Senior Solutions Specialist

Senior Solutions Specialist

Our mission is simple: deliver seamless, secure, reliable, and resilient AI compute at scale. We've built a versatile cloud platform that eliminates infrastructure barriers, empowering builders to focus on innovation instead of fighting their stack. Because breakthrough AI should move at the speed of ideas, not infrastructure.

About the Role

We're looking for a Senior Solutions Specialist to join our team during an exciting phase of growth. In this role, you'll partner with our sellers on their active multi-year capacity deals, from discovery and sizing through site fit, pricing and negotiation, working closely with cross-functional partners to support business objectives while upholding our standards for excellence, collaboration, and impact.

You'll join our GTM Strategy & Operations team and report directly to its VP, who leads strategic initiatives across the GTM leadership team. The team runs GTMOps for TensorWave: the systems, data, and processes that support sales, marketing, and partnerships, including the Deal Desk process and pipeline reporting. Your primary focus will be matching active deals to available capacity. You'll also support Deal Desk and sales operations.

What You'll Do

Deal Sizing & Pricing

• Work with sellers on their active deals, sizing and packaging each one in GPUs, racks, megawatts and term.
• Collaborate with Finance, Deal Desk and RevOps on the financial model for each deal, including how a site's lease rate and power cost flow through to price and margin.
• Compare pricing and structure options against Finance's guidelines, and show the seller what each option does for the customer and for TensorWave.

Sites & Capacity

• Keep a current understanding of available and upcoming capacity by site, working from Operations' numbers.
• Recommend each deal's site fit on power, density, cooling and Ready for Service date, from the sellable capacity Operations publishes, for Capacity Planning to confirm.
• When nothing fits a deal's size, work with the seller on a smaller or later deal.
• Keep each active deal's size, site and timing current so the capacity forecast reflects it.

Customer Discovery & Negotiations

• Join customer calls with the seller, who owns the relationship, and work together to understand the customer's needs beyond GPUs, including storage, networking, timeline and how they plan to run their workloads.
• Run first-pass technical discovery the way a sales engineer would, asking enough to size and scope the deal, and bring in Engineering for the deeper questions in the technical validation call.
• Lead the discussion on power and site readiness with the customer's infrastructure team, using dates Operations has confirmed.
• Support the seller in negotiations with sizing, structure and site options, inside Finance's guidelines or what Deal Desk has approved. The seller leads on price and terms.
• Draft customer proposals and decks with the seller, and present the infrastructure sections.

Deal Desk & Signature

• Prepare Deal Desk submissions with RevOps and Finance, including your recommendation and the case for any exception. Your manager approves inside the guidelines, and anything outside them goes to Finance and leadership for approval.
• Support Deal Desk day to day with Finance: intake, tracking and follow-up.
• Coordinate open issues with Finance, Legal, Operations and Cluster Engineering so deals keep moving, and raise anything stuck with your manager.
• Before signature, read contract drafts against what Deal Desk approved and send any gaps back to Deal Desk.

Sales Support

• Help make sure deal information is current in HubSpot, following up with sellers on stage, close date, sizing and next steps, inside the standards your manager sets.
• Run pipeline and deal reports and prepare forecast inputs for your manager.
• Surface blockers and patterns across deals to your manager with context and a recommendation, such as where we lose on price or timing and what you'd change in the process or seller training.

Who You Are

Required Qualifications

• Track record taking wholesale colocation or hyperscale deals of 10 MW and up through negotiation to signature, including non-standard deals.
• Deep understanding of how power and site costs drive a deal's price.
• Technical depth across compute, networking, storage and data center infrastructure, enough to run first-pass discovery with a customer's technical team.
• Ability to read MSAs and order forms and spot the terms that change a deal's value or risk.
• Credibility with the infrastructure leaders who buy data center capacity at this scale.
• Experience with pipeline and sales reporting in HubSpot or a similar CRM.
• Strong analytical skills and comfort working through deal models with Finance and building customer decks.

Preferred Qualifications

• Experience in GPU cloud, HPC or other high-density infrastructure environments.
• Experience with committed, multi-year capacity contracts, including ramps and phased delivery.
• Familiarity with AMD Instinct GPUs and rack-scale systems.
• Experience in a sales engineering, deal desk, sales operations or commercial operations role at a cloud or infrastructure company.

What We Offer

• Stock Options
• 100% paid Medical, Dental, and Vision insurance for Employees
• Company Health Savings Account Contributions
• 100% paid Short Term and Long Term Disability Insurance for Employees
• Life and Voluntary Supplemental Insurance Options
• Other Insurance Options, such as Pet & Legal Insurance
• Various Supplementary Health Benefits, such as discounted Virtual Healthcare Appointments and Serious Illness Support
• Flexible Spending Account
• 401(k)
• Employee Assistance Program
• Flexible PTO
• Paid Holidays
• Parental Leave
• Other In-Office Perks

Equal Employment Opportunity

TensorWave is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of any protected status under applicable law.

Reasonable Accommodations

TensorWave provides reasonable accommodations in accordance with applicable laws. If you require accommodation during the hiring process, please contact View email address on click.appcast.io.

Employment Eligibility

All offers of employment are contingent upon verification of identity and authorization to work in the United States, as required by law.

Background Checks

Where permitted by law, employment may be contingent upon the successful completion of a job-related background check.

Data Privacy Notice

By submitting an application, you acknowledge that TensorWave may collect, use, and retain your personal information for recruiting and employment-related purposes in accordance with applicable data privacy laws.