The Sales Solutions Architect is a quota-influencing,
customer-facing, techno-functional role responsible for developing a deep
understanding of customer context and challenges, designing AI-driven agentic
workflows, and supporting the sales cycle with compelling solution narratives,
demos, and value-engineering activities.
You will partner closely with Business Development Managers to
qualify opportunities, design workflow solutions, and demonstrate KAYA's
capability-led impact — translating ambiguous business problems into clear,
demonstrable, AI-powered outcomes.
This role is critical to driving deal velocity, solution quality,
and customer confidence in KAYA's platform, and offers a front-row seat to how
leading enterprises are operationalizing agentic AI.
THE CANDIDATE WE ARE LOOKING FOR
Customer
Discovery & Workflow Analysis: Lead deep-dive discovery
sessions to understand business processes, system landscapes, and operational
pain points. Analyse current-state workflows
across the in-focus business area(s), including data flows, handoffs, decision
points, and exception paths. Translate customer challenges
into agentic workflow opportunities aligned with customer KPIs and measurable
business outcomes.
Solution Architecture
Design future-state agentic
workflow solutions, including AI-driven tasks, agent orchestrations,
integrations, and human-in-the-loop checkpoints. Create workflow maps, solution
architecture diagrams, data-flow diagrams, and demo flows tailored to each
customer's environment. Partner with Product and
Engineering on technical feasibility, integration design, and delivery-effort
estimation. Assess and recommend
appropriate AI/LLM models, agent frameworks, and orchestration patterns for
each use case, balancing performance, cost, latency, and governance
requirements.
Pre-Sales Partnership
Work directly with Business
Development Managers throughout the sales process, from qualification through
close. Build tailored demos,
interactive prototypes, and proofs of concept that bring agentic workflows to
life for prospective customers. Articulate ROI, cost savings,
cycle-time reductions, and broader value realization through structured
value-engineering frameworks and business cases. Support RFPs/RFIs, security and
compliance reviews, technical evaluations, and competitive positioning.
Customer Engagement & Thought Leadership
Lead workshops, whiteboard
sessions, and executive briefings that build conviction in agentic AI as a
strategic capability. Serve as a credible, trusted
advisor on applied AI, agentic workflows, responsible AI practices, and
enterprise AI governance. Educate customers on scaling
agentic solutions across their enterprise, from first use case to platform-wide
adoption. Represent KAYA at industry
events, webinars, and customer roundtables as a subject-matter expert.
Enablement & Collaboration
Document standard workflows,
reference architectures, and reusable assets (demo scripts, solution templates,
ROI models). Provide structured feedback to
Product on market requirements, competitive gaps, and emerging customer needs.
Enable smooth and successful
platform deployment through meaningful expectation management and contextual
knowledge transfer to Forward-Facing Developers. Engage with designated GTM
and/or Delivery Partners to enable pursuits and platform deployment. Support onboarding and training
of new GTM team members on KAYA's platform, positioning, and discovery
methodology.
WHAT YOU WILL DO
Deliver high-quality solution
designs that help convert pipeline into closed-won deals, while enabling sharp
qualification and disqualification. Accelerate sales cycles through
strong architecture, discovery, and demo execution. Maintain excellence in solution
documentation, knowledge management, and asset reusability across the team. Support scalable delivery
models for a growing customer base, in partnership with Delivery and Product
teams. Contribute
to overall pipeline health and revenue targets through measurable influence on
deal velocity and win rates.
Requirements
5–10+ years of enterprise pre-sales
experience in the US, with a consistent track
record of new-logo acquisition in complex, multi-stakeholder deals.
Experience solutioning enterprise
technology platforms — AI/ML, data, automation,
workflow, or enterprise SaaS — into large organizations.
Industry familiarity in at
least one of: Financial Services / BFS, Insurance,
Healthcare and Life Sciences, Automotive, Energy & Utilities, Telecoms, or
Media.
Comfort selling platforms
and capabilities, not just products — able to
explain agentic AI concepts including autonomous workflows, human-in-the-loop
orchestration, and governed execution in a way that resonates with both
technical and business buyers.
Strong discovery and
qualification discipline — MEDDICC or MEDDPICC
methodology preferred.
Authorized to work in the US without sponsorship.
Benefits
Competitive base salary and uncapped commission with no
ceiling, so earnings scale with wins. The package also includes a comprehensive
benefits program (medical, dental, and vision insurance; 401(k) retirement
plan; and paid time off that respects the pace of startup life) and
performance-based equity participation, reflecting your contribution to Kaya’s
long-term value creation.
