Solutions Engineer – EMEA (UK Based) – LoftLabs

About Loft Labs

We are a venture-backed tech startup striving to be the leading force in enabling platform engineers. After closing our Series A lead by Khosla Ventures in Q1 2024, we are in the hyper-growth phase and looking for motivated people to complement our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe, and we have a remote-first work culture.

We’re the company behind vCluster, an open-source technology for virtualizing Kubernetes (+40M virtual clusters created by users, vibrant Slack community with +3,000 members, +5k GitHub stars).

The adoption of our commercial product based on vCluster has grown extremely fast (multi-million dollar revenue, 4.6x ARR growth over the past 12 months), and our customer base now includes some of the biggest companies in the world including 6 Global Fortune 500 companies as well as some of the fastest-growing tech unicorns.

Working on developer tools and open-source technology is part of our DNA.
We are the maintainers of several popular open-source projects, including:

• vCluster – Virtual Kubernetes Clusters, a certified Kubernetes distribution with 40M+ downloads: www.vcluster.com
• DevPod – Codespaces but open-source, client-only, unopinionated was #1 on HackerNews twice after launch, +8,000 GitHub stars: www.devpod.sh
• DevSpace – CNCF Sandbox Project, 4,000+ GitHub stars: www.devspace.sh

Our customers include CoreWeave, Shipwire, GoFundMe, and several Fortune 500 companies, including one of the biggest chip manufacturers, one of the Big 4 audit and consulting firms, one of the biggest US financial institutions, and others.

Responsibilities:

• Lead technical sales engagements, demonstrating Loft Labs’ products and solutions to potential customers.
• Develop and deliver compelling technical presentations and product demonstrations to showcase the value of vCluster Pro , DevPod Pro and other Loft Labs offerings.
• Collaborate with the Account Executive to craft tailored solutions that address customer needs and challenges in Kubernetes environments.
• Provide technical expertise during the sales cycle, including proof of concept implementations and addressing customer queries.
• Assist in transitioning newly acquired accounts to the Customer Success team, ensuring a smooth handover to the post sales customer success team.
• Partner with the customer success team and participate in customer adoption initiatives such as Executive Business Reviews and business value realization processes.
• Be a best practice advisor and technical advisor to the customer through pre-sales and the rest of the customer journey
• Stay current with industry trends, competitive landscapes, and emerging technologies in the Kubernetes and cloud-native ecosystem.
• Understand and qualify opportunities partnering with the account executives following the MEDDPIC & value based selling frameworks

Requirements and Qualifications:

• 7+ years of experience in a technical role, with at least 3 years in solutions engineering or sales engineering roles.
• Strong understanding of Kubernetes, containerization, cloud-native technologies and DevOps tools.
• Hands-on experience with major cloud platforms (AWS, Azure, GCP) and their Kubernetes offerings.
• Excellent communication skills, with the ability to explain complex technical concepts to both technical and non-technical audiences.
• Familiarity with DevOps practices and tools.
• Strong problem-solving skills and ability to think on your feet during customer engagements.
• Experience with open-source technologies and communities is a plus.
• Willingness to travel up to 25% of the time for customer meetings and events.

Preferred Qualifications:

• Previous experience in a solutions engineer or sales engineer role at a Kubernetes or cloud-native technology company.
• Contributions to open-source projects, particularly in the Kubernetes ecosystem.
• Experience in a startup or fast-paced tech company.
• Experienced in MEDDPIC framework and command of the message/ value framework sales methodology.
• Experience with virtual Kubernetes clusters and multi-tenancy solutions.
• Relevant certifications such as CKA (Certified Kubernetes Administrator) or CKAD (Certified Kubernetes Application Developer).

Benefits

We offer the following benefits:

• Competitive Salary: We offer a competitive compensation package, including equity.
• Platinum-Level Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).
• Flexible Working Schedule:  You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.
• Workplace Flexibility:  We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.