Solutions Engineer - New Verticals

ABOUT AIROPS AirOps is the full-service platform for brand growth in the age of AI search. As consumers shift from traditional search engines to platforms like ChatGPT, Claude, and Gemini, the entire ruleset of growth is being rewritten. Buyers now rely on agents to discover, recommend, and purchase products and services for them. If your brand isn't part of the answer, you aren't in the running. Our platform offers everything a brand needs to get found, recommended, and earn trust. We work with category leaders, including teams at Ramp, Chime, Airbnb, ServiceNow, and Rippling, to drive visibility and accelerate growth from AI search. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we're headquartered in San Francisco, New York, and Montevideo. ABOUT THE ROLE We’re looking for a scrappy 0→1 Solutions Engineer to help us launch new products and verticals, test positioning in real time, and turn early wins into repeatable sales motions. Working directly alongside our GM of New Verticals, you’ll help reps navigate ambiguous customer conversations and validating what truly resonates in the market. This is an execution-heavy IC role for someone who thrives in non-linear, zero-to-one environments. You possess the customer empathy to decode unstructured buyer feedback, the judgment to separate signal from noise, and the systems mindset to codify early learnings into scalable playbooks for the broader team. WHAT YOU’LL DO: 0→1 SALES TESTING - Turn new product ideas into clear hypotheses we can test with customers. - Partner with sales reps to test positioning, messaging, packaging, and pricing. - Join early customer conversations and sales calls to help validate demand and learn what resonates to turn into a repeatable GTM motion. - Identify patterns from customer conversations and share actionable feedback with Product. - Turn successful experiments into repeatable sales motions and clear guidance for the broader team. - Partner with Product and the GM of New Verticals to refine the product and its go-to-market approach. GTM SYSTEMS EXPERT FOR NEW VERTICALS - Help clarify the customer problem, shape the conversation, and test how the offering should be positioned. - Build training, talk tracks, playbooks, and processes that help reps sell new products with confidence. - Become a SME on new products and help reps understand how to explain and position them effectively. WHO YOU ARE: - 3+ years of experience in B2B technology across GTM strategy, product marketing, sales enablement, solutions consulting, early-stage operations, founding, or a similar customer-facing role. - 0→1 builder: You thrive when there isn’t a playbook yet and are comfortable figuring things out through customer conversations, experimentation, and iteration. - Customer and market learner: You can listen closely, identify patterns, and turn ambiguous feedback into useful hypotheses and next steps. - Live-call SME: You can help reps navigate customer & prospect conversations about products, use cases, and solutions that are still being defined. - Playbook builder: You can turn successful experiments, recurring questions, and important objections into clear, practical guidance others can use. - Systems thinker: Once something starts working, your instinct is to make the learning repeatable and easy for others to adopt. - High agency: You can take direction, run with it, and drive work forward without needing constant oversight. NICE TO HAVE - Founder experience or experience as one of the first GTM hires at an early-stage company. - Experience working with marketing technology or selling to Marketing. - Understanding of SEO and it’s evolution into AEO in the world of AI search - Strong understanding of the marketing funnel, from demand creation through conversion, pipeline, and closed-won revenue. OUR GUIDING PRINCIPLES 1. Extreme Ownership 2. Quality 3. Curiosity and Play 4. Make Our Customers Heroes 5. Respectful Candor BENEFITS - Equity in a fast-growing startup - Competitive benefits package tailored to your location - Flexible time off policy - Parental Leave - A fun-loving and (just a bit) nerdy team that loves to move fast!