting

• Do you want to own the critical path for enterprise deal success?

• Do you like working hands-on with customers, real data, and high-value projects?

• Do you want a role where your judgment directly shapes how a company wins and scales?

At Delphina, this role sits at the center of growth. You’ll own proof-of-value end-to-end, guide sophisticated customers to confident buying decisions, and turn successful POVs into expansion. You’ll work directly with the founders and help define the GTM technical playbooks from the ground up.

This is not a traditional Solutions Engineer role. It’s for someone who wants to create business impact for customers and shape the way we do GTM, not just manage the technical sales portion of deals.

Why This Market Matters

Most companies have plenty of data but still struggle to answer their most important questions. Dashboards are brittle. Analytics is slow. Answers often require scarce data engineering time. And executives don’t trust results enough to act.

Delphina helps teams answer complex, decision-critical questions quickly and reliably -- without long build cycles or heavy engineering lift. Our customers aren’t buying prettier charts. They’re deciding where to invest, what to stop, and how to grow.

Why Delphina Will Win

• Founders and team with experience solving these problems at Uber, Google, Meta, OpenAI; educations from Stanford, Harvard, Princeton, Berkeley

• Support and funding from world-class angel and VC investors like Fei-Fei Li, Costanoa Ventures, and Radical Ventures

• AI-native tech to answer complex questions, not a bolt-on to pre-LLM software

• Hands-on POVs that deliver value fast

• Founder-led product and GTM with tight feedback loops

• Early customer traction and a clear path to scale

The Role

Your job: make proof-of-value inevitable and turn it into expansion.

You’ll run enterprise POVs end-to-end, help customers quantify business impact, and guide buying teams from early curiosity to confident decisions. Along the way, you’ll turn what works into repeatable systems that scale beyond any one customer.

This role sits at the intersection of solutions engineering, customer success, and early GTM. It’s ideal for someone who enjoys being in the trenches with customers and has the judgment and entrepreneurial nature to balance speed, rigor, and commercial outcomes.

What You’ll Be Responsible For

• POV Success: Delivering an exceptional customer experience for prospects and customers, owning POVs end-to-end with urgency and discipline

• Discovery: Turn vague customer goals into decision-relevant problems that address business needs and deliver substantial business value

• Value Engineering: Quantify business impact and co-build buyer business case

• Technical Consulting: Be a credible, trusted advisor for both tech & business buyers, and earn trust with sophisticated analysts and data teams

• Expansion: Develop and nurture strong customer relationships, and identify new use cases and value opportunities as we rapidly expand within organizations

What We’re Looking For

Must-Have

• 3+ years of experience in a technical pre-sales or similar role, managing C-level technical and business relationships with complex global organizations.

• Demonstrate a thorough understanding of IT security principles and customer requirements for technical B2B SaaS products, with experience providing higher-level security and compliance support

• Adept at programming languages like Python and experience working with data (schemas, joins, basic SQL, data modeling)

• Delivered prototypes and POVs of Generative AI/traditional ML solutions and have knowledge of network/cloud architecture.

• Comfort with ambiguity and ability to thrive in a rapidly evolving environment

• Effective writer, presenter, and communicator who can translate business and technical topics to all audiences, including senior leaders.

• Own problems end-to-end and are willing to pick up whatever knowledge you're missing to get the job done.

• High urgency to work at startup speed

• Intrinsic desire to always be improving our product and yourself; growth mindset to both stay ahead of the curve and pick up whatever knowledge you're missing to get the job done.

• You use AI to build leverage (templates, assistants, systems), not just prompts

Nice-to-Have

• Experience selling analytics, modern data stacks, and AI products in enterprise settings (Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)

• Experience building POV, onboarding, and expansion playbooks

This Role is Not

• A demo-only or slideware-heavy pre-sales role

• A long-term professional services or implementation position

• A support or ticket-driven customer success job

• A narrowly scoped engineering role with no customer exposure

Why this role is special

• You’ll have a chance to be a part of a hypergrowth story and make an impact

• You’ll work directly with the founders and shape the product via real customer feedback

• You’ll have meaningful ownership and autonomy — this is a high-trust role

• You’ll build a repeatable enterprise motion that can scale into a full GTM org

• Generous equity as part of the founding GTM team