Senior Sales Engineer, Federal

Founded in 2012, H2O.ai is on a mission to democratize AI. As the world’s leading agentic AI company, H2O.ai converges Generative and Predictive AI to help enterprises and public sector agencies develop purpose-built GenAI applications on their private data. With a focus on Sovereign AI—secure, compliant, and infrastructure-flexible deployments—H2O.ai delivers solutions that align with the highest standards of data privacy and control.

Our open-source technology is trusted by over 20,000 organizations worldwide, including more than half of the Fortune 500. H2O.ai powers AI transformation for companies like AT&T, Commonwealth Bank of Australia, Chipotle, Workday, Progressive Insurance, and NIH.

H2O.ai partners include NVIDIA, Dell Technologies, Deloitte, Ernst & Young (EY), Snowflake, AWS, Google Cloud Platform (GCP), VAST Data and MinIO. H2O.ai’s AI for Good program supports nonprofit groups, foundations, and communities in advancing education, healthcare, and environmental conservation. With a vibrant community of 2 million data scientists worldwide, H2O.ai aims to co-create valuable AI applications for all users.

H2O.ai has raised 256 million from investors, including Commonwealth Bank, NVIDIA, Goldman Sachs, Wells Fargo, Capital One, Nexus Ventures and New York Life.

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About This Opportunity

We are looking for a Senior Sales Engineer - AI to join our team. In this role, you’ll combine deep technical expertise in Machine Learning and Generative AI with strong pre-sales solutioning skills to help enterprise customers design, adopt, and scale AI using the H2O.ai platform. You’ll work hand-in-hand with Sales, Product, and Customers - leading technical discovery, designing architectures, running demos and pilots, and guiding customers through their end-to-end AI journey.

This position is based in Washington DC.

What You Will Do

• Partner with Sales to drive pre-sales success: lead discovery sessions, identify customer needs, design technical solutions, and build winning proposals.
• Execute high-impact proof of value that moves beyond technical feasibility to demonstrate ROI, such as cost per token or measurable accuracy gains in production using H2O AI Enterprise Platform: Predictive, Generative, and Agentic AI 
• Build and present custom AI/ML/GenAI solutions tailored to industry verticals (banking, finance, insurance, healthcare, manufacturing, retail, public sector).
• Showcase hands-on expertise with LLMs: fine-tuning, evaluations, RAG, and Agentic pipelines. 
• Design and build sophisticated Agentic Workflows, beyond simple RAG to multi-agent systems that can reason, use tools, and execute complex business logic autonomously.
• Design reference architectures and deployment strategies for enterprise customers across cloud (AWS, Azure, GCP), hybrid, and on-prem.
• Architect integrated solutions that leverage the full H2O stack: using Driverless AI for predictive features, h2oGPTE for unstructured data synthesis
• Guide customers on MLOps, Kubernetes deployments, CI/CD integration, monitoring, and governance to ensure their applications are production-ready.
• Work closely with Product Management to influence the product roadmap based on customer and field insights.
• Contribute to thought leadership by creating solution blueprints, best practices, and reusable assets; represent H2O.ai at events, roundtables, webinars, and conferences.

What We Are Looking For

• 5+ years in pre-sales, sales engineering, or solution architecture roles for enterprise AI/ML platforms.
• Hands-on expertise in Generative AI and ML: LLM fine-tuning, evaluation, pipelines, predictive ML algorithms.
• Proven experience with cloud-native deployments (AWS, Azure, GCP), Kubernetes, and enterprise integration.
• Master the art of technical storytelling , the ability to whiteboard a complex Kubernetes deployment for an IT Director, then pivot to explaining the risk-mitigation benefits of 'Guardrails' to a Chief Risk Officer.
• Excellent presentation and communication skills: confident in front of C-level executives and technical teams.
• Experience with H2O.ai products or similar enterprise AI/ML platforms is a plus.
• Willingness to travel up to 50% to support strategic accounts.
• Security Clearance

How to Stand Out

• Experience running POCs, pilots, and executive workshops that accelerate AI adoption.
• Familiarity with enterprise security, compliance, and governance in AI deployments.
• Demonstrated thought leadership (talks, blogs, open-source contributions).
• Vertical domain expertise (e.g., BFSI, telco, pubic sector, manufacturing, retail).

Why H2O.ai?

• Market leader in total rewards
• Remote-friendly culture
• Flexible working environment
• Be part of a world-class team
• Career growth

The base salary for this role ranges from $200,000 to $320,000. Compensation is determined based on several factors, including skills, experience, job scope, location, and relevant market compensation data.

H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.

H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence. 

H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.

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