**We are only hiring for this role in the CST or EST time zones**

At Greenlight Guru, we help the world’s most innovative medical device companies bring high-quality, life-changing products to market faster. We serve 1000+ global customers with our quality management and clinical data capture software, helping them get their products on the market and keep them there. 

When you join the team at Greenlight Guru, you’ll be a part of a collaborative, mission-driven team working in one of the most exciting and rewarding industries on the planet. Backed by JMI Equity, one of the premier growth equity firms for SaaS companies, Greenlight Guru is growing—and looking for individuals who are difference makers. Is that you?

We are looking for a commercially-minded, revenue-driven, highly technical Solutions Engineer to join our organization with a heavy focus on selling to software engineering teams. Reporting to the Director of Product Marketing, you are responsible for translating our product strategy into confident, effective value-based selling. You will work alongside Sales to support live deals, bring product and technical depth into buyer conversations, and turn field experience into reusable assets that scale across GTM. You focus on the last mile of the buying journey - proving technical fit, reducing risk, and helping buyers move forward with confidence. While you are a strategic partner to Sales on active deals, being situated within the Product Marketing team allows you to act as a critical bridge between our product’s capabilities and our market-facing message. You are a technical storyteller who knows how to connect "how it works" with "why it matters." You’ll use real-world deal experience to stress-test and refine our positioning, competitive strategy, and the assets we use to win.

Responsibilities

Value Selling & Deal Execution

You own technical confidence in active deals and are accountable for buyer certainty in our technical fit. Your performance is largely measured by your impact on revenue.

• Technical Discovery & Diagnosis: Lead additional deep-dive discovery during demos to uncover a prospect’s current tech stack and pain points. You help diagnose the technical "why" before prescribing a solution.
• Value-Based Demonstrations: Deliver demos tailored to the buyer’s specific goals and success criteria. Lead with value and differentiation, not feature walkthroughs.
• Trial & Evaluation Ownership: Own the trial experience end-to-end, including setup, guidance, and success criteria. Ensure trials clearly demonstrate value and differentiation.
• Technical Deal Support: Act as a persistent partner in the deal, not a one-time resource. Stay current on deal status, identify technical risks, and partner with AEs to move deals forward.
• Expansion & RFP Support: Support expansions and at-risk renewals. Partner with AEs and PMM to ensure RFPs have high positioning impact and technical clarity.

Technical Assets & Demo Environments

You are responsible for maintaining the "technical sales toolkit," ensuring the GTM team has accurate, field-ready assets to sell efficiently.

• Scalable Asset Creation: Build and maintain reusable technical sales assets—such as walkthroughs, video snippets, and PoC templates for APIs/integrations—that help the field scale.
• Demo Environment Ownership: Maintain stable and accessible demo environments. You ensure demo data supports realistic, value-based storytelling for our core personas.
• Demo Narrative: Collaborate with PMM to ensure the core demo narratives are technically accurate and reflect how the product is actually used in the field.

Cross-Functional Collaboration & Enablement

You act as the resident technical authority, ensuring seamless alignment between the Product, Marketing, and Sales organizations.

• Cross-Functional Collaboration: Serve as the trusted technical lead for AEs, AMs, and CSMs. You are a strong collaborator who bridges the gap between technical details and GTM strategy.
• Product Readiness: Stay current on what’s shipping and why it matters. Translate new features into demo-ready flows, technical FAQs, and narratives for the GTM team.
• Field Intelligence Loop: Serve as the "voice of the buyer." Identify patterns in technical objections or competitive gaps and provide clear, actionable feedback to Product to influence the roadmap.

Candidate Profile

• Commercially Minded: You understand that technical depth exists to win deals and drive revenue.
• Strategic Partner: You know when to lead technically and when to support the broader sales strategy.
• Solution Storyteller: You can translate product capabilities into outcomes that actually matter to a buyer.
• Ownership Mindset: You treat deals, proof points, and internal process improvements as your personal responsibility.

Qualifications

• Technical Sales Experience: Proven track record delivering value-led technical demonstrations to software engineers and highly technical buyers, translating complex platform capabilities (APIs, integrations, developer workflows) into clear business and technical outcomes.
• Software Development Fluency: Strong working knowledge of modern SDLC practices, including requirements management, Git-based version control, CI/CD workflows, and release processes, with hands-on experience using Jira and similar developer tools (e.g., issue tracking, sprint boards, workflow configuration) in real engineering environments.
• API & Integration Literacy: Practical understanding of REST APIs, authentication methods, and system integrations - confident discussing how systems connect, how data flows between platforms, and how traceability or automation is maintained.
• Code Familiarity: Hands-on familiarity with code platforms (you have written or actively used code-based tools) and can speak fluently about repositories, commits, pull requests, and automation workflows.
• SaaS Background: Experience at a small-to-mid-sized SaaS company where you helped build or refine the SE function, processes, or demo environments - not just operate within an established structure.
• Revenue Impact: A clear track record of directly supporting revenue, advancing complex opportunities, and influencing deal outcomes in partnership with Account Executives.
• Learning & Ownership Mindset: Thrives in a fast-moving, evolving environment — actively seeks feedback, adapts quickly, rolls with change, and contributes ideas that help the team continuously improve how we sell and deliver technical value.
• Nice to Have: Experience in life sciences/medtech environments or running technical proof-of-concepts.

Benefits you’ll enjoy:

• Flexible Paid Time Off policy and working hours
• Home Office stipend for new hires
• Multiple Medical Insurance options, plus Dental and Vision
• 401k (with company match) 
• Equity Program Eligibility (based on role and/or tenure)
• Paid Maternity and Paternity Leave
• Disability insurance

Greenlight Guru is an Equal Opportunity Employer. Individuals seeking employment at Greenlight Guru are considered regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you need assistance or accommodations to submit your application for this position, please email careers@greenlight.guru.

About E-gineering 

E-gineering (EG) is a 100% employee-owned software consulting company based in Indianapolis, Indiana, founded in 2000. True consulting is about serving people with integrity, excellence, and a genuine heart. We stand behind our work, always do what's right, and are willing to take risks to uphold our values. 

Why Join Us? 

Work-Life Balance: We maintain a strict 40-hour work week. Your personal life matters as much as your professional one. 

Award-Winning Culture: For over 13 years, we've been named one of the Best Places to Work in Indiana, consistently ranking in the top 3. 

Grace in Tough Times: Life happens. When it does, we offer grace and flexibility so you can focus on what matters most—yourself and your family. 

Position Overview 

Title: Senior AI Engineer  

Type: W-2 Employment  

Location: Indianapolis, IN (on-site)

Relocation: Not offered

Work Authorization: Must be authorized to work in the United States without sponsorship, as E-gineering does not provide employment sponsorship now and in the future.

The Role 

We're looking for a customer-centric Senior AI Engineer to join our Team. This is a hands-on engineering role focused on designing, building, and delivering LLM-powered capabilities within client applications. You'll work across the full lifecycle of AI-enabled solutions—from proof of concept through production—while contributing to the growth of AI engineering practices across E-gineering. 

What You'll Do 

AI Solution Engineering 

You'll design and implement LLM-powered features and systems within client applications. This includes building and optimizing RAG pipelines, designing and orchestrating agentic workflows, integrating tool use and external services via protocols such as MCP, and selecting the right models and architectures for the task. You should be comfortable working across the stack—connecting LLM capabilities to real application code, APIs, data stores, and user experiences. 

Evaluations and Quality 

Shipping AI features responsibly means knowing whether they actually work. You'll design and implement evaluation frameworks to measure LLM output quality, build regression and benchmark suites, and establish feedback loops that drive iteration. You should bring an engineering mindset to a space where "it seems to work" isn't good enough. 

Client Delivery 

As a consultant, you'll be embedded on client teams to deliver AI-powered solutions. This means understanding client business problems, translating them into technical approaches, and building production-quality software. You should be comfortable leading technical discussions, participating in discovery and pre-sales conversations, and mentoring client and E-gineering developers on AI engineering practices as part of delivery. 

Data Readiness 

Production AI systems are only as good as the data behind them. You'll assess client data readiness during discovery, design and build data ingestion and processing pipelines for AI systems, and ensure solutions operate within client governance frameworks. This includes working with sensitive and regulated data, understanding data lineage and access controls, and making sound decisions about what data flows where—particularly when third-party model APIs are involved. 

Internal Capability Building 

You'll contribute to E-gineering's growing AI engineering practice by sharing what you learn in the field—whether that's reusable patterns, starter kits, evaluation tooling, or lessons learned. You'll help teammates level up through pairing, code reviews, and informal knowledge sharing. 

What We're Looking For 

Must-Have Qualifications 

• Must reside in the Greater Indianapolis area and can work on-site regularly (this role is not open to fully remote or relocating candidates)
• 5+ years of experience as a Software Engineer, with strong fundamentals in at least one modern language and ecosystem 

• 1+ years of hands-on experience building LLM-powered applications (RAG, agents, tool use, prompt engineering—not just using chat interfaces) 

• Practical experience with agent frameworks (e.g., LangGraph, CrewAI, AutoGen, or similar) and orchestration patterns 

• Experience designing and implementing evaluation strategies for LLM systems 

• Solid understanding of API design, data pipelines, and cloud infrastructure as they relate to AI-enabled applications 

• "We" mentality coupled with a servant leadership mindset 

• Excellent communication skills for both technical and non-technical audiences 

Preferred Skills 

• Experience with MCP (Model Context Protocol) or similar tool-integration patterns 

• Familiarity with vector databases and embedding strategies for retrieval systems 

• Experience with model fine-tuning or distillation 

• Exposure to practices outlined in resources like AI Engineering by Chip Huyen 

• History of conference speaking or technical writing 

• Experience with data engineering or data science workflows 

• Contributions to open-source AI tooling or frameworks 

Why You’ll Love This Role 

We are seeking an Enterprise Regional Sales Manager who is ambitious, adaptable, and enthusiastic. A successful Enterprise Regional Sales Manager at Cribl will clearly articulate our value proposition and execute on proven sales processes. This Regional Sales Manager will come with accountability and ownership, specifically in meeting leading indicators. Most importantly, we put our customers first, always. We are looking for an Account Executive who will do just that. The ideal candidate will come with expertise in creating customer centric solutions, and be able to build strong enduring relationships with our customers.

Please note, this is a remote position based out of Indianapolis. We are looking for candidates to live local to the territory.

As An Active Member Of Our Team, You Will...

• Develop a business plan to overachieve sales goals
• Manage and maintain the entire sales ecosystem from generating leads through closing
• Help customers understand the value of Cribl during the sales process
• Articulate our value proposition up and down the organization, from engineer up to CxO
• Forecasting predictably and hitting sales targets
• We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

If You’ve Got It - We Want It 

• 4+ years of quota carrying Enterprise Security sales experience calling on Security (SIEM & Observability) & IT Personas (CISO/CIO’s)
• Experience working with at least one earlier stage start-up organization <1000 employees or has demonstrated entrepreneurial skills throughout their career
• A proven track record of landing 5+ new logos each year and demonstrated ability to run a complex sales process
• Experience selling through a channel led motion 
• Able to create demand in a territory and selling un-budgeted solutions
• Background using MEDDIC 

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience.  In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity. The total compensation offered for this position will include a commission/incentive plan.

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