Principal Solutions Architect

Principal Sales Engineer, AI Data SolutionsAt Komodo Health, our mission is to reduce the global burden of disease. And we believe that smarter use of data is essential to this mission. That's why we built the Healthcare Map — the industry's largest, most complete, precise view of the U.S. healthcare system — by combining de-identified, real-world patient data with innovative algorithms and decades of clinical experience. The Healthcare Map serves as our foundation for a powerful suite of software applications, helping us answer healthcare's most complex questions for our partners. Across the healthcare ecosystem, we're helping our clients unlock critical insights to track detailed patient behaviors and treatment patterns, identify gaps in care, address unmet patient needs, and reduce the global burden of disease.As we pursue these goals, it remains essential to us that we stay grounded in our values: be awesome, seek growth, deliver "wow," and enjoy the ride. At Komodo, you will be joining a team of ambitious, supportive Dragons with diverse backgrounds but a shared passion to deliver on our mission to reduce the burden of disease — and enjoy the journey along the way.The Sales Engineering team partners with Sales to deliver expert technical support for Komodo's real-world data, AI-powered analytics, and software for our Life Sciences customers. We act as trusted advisors — bridging data and AI expertise with commercial strategy to help clients solve their most pressing challenges and reduce the burden of disease.The Principal AI Sales Engineer provides technical, data, and AI-solution expertise across the discovery, qualification, value-alignment, and solution-design stages of the sales cycle. The through-line of the role is simple: help life sciences clients see a transformed workflow — analyses that used to take weeks, run live in minutes — and connect that directly to their commercial outcomes.You are the kind of person who builds their own tools. You turn one-off analyses into reusable assets, automate your own workflow, and have spent real time hands-on with AI — building or experimenting with agents, apps, and analytics co-pilots. You don't wait for enablement to hand you a script; you build the thing yourself.What you'll accomplish in your first 12 months:Become a go-to expert for Komodo's AI-powered platform — routinely running live, plain-language analyses that compress weeks of work into minutes and shorten the path from discovery to close.Develop deep fluency in Komodo's Healthcare Map and real-world data assets, and in how our analytics and AI products solve specific customer pain points.Build a personal library of reusable, AI-centric demo assets and proof-of-value frameworks — and share them so the whole team moves faster.Confidently articulate Komodo's trustworthy-AI approach — grounded, explainable, reproducible, verified, governed — to technical buyers, customer AI councils, and compliance/procurement stakeholders, clearing the AI-related blockers that stall deals.Strengthen the Sales Engineering and Sales partnership through better discovery, qualification, and solution design — and surface cross-sell and expansion paths across the Komodo portfolio.Build trusted client relationships by tying Komodo's data and AI capabilities to clients' commercial outcomes and ROI.These are the essential job duties you will be responsible for:Partner with Sales during discovery to identify the technical, data, and AI requirements, pain points, and desired commercial outcomes for life sciences clients.Provide expert guidance on healthcare claims and real-world data — clinical ontologies, identity resolution, patient-journey insights.Design and present tailored solutions that combine Komodo's Healthcare Map, AI engine, and software products to meet client objectives — and quantify the business value.Run technical and AI-powered demonstrations — live, plain-language analyses and no-code exploration — and handle the off-script, ad-hoc question with a real answer in the room rather than "we'll get back to you."Position how Komodo's differentiated AI compares to general-purpose foundation models and other real-world-data vendors, addressing model trust, data provenance, reproducibility, and governance.Support customer AI councils, security reviews, and enterprise procurement to unlock and accelerate larger, multi-product deals.Identify and shape expansion opportunities across Komodo's products to grow account revenue.Navigate the internal review process for technical proposals — aligning Legal, Compliance, Security / AI Governance, and Product.Feed customer and competitive signal back into the product and AI roadmap.Mentor junior SEs and share reusable, AI-centric best practices and assets.What you bring to Komodo Health (required):Domain depth. Deep familiarity with large BioPharma functional areas (e.g., Commercial, HEOR/RWE, Medical Affairs), their workflows, and how each thinks about data and budget — with a track record of driving material improvements within them.Experience. 10+ years in Sales Engineering, Solutions Engineering, or Technical Account Management, selling software, real-world data, and analytics to life sciences / pharmaceutical companies.A builder mentality. You create your own assets and tools and have hands-on experience building or experimenting with AI agents and applications (e.g., Claude Code, Cursor, LangFlow, data-science notebooks). Production deployments are not required — demonstrated tinkering, resourcefulness, and a bias toward building are.AI fluency. Working fluency with the AI/ML concepts relevant to enterprise analytics — LLMs, generative and agentic AI, retrieval-grounded analytics — and the ability to explain AI trust, reproducibility, and governance to both technical and non-technical buyers.A strong data foundation. Deep understanding of healthcare claims and real-world data (e.g., 837/835 data, NDC codes, clinical ontologies); working SQL and Python; APIs, data integration, and cloud architectures (AWS, Azure). Experience with privacy-preserving linking is a plus.The ability to demo and quantify. Demonstrated success demoing and positioning AI-powered analytics products and connecting their capabilities to measurable customer ROI.Range as a communicator. You translate complex technical and AI concepts into clear, business-relevant insight, and connect equally well with executive and technical stakeholders.Regulated-environment savvy. Experience navigating HIPAA, GDPR, and the compliance and AI-governance implications for life sciences clients.Nice to have:Familiarity with responsible-AI / AI-governance frameworks and how they apply to healthcare and pharma procurement and AI council reviews.Prior experience supporting customer AI councils or enterprise AI evaluations.Technical certifications in AWS, Azure, or data platforms.Experience with CRM platforms like Salesforce to manage client interactions and pipeline.Familiarity with data visualization tools (e.g., Tableau, Looker).