Description
A bit about the job
Interested in being part of the go-to-market team selling real-world Generative AI that is moving from pilot projects into production across large engineering organizations?
Tabnine is building out a senior pre-sales team that can understand complex customer environments and map those requirements to the right Tabnine solution. For this role, the conversation is no longer just about an IDE plugin helping individual developers be more productive. It is about the Enterprise Context Engine: a context layer that gives AI systems structured understanding of repositories, services, dependencies, APIs, documentation, and architectural relationships, and can improve the tools customers already use, including Tabnine, Cursor, GitHub Copilot, and Claude Code. If you have a software development / DevOps background and a proven track record in solution engineering, especially in front of enterprise engineering buyers, we want to hear from you.
This role covers the US region. You will partner with Sales to run technical discovery, demos, architecture conversations, POVs, and rollout planning with engineering leadership, platform teams, architecture, DevEx, security, and the developers who will use the product day to day.
A bit about us
Tabnine helped pioneer AI-assisted software development and today provides both an AI Coding Platform and a standalone Enterprise Context Engine. The Tabnine Context Engine is the missing layer that makes AI more reliable, safe, and effective in the enterprise. Tabnine can be deployed as SaaS, in a private VPC, on-premises, or fully air-gapped, giving customers flexibility around privacy, security, and compliance. We’re looking for top-tier talent to join the Tabnine team and we’d love to hear from you.
Responsibilities
Responsibilities:
- Own the technical evaluation components of the sales process for accounts across your assigned territory.
- Partner closely with Account Executives to drive technical strategy from first meeting through close and expansion.
- Interface with the technical decision makers or influencers in key accounts: VP Engineering, CTO, platform engineering, architecture, DevEx, AppSec, and developers.
- Understand how customers build software today: their architecture, SDLC, developer workflows, governance requirements, and what would need to be true for AI to be trusted in their environment.
- Articulate the various Tabnine deployment options: SaaS, VPC (AWS, GCP, Azure), on-prem, and fully air-gapped deployments.
- Run live demos and POVs that show how the Enterprise Context Engine helps AI tools understand system boundaries, dependencies, architectural patterns, code review signals, and organizational memory, not just the file in front of them.
- Define and execute a scalable POV program with clear success criteria tied to things buyers actually care about: first-pass acceptance, review cycles, rework, time to resolution, and policy/compliance coverage.
- Help customers understand how Tabnine can improve the tools they already use, instead of forcing a rip-and-replace story.
- Work across repos, code review, CI/CD, documentation, ticketing, and other systems that shape how software gets built inside the customer environment.
- Define and execute techniques to scale 1:1 conversations to 1:many (recorded webinars, POV templates, workshops, white papers, or other creative scaling techniques).
- Meet or overachieve your revenue and pipeline goals as part of a sales team.
- Evangelize AI-powered software development via keynotes, webinars, field events, social media, or other technical audience promotion techniques.
- Track and provide feedback to Product and Engineering on customer usage patterns, deployment blockers, feature requests, and competitive intelligence.
Requirements
Requirements:
- A deep knowledge of the software development lifecycle with hands-on experience in software development is required.
- 7+ years in Solutions Engineering, Sales Engineering, Solutions Architecture, or a similar customer-facing technical role.
- Experience selling into large organizations / Global 2000 / Fortune 500.
- Ability to carry a technical conversation with both engineering leadership and hands-on practitioners.
- Comfortable selling a platform or infrastructure story, not just a point tool.
- Experience leading architecture reviews, security/privacy discussions, and POVs.
- Familiarity with products for developers, platform teams, DevOps, security, or other technical users.
- Experience working with cloud (AWS, GCP, Azure), git-based workflows, CI/CD, and modern developer tooling.
- Effective communicator with strong interpersonal, presentation, and whiteboarding skills.
- Motivated, driven and results oriented.
- A true desire to see customers benefit from the investment they make with you and Tabnine.
- Hustle, Heart, Humility. We are in a startup, so hustling is the default behavior. Selling new tech into new customers takes heart and persistence. Humility is expected, so check your ego and office politics at the door.
- Experience with AI coding assistants, agentic workflows, or context-aware developer tools is a big plus.
- Ability to travel within North America as needed.
