Senior Solution Engineer

Toast

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. Retail is Toast's biggest bet and we are growing rapidly. The opportunity is massive, and the category is ours to define. You'll have the backing of Toast's scale, brand, and resources but you'll be on the team architecting how we operate, scale, and win.  The decisions you make in this role will shape how Toast competes in retail for years to come. Toast is prioritizing AI integration across the enterprise to redefine GTM velocity. As part of this strategy, multiple business units are pursuing specialized AI initiatives tailored to market challenges. This model balances corporate-wide coordination with vertical accountability: teams work in lockstep to scale efficiencies and aggregate impact, while remaining responsible for developing, building, and launching solutions optimized for unique operating environments. The GTM Sales Engineer & AI solutions is the core functional driver of this transformation within the Retail vertical. As an expert in applied AI, you will own the centralized deployment of AI applications to directly improve Productivity Per Rep (PPR). You will drive AI-powered productivity and automation across Retail sales, working with AEs and BDR/SDR teams to accelerate sales and with Onboarding to streamline the path to Customer Go-Live, with the opportunity to grow your impact across other GTM and client-facing teams as the vertical scales. You will be the operational linchpin running the Retail AI GTM Pod, architecting a continuous feedback loop sourcing grassroots ideas from the frontline, filtering them through a business lens, and scaling them into production tools. This is a technical, builder-focused role. You will observe decentralized AI applications working across the organization and partner to accelerate their impact, making them structurally better, integrating them into core systems, and maintaining them long-term. While you will partner with central corporate operations and marketing to advocate for Retail use cases and scale company-wide efficiencies, you will also possess the autonomous engineering capabilities to construct vertical-specific pipelines when distinct merchant workflows require it. This role sits in Revenue Operations, but will also dotted-line report into engineering. A day in the life (Responsibilities)  AI GTM POD GOVERNANCE & SOLUTION SOURCING * Leadership & Facilitation: Stand up the Retail AI GTM Pod to surface, qualify, and scale AI applications across the Retail field. The model could be a working group of AI-forward reps, managers, and leaders organized around defined themes in Sales & Onboarding, contributing domain expertise and frontline signals. The pod functions as an intake mechanism and sounding board, surfacing field experiments, pressure-testing priorities, and keeping your roadmap grounded in what moves the business. * Idea & Solution Sourcing: Serve as the production engine for ideas surfacing through the pod and field. Evaluate what is worth scaling, determine the right build, buy, or borrow path, and take the strongest ideas from experiment to production tool—launching with Enablement to non-technical end-users and maintaining active ownership through adoption tracking, feedback, and iteration. * Build vs. Buy Evaluation: Lead technical discovery to determine the most efficient path for problem statements, assessing whether to build a custom agentic solution, stitch existing APIs, or coordinate with vendors to purchase a scalable product. * Roadmap Prioritization: Translate decisions into a sprint-based roadmap, prioritizing developments based strictly on their potential to drive vertical PPR and eliminate administrative friction. APPLIED ENGINEERING & SYSTEMS INTEGRATION * Agile Sprint Execution: Maintain and execute against a technical scrum board, operating on defined sprint cycles to continuously ship, test, and iterate on AI-powered features. * Industrializing Frontline Wins: Take successful, unscaled local experiments (e.g., territory expansion scoring, contact discovery pipelines, multi-intent category parsers) and harden them with error handling, version control, scalable code, and secure coding practices like input validation, secrets management, and mitigation of LLM risks (e.g., prompt injection). * Systems Integration: Coordinate integration efforts to map vertical AI outputs into core GTM platforms (Salesforce, Snowflake, Taskray), ensuring local applications enhance rather than disrupt foundational enterprise pipelines. * Data Integrity Architecture: Build & monitor data validation frameworks ensuring model inputs are pristine and outputs are entirely auditable and trusted by the field. * Application Security: Design & enforce security controls for Retail AI applications, including authentication/authorization frameworks, secrets management, access controls on model outputs, and mitigations for LLM risks (prompt injection, data exfiltration). Ensure builds meet Toast's security standards given system proximity to payment and customer data workflows. CROSS-FUNCTIONAL PARTNERSHIP & STRATEGIC RADAR * Enterprise Collaboration: Contribute to cross-functional AI coordination cadences connecting Revenue Operations, Marketing AI, and Business Technology teams across Toast. Align on company-wide AI investments, advocate for Retail use cases and merchant requirements in shared roadmaps, and