Solution Engineer

ABOUT THE JOB

As a Solutions Engineer at Odigos , you will play a critical role throughout the technical side of the sales process. You will partner closely with account executives to qualify opportunities, understand customer requirements, and position Odigos as the most effective and effortless path to unlocking deeper observability. Your work will guide prospects from initial discovery through technical validation and successful close.

You will lead technical discovery calls, deliver tailored product demos, and design clear evaluation plans that help prospects see value quickly. All the customer insights you learn will be brought back into the engineering organization to help prioritize features and strengthen Odigos’ competitive position.

If you enjoy combining technical knowledge with sales strategy, and want to influence how companies instrument and understand their systems, we would love to meet you!

ABOUT US

Odigos leverages eBPF technology to create an open-source solution that can automatically generate distributed traces for any application without any engineering work. Developers are struggling with extracting and delivering high-quality monitoring data. Currently, building a pipeline is a manual process that takes months to implement, is an error-prone process that requires tons of code changes across multiple R&D teams, and demands collaboration.

 WHAT YOU’LL DO

· Design, lead, and drive POCs end-to-end from installation and instrumentation through early adoption creating clear evaluation plans, removing blockers, and ensuring prospects see value fast

· Partner closely with Account Executives to qualify opportunities, shape deal strategy, and position Odigos’s value throughout the sales cycle

· Deliver high-impact demos and technical presentations tailored to each prospect’s architecture, maturity, and use cases

· Think creatively and move quickly to solve diverse technical challenges across Kubernetes, observability, and distributed systems

· Collaborate directly with product and engineering to relay field insights, escalate issues, and influence the roadmap

· Maintain deep competitive and technical knowledge , continually leveling up on observability tooling, distributed tracing, and cloud-native tech

· Write technical content , including blogs, guides, and best practices that help prospects and users understand Odigos’s capabilities

· Support sales handoffs to customer success, ensuring a smooth transition into onboarding and long-term adoption

REQUIREMENTS

WHAT YOU’LL BRING

Minimum Qualifications

· 3–5 years of experience in a Solutions Engineer, Sales Engineer, or similar customer-facing technical role

· Hands-on Kubernetes experience , including real-world use of Helm , manifests, operators, and troubleshooting distributed workloads

· Proven track record of success in pre-sales roles , including meeting or exceeding technical win and sales targets

· Strong ability to translate technical pain points into clear, compelling solutions that align with customer goals

· Comfort working in fast-paced, high-intensity sales cycles , managing multiple deals and POCs simultaneously

· Excellent communication and presentation skills , with the ability to explain complex technical concepts to both technical and non-technical audiences

· Ability to self-manage and operate autonomously , especially when navigating customer environments or competing priorities

· Location on the U.S. East Coast is preferred, Boston is a plus , but anywhere on the East Coast works well for travel and customer coverage

 Preferred Qualifications

· Direct, practical experience with OpenTelemetry instrumentation, collectors, pipelines, or debugging trace/metric/log ingestion

· Experience working directly in the observability space (APM, tracing, logging, metrics, or related tooling)

· Strong presentation and storytelling skills , including advanced proficiency with PowerPoint or Google Slides

· Experience with technical writing , documentation, or creating customer-facing technical content

· Familiarity with modern cloud-native technologies such as containers, Kubernetes, serverless , and CI/CD pipelines

· Hands-on experience with at least one programming or scripting language ( Go, Python, Java, Node.js, PowerShell, etc.)

· Exposure to DevOps or SRE practices , especially around deployment, monitoring, incident response, or scalability

· Experience working with one or more major cloud providers (AWS, Azure, GCP) and their managed services