Solutions Engineer

About Kilo Code

Founded in March 2025, Kilo Code is a remote-first startup building the fastest-growing AI coding agent. We're already generating over 6T tokens per month (top of the leaderboard) with over 500,000 installs. Our open-source, high-output team includes a 15-person engineering org with an average of 15 years of experience. Co-founded by Sid Sijbrandij (co-founder of GitLab and UBoatWorx) and Scott Breitenother (founder of Brooklyn Data Co), we're growing quickly to 35 people.We meet in-person for a focus week every quarter and expect high agency to deliver results in a fast dynamic environment.

The Role

Kilo is growing fast, and our customers need a trusted technical guide to help them evaluate, adopt, and succeed with AI-accelerated development. As our first Solutions Engineer, you’ll partner directly with Sales to run high-leverage demos and POCs, translate customer pain into product insight, and ensure customers see value from day one. This isn’t a managerial role, but you’ll be a leader inside the company, helping provide the connective tissue between the field and our engineering teams.

You are

• A trusted partner to Sales — you help customers see what’s possible, strategize on how to get them there, and secure the technical win

• A builder of motions, not just deals — you’ll help define how we do pre-sales and post-sales engineering at Kilo Code

• Deeply familiar with AI-accelerated development — you know the LLM landscape, how developers evaluate models, and can explain the tradeoffs

• Obsessed with helping customers actually get value, not just buy the thing

• Excited to work directly with our engineers — translating customer pain into clear, actionable insight

• Energized by ambiguity — when there’s no playbook, you create clarity

• You move at Kilo Speed: you’d rather run a scrappy POC today and refine it tomorrow than wait for the perfect slide next week

What you’ll bring

• Technical fluency in AI dev tooling: prompting, model selection, evaluation, and how devs use LLMs in the real world

• Pre-sales expertise: running demos, tailoring proofs of concept, helping sales shape proposals that close

• Post-sales follow-through: guiding onboarding, surfacing early wins, and ensuring customers see value fast

• Customer translation skill: turning complex, technical conversations into clear asks for product and engineering

• Bias for action: you keep deals, feedback, and insights moving

Extra credit for

• Experience selling or implementing developer tools or AI platforms

• Understanding of open-core business models and how community converts to enterprise

• Having built demo environments, templates, or technical collateral that sales teams actually use

• Comfort presenting to both execs and engineers

• A track record of helping shape GTM motions at early-stage startups

Anti-requirements

• Waiting for perfect slides or messaging before talking to customers

• Needing someone else to define “how SE works here”

• Believing technical depth and business impact are separate

• Comfort with slow

Week 1

• Meet our sales, engineering, and support teams — learn how we talk about Kilo and where the gaps are

• Shadow customer conversations with sales to understand how developers evaluate Kilo and where they get stuck

• Build or refine your first demo of Kilo Code

• Identify one part of the sales process that’s slowing us down and propose how to fix it

Month 1

• Partner with Sales on your first customer deal from discovery to close — leading the technical narrative

• Build a repeatable demo or proof-of-concept template that sales can use without you

• Create clear documentation for common pre-sales and onboarding workflows

• Take ownership of our weekly Voice of the Customer internal newsletter – collecting information from sales and support on what’s winning deals and what’s blocking them to share across the company

Month 3

• Own the technical win rate for mid-market and enterprise deals you touch

• Stand up the first version of Kilo’s Solutions Engineering motion — demo library, templates, talk tracks, feedback loops

• Lead onboarding for at least one new enterprise customer and capture a referenceable success story

• Have a seat at the table in shaping our GTM motion — where SE fits, how we scale, and what needs to evolve next

  Location: Flexible (US or Western Europe time zones preferred)
  Travel: Occasional customer visits and conferences