Staff Solution Architect

What We’re Building Keystone AI is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard and more across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! If you want to see what we’ve been up to, please check out these blog posts and Keystone AI .io press releases . Who We Are We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers. How We Work We are a fully distributed company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. Little more about the team: The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working Keystone AI 's most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like. What you’ll do in the role: Drive technical strategy on Keystone AI 's largest, most complex deals, partnering with Strategic AEs and Sales Leadership across the region. Lead discovery, solution design, and executive conversations that connect Keystone AI 's platform to real engineering and business priorities. Own the technical win. Shape the success criteria, guide the POCs, run competitive bake-offs, and build stakeholder conviction from first call to close. Advise engineering leaders and executives at global enterprises on AI-era observability, modern operations, and how great teams build and run software. Turn complex customer environments into clear architectures and solution narratives that land with both developers and decision-makers. Leverage AI tools and get efficient and creative while maintaining accuracy and reliability. Human-in-the-loop is a real thing! Get hands-on when it matters. Instrument apps, unblock technical issues, and help customers prove outcomes in real environments. Build things that scale: technical content, reusable demos, repeatable architectures, and bring thought leadership that makes the whole team better. Deliver demos, workshops, and presentations that move people, not just inform them. Work across Sales, Product, Marketing, Field Engineering, and DevRel to sharpen the go-to-market motion and improve how we show up for customers. Bring field signals back into the company. Help shape the product direction and demo strategy. Mentor peers and model the judgment and autonomy this role demands. Illustrate a clear path to broader leadership. What you’ll bring to the role: 7+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS. Ideally on strategic or enterprise accounts. A track record of winning complex, high-value deals with sophisticated buying committees and multiple technical stakeholders. Experience selling into developer, platform, SRE, or engineering-led organizations with the ability to earn credibility fast, with both technical depth and business fluency. Executive presence and the range to tailor your message from hands-on practitioners to the C-suite. Sharp solutioning skills: you whiteboard clearly, simplify complexity, and build compelling technical strategies for ambiguous, high-stakes situations. Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, API-driven architectures. Strong working knowledge of observability, distributed tracing, and OpenTelemetry. You understand how modern teams instrument, troubleshoot, and optimize complex systems. Comfort navigating code and implementation details across languages and frameworks; enough to guide instrumentation and validation work directly. Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous. Experience owning complex POCs and evaluations, defining success criteria, managing risk, and driving disciplined outcomes. A collaborative, cross-functional approach with experience influencing Product, Engineering, and GTM teams. A point of view on where observability, developer tooling, and AI-assisted workflows are headed and genuine enthusiasm for helping customers modernize. A mentorship and growth mind