Director of Solutions Engineering

Video is 90% of the world's data. Most of it is invisible to machines.
TwelveLabs builds the intelligence layer to change that. Our multimodal AI models understand video the way humans do — across sight, sound, and motion — and power production-scale AI workloads across media, entertainment, sports, security, and government.
We have raised more than $210 million from NEA, Radical Ventures, Amazon, NVIDIA, Snowflake, Databricks, Index Ventures, NAVER Ventures, Korea Investment Partners, Quadrille Capital, Red Bull Ventures, and AI pioneers including Fei-Fei Li, Silvio Savarese, and Alexandr Wang.
We are a global company, headquartered in San Francisco with offices in Seoul, New York, and London, and employees around the world. We believe the differences in our cultural, educational, and life experiences make our products stronger. Building technology that understands the world in all its complexity requires people who see it from every angle. We are looking for individuals who are driven by hard problems and want their work to matter. Come build it with us!

The Field Engineering team is responsible for ensuring the safe and effective deployment of TwelveLabs' video understanding APIs for developers and enterprises. We act as trusted advisors and thought partners for our customers, ensuring they maximize value from our multimodal foundation models and products.

The Solutions team, part of Field Engineering, is focused on accelerating the sales process for high-impact prospects and customers. They work closely with Sales to articulate technical value, design compelling proof-of-concepts, and demonstrate how our platform solves critical business challenges.

We're hiring a Head of Solutions Engineering to lead the global team that helps the world's most ambitious companies understand what video AI can actually do for them.

This is a player-coach role. You'll carry your own deals while building the systems, playbooks, and people that scale our pre-sales function as TwelveLabs grows. You'll own the technical sales motion end-to-end, from how we qualify opportunities to how we demonstrate ROI, and you'll be the connective tissue between Sales, Product, and Engineering.

The best pre-sales leaders we've met don't just run demos. They shape how a product is sold, what gets built next, and which markets we win. That's this job.

You'll report to the Head of Field Engineering. The role is remote-friendly within the US, with travel up to 30% to be on the ground with prospects, customers, and your team across the Americas, EMEA, and APAC.

• Hire, develop, and manage a global team of Solutions Engineers, building a high-performance pre-sales function that scales with the business.

• Define and continuously improve our technical sales methodology, from discovery frameworks and qualification criteria to POC playbooks and the handoff to post-sales.

• Partner closely with Account Executives across regions to prioritize opportunities, set technical win strategies, and close high-value deals.

• Roll up your sleeves on strategic accounts: lead discovery sessions, design proof-of-concepts, and deliver executive-level presentations that tie back to measurable business value.

• Build a library of reusable assets — demo environments, reference architectures, integration templates, competitive battle-cards — that multiply the team's effectiveness and reduce time-to-value for prospects.

• Serve as the authoritative technical voice in the sales cycle for our most complex enterprise opportunities, including architecture reviews, security assessments, and compliance conversations.

• Represent the voice of the market to Product and Engineering: turn prospect feedback, competitive intelligence, and common objections into actionable input that shapes the roadmap.

• Have 8+ years in technical pre-sales, solutions engineering, or sales engineering, including at least 2 years managing or leading a pre-sales team, ideally with experience operating across multiple regions.

• Have sold or built on top of AI/ML platforms, APIs, or developer infrastructure, and can credibly engage with both a machine learning engineer and a Chief Data Officer in the same meeting.

• Bring deