Sales Engineer

Full-time | Hybrid- Palo Alto | Reports to Founders Introduction Join us at Fastino as we build the next generation of LLMs. Our team, boasting alumni from Google Research, Apple, Stanford, and Cambridge, is on a mission to develop specialized, efficient AI. Fastino’s GLiNER family of open-source models has been downloaded more than 5 million times and is used by companies such as NVIDIA, Meta, and Airbnb. Fastino has raised $25M through our seed round and is backed by leading investors including Microsoft, Khosla Ventures, Insight Partners, GitHub CEO Thomas Dohmke, Docker CEO Scott Johnston, and others. What You’ll Work On Partner with Fastino's prospects and customers to prove real business value from our models during the sales cycle. Sit at the intersection of sales, engineering, and language model research, helping prospects evaluate Fastino's technology and chart a path to production. Work alongside Account Executives as the technical lead on deals, owning the technical win from first call through close. Run discovery with senior technical and business stakeholders to uncover pain points, qualify opportunities, and identify high-impact use cases. Lead technical demos, build custom POCs, and scope evaluations that map directly to customer success criteria. Recommend system architectures and advise on model fine-tuning, deployment, and evaluation approaches that fit each customer's stack. Respond to RFPs, security questionnaires, and technical deep-dive requests, serving as the first line of defense for security, privacy, and compliance questions and escalating complex requirements as needed. Partner with customer engineering teams to demonstrate value, recommend architectural patterns, and help kickstart implementation using our models and APIs. Build and maintain demo environments, reference architectures, sample code, and FAQs based on patterns you see across deals. Develop strong customer relationships throughout evaluation and validation, then hand off cleanly to post-sales as customers move into production. Represent the voice of the customer internally by surfacing field feedback, spotting patterns across accounts, and working with product and engineering to influence roadmap and feature prioritization. What We’re Looking For 5+ years of experience in a technical pre-sales, solution engineering, or similar role, supporting senior technical and business stakeholders at complex organizations. Foundational training and hands‑on experience with programming languages such as Python or JavaScript. Experience delivering prototypes of Generative AI or traditional ML solutions, with working knowledge of cloud and network architectures. Strong presentation and communication skills, with the ability to translate complex technical concepts to both technical and non-technical audiences, including senior leaders. Ownership mindset with the ability to take problems end‑to‑end and quickly ramp on new technologies as needed. Humble, collaborative, and customer-oriented attitude with a strong desire to help teammates and customers succeed. #J-18808-Ljbffr