identify where central efforts can be leveraged, adapted, or extended. Serve as Retail's active voice in sequencing these shared initiatives while staying coordinated. * Vertical Personalization: Monitor central enterprise tool developments (e.g., prospecting or enablement agent suites) to identify opportunities to clone, customize, or extend for Retail merchant types. * Bidirectional Knowledge Exchange: Establish a pipeline for sharing locally developed code, architecture patterns, and prompt structures with central teams, ensuring Retail's breakthroughs help elevate Toast's engineering ecosystem. FLUENCY, ENABLEMENT & TRAINING LOOPS * AI Fluency Leadership: Design and execute vertical-wide enablement tracks to build a baseline of confident, independent AI tool usage across sales reps, onboarding consultants, and managers. * Adoption Analytics: Build & monitor adoption tracking mechanisms for deployed AI solutions, ensuring training translates into consistent field usage and measurable reductions in level of effort (LOE). What you'll need to thrive (Requirements) * Applied AI Deployment: 4+ years of experience in a technical, analytical, or GTM operations role, with a track record of owning the full deployment lifecycle of applied AI applications, RAG pipelines, or agentic workflows, including post-launch monitoring, alerting, rollback procedures, and model version management. * Modern AI Toolchain Literacy: Advanced, hands-on proficiency with developer-focused AI tools, specifically the Gemini Suite, Claude Cowork, and Claude Code. * Modern Deployment Stack: Experience deploying and operating AI backend systems in production (API services, model inference pipelines, orchestration layers), with demonstrated ownership through reliability, observability, and incident response. * Application Security Awareness: Familiarity with security best practices for AI-native systems, including authentication/authorization, secrets management, access controls on outputs, and awareness of LLM attack surfaces (prompt injection, data exfiltration). * Agile Operational Fluency: Experience operating within an agile engineering model, including managing technical product backlogs, running sprint cycles, and maintaining scrum boards. * Strategic Diplomacy: Exceptional communication skills with a proven ability to enter central enterprise forums, align stakeholders, advocate for vertical needs, and collaborate across business units. What will help you stand out (Nonessential Skills/Nice to Haves) * Software engineering or computer science background with the ability to write functional code (Python, JavaScript, or equivalent) and construct robust API integrations from scratch. * Direct domain familiarity with B2B SaaS and Retail tech spanning grocery, convenience, or wholesale commerce environments. * Experience building or scaling an AI program for non-technical end-users, including driving literacy, prompt engineering, or tool enablement. * Degree in Computer Science, Engineering, a related technical discipline, or equivalent practical experience as a technical founder or builder.   AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.   Our Total Rewards Philosophy  We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $172,000—$275,000 USD Zone B $150,000—$240,000 USD Zone C $135,000—$216,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Shift Technology

Shift delivers AI agents that transform insurers' most critical work. By combining deep industry expertise and unmatched data resources, Shift provides proven results that have earned the trust of hundreds of the world's leading insurers. Our insurance-grade AI is accurate, explainable, and secure—empowering human experts to move with unmatched speed, total confidence, and a renewed focus on the people they serve.        Your browser does not support the video tag. Our culture is built on innovation, trust, and a drive to transform the insurance industry through our SaaS platform. We come from more than 50 different countries and cultures and together we are creating the future of insurance. Learn more at www.shift-technology.com   YOUR ROLE * Customer Success teams are absolutely key to Shift’s future success as they engage our clients to drive adoption and demonstrate ongoing value.  * This critical function is responsible for onboarding new clients by engaging executives (Claims Director, Head of Fraud, CIO, etc.) in the launch of our solutions, establishing success criteria, driving ongoing adoption, and managing renewals.   * You will work with the rest of the Shift organization to uncover new ways to integrate Shift solutions into client processes and to help improve our products. * As a Customer Success Manager, you will be responsible for working closely with various internal and external teams. You will focus on helping our clients' Anti-Fraud, Claims and Underwriting departments with advice and guidance, and on ensuring our solutions are successfully implemented to deliver value. YOUR RESPONSIBILITIES * Lead and coordinate successful rollouts of Shift solutions, including preparing and sharing launch materials, creating or adapting workflows, generating rollout ideas, training end users, and attending launch events (virtual or in person) * Coordinate resources across Shift (subject-matter experts, technical support, engineering, etc.) to resolve client issues and meet delivery commitments * Assess clients’ Anti-Fraud, Claims and Underwriting management strategies and recommend ways Shift products can improve outcomes through increased adoption or configuration changes * Provide performance updates to project teams and executive-level client leaders (regular business reviews or summaries) focused on adoption trends, business impact, risk areas, and next steps for deeper engagement * Drive client retention and growth by proactively understanding client goals, measuring success, and recommending solutions that increase value and renewals * Act as the voice of the customer by collecting feedback on the customer experience, and product functionality, and communicating prioritized insights to Shift leadership teams * Identify and cultivate client advocacy opportunities (testimonials, case studies, references, speaking opportunities) and manage the process to secure them YOU'VE GOT WHAT IT TAKES IF YOU HAVE * Minimum 4 years of experience in insurance fraud detection and at least 2 years of experience leading teams or projects/initiatives.  * Demonstrated experience leading client meetings with participants ranging from front-line staff to Vice Presidents or other senior leaders * Experience demoing solutions, collaborating with external partners, contributing ideas to improve existing products, and proposing new solution concepts; familiarity with current P&C insurance trends * Excellent oral, written, and non-verbal communication skills; ability to simplify complex topics, tailor messages to different audiences, and deliver memorable presentations using storytelling * Practical experience managing projects end-to-end (planning, coordinating resources, tracking progress, and delivering outcomes) * Ability to analyze raw data and KPIs to extract actionable insights and inform decisions PREFERRED EXPERIENCES AND SKILLS * Experience creating or modifying operational workflows to improve efficiency or outcomes * Ability to build strong client relationships and act as a trusted advisor to influence strategy and adoption * Prior experience in the insurance industry (P&C or relevant lines) * At least 3 years of proven experience managing accounts at a SaaS company * Experience leading end-to-end software implementations in a SaaS environment (requirements, configuration, testing, training, go-live, and post-launch support) * Demonstrated ability to manage several client accounts at once, prioritizing workload and delivering consistently across them * Experience partnering closely with Delivery teams and Data Science—coordinating deliverables and driving outcomes jointly #LI-MG1 #LI-REMOTE     #LI-REMOTE   The range listed is for base compensation.  Your actual base salary will vary based on factors including location and individual qualifications objectively assessed during the interview process.  In addition to base salary, your total rewards package will include additional components such as incentive pay and benefits.  If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the specific details for this position. Base Salary Pay Range $120,000—$140,000 USD To support our permanent, full time employees at every stage of their careers and lives, we provide a competitive total rewards and benefits package. Here are the global benefits we’d like to highlight: * Flexible remote and hybrid working options * Competitive Salary and a variable component tied to personal and company performance * Multiple Learning and Development opportunities, including Focus Fridays, a half-day each month to focus on learning and personal growth * Generous PTO and paid holidays * Mental health benefits  * 2 MAD Days per year (Make A Difference Days for paid volunteering) Additional benefits may be offered by country, based on your eligibility - ask your recruiter for more information. Intern and Apprentice positions may receive some of these benefits - ask your recruiter for more details. AI tools are used to help review applications for this role. Read our AI in Recruitment Notice for what the AI considers, how to request a human review, and our most recent bias audit. At Shift we strive to be a diverse and inclusive workforce. We welcome applications from and hire people who will contribute to the diversity of our company, without regard to race, color, religion, marital status, age, national or ethnic origin, physical or mental disability, medical condition, pregnancy, genetic information, gender identity or expression, sexual orientation, or other non-merit criteria. Shift Technology is committed to providing reasonable accommodations for qualified individuals with disabilities in our application and employment process. Should you require accommodation, please email accommodation@shift-technology.com and we will work with you to meet your accessibility needs. Please be aware of scammers and only trust correspondence that comes from emails ending in "shift-technology.com". We will never do initial outreach to you via Whatsapp/Text/SMS, never ask for banking information or personal identification numbers (ex. Social Security Number) as part of our recruitment process. Shift Technology does not accept unsolicited CVs from recruiters or employment agencies in response to the Shift Technology Careers page or a Shift Technology social media post. Any unsolicited CVs, including those submitted directly to hiring managers, are deemed to be the property of Shift Technology.

Phenogy

At PHENOGY, we’re pioneering sodium-ion battery energy storage solutions that redefine the world of resilient, sustainable power systems. Now is the time to join a dedicated team that’s shaping the future of energy from the ground up. Backed by committed investors and enabled by a truly holistic approach, PHENOGY has expanded from Europe into North America, with U.S. headquarters in Columbia, South Carolina. Here, you’ll have the opportunity to make an impact on the world today with future technology — supporting decentralized energy systems, strengthening critical infrastructure, and helping expand access to reliable power. At PHENOGY, your work will help write the next chapter in energy supply. If you’re ready to grow with a fast-moving team, work on technology that matters, and help build more resilient energy systems, this is your moment to make a difference. We energize the future. ----------------------------------------------------------------------------------------------------------------------------------   Build the Market. Shape What Comes Next. PHENOGY is commercializing next-generation sodium-ion battery energy storage systems (BESS) for grid, commercial, and behind-the-meter applications in the U.S. market. As we scale our presence, partnerships are core to market entry, credibility, and bankability. Sodium-ion technology will scale through ecosystems, not standalone products. This role exists to ensure our technology is embedded in credible delivery, service, and supply networks that unlock rapid deployment, reduce risk, and create long-term off-take and financial resiliency. The Role We are seeking a Strategic Partnerships Lead to build and scale long-term, value-creating relationships across the energy storage ecosystem as we commercialize sodium-ion technology. This role will be responsible for structuring and managing strategic collaborations with established, market-credible developers; ESCOs and system integrators; service and maintenance partners; and, where strategically justified, enabling vertical integration with key suppliers. The position sits at the intersection of commercial strategy, market access, and operational scale-up, with a mandate to convert partnerships into repeatable deployment pathways, bankable projects, and durable competitive advantage. You will build scalable strategic partnerships that accelerate market entry, enable efficient deployment, and support sustainable revenue growth. This position serves to anchor the company within credible, bankable ecosystems that reduce customer and investor risk while securing long-term access to critical capabilities, channels, and supply inputs. Additionally, it will ensure partnerships evolve with company growth—from early pilots to large-scale deployments—and are continuously assessed for performance, alignment, and strategic value. What You'll Do  Strategic Partnership Development * Identify, prioritize, and engage established developers, ESCOs, integrators, and service providers with proven market credibility * Structure long-term partnership models (commercial, technical, and operational) that support repeatable project deployment * Lead negotiations on MOUs, JV structures, preferred supplier agreements, and strategic alliances Ecosystem & Go-to-Market Enablement * Collaborate with major ESCOs and integrators and ecosystem partners to leverage their existing sales channels and deployment * Support partners in positioning sodium-ion BESS as a bankable, safer alternative to lithium-ion. * Work closely with Sales Engineering and Product teams to translate customer requirements into scalable solutions.  Service, O&M, and Lifecycle Strategy * Establish relationships with service and maintenance companies to support long-term asset performance, uptime, and warranties * Ensure partnerships support full-lifecycle solutions, not just initial deployment  Vertical Integration & Supplier Strategy * Where strategically appropriate, evaluate and execute deeper integration with key suppliers (materials, components, manufacturing, or logistics) * Assess build / partner / acquire pathways to secure cost, quality, and supply resilience advantages Profile & Mindset * Experience building complex, long-term partnerships in energy, infrastructure, storage, or industrial scale-ups * Comfortable operating across commercial, technical, and operational domains * Strong negotiation skills with an instinct for durable, aligned incentives rather than transactional deals * Strategic thinker who can translate high-level vision into executable structures * Credible counterpart to senior leaders at developers, integrators, and industrial partners Experience * 8+ years of sales, business development, or channel experience in energy storage, batteries, renewable energy, or adjacent technical B2B sectors * Bachelor’s degree in Business, Engineering (Electrical/Mechanical/Industrial), Renewable Energy, or related fields * Demonstrated success working with EPCs, integrators, OEMs, and project developers. * Strong commercial acumen, with the ability to structure deals, understand pricing models, and support partner-led bids and contracts. * Experience discussing project finance concepts (e.g., IRR, NPV, offtake agreements, leasing models) with partners and customers. * The ability to build strategic, long-term business plans that align corporate strategy with partner execution. * Strong understanding of BESS commercialization and project finance drivers. * Ability to operate in a high-growth, entrepreneurial environment. * Excellent communication, negotiation, and presentation skills, with comfort engaging C-suite executives and senior stakeholders. * Demonstrated collaboration across internal teams (engineering, product, legal, finance) to support partner success and deal closure. * Problem-solving, strategic thinking, and adaptability — the ability to navigate high-growth, evolving product and market definitions. Preferred Qualifications  * Master’s/MBA preferred Compensation Base Salary  $140,000–$170,000 Incentives: * Performance-based bonus tied to customer acquisition, pipeline quality, and market traction * Long-term equity participation aligned with company growth and value creation At PHENOGY, we’re guided by three core principles—Purpose, People, and Progress. We build energy systems that matter (Purpose), work in a culture grounded in trust, respect, and global collaboration (People), and move proven sodium-ion technology from innovation to real-world deployment as we scale in the U.S. (Progress). What you’ll do and gain: * Make an impact where it matters. Work on next-generation sodium-ion energy storage solutions at an investor-backed company building resilient, sustainable power systems. * Help build PHENOGY in the U.S. Join a fast-growing team expanding from Europe into North America, with real ownership and influence from day one. * Collaborate globally, move fast. Partner with an experienced, primarily Europe-based team in a culture rooted in trust, respect, and technical excellence. * Support the energy transition. Contribute to decentralized energy systems, stronger infrastructure, and broader access to reliable power. * Be rewarded and supported. Competitive benefits including strong health coverage, a 401(k) with generous company contributions, generous PTO, sick time, and paid holidays. PHENOGY Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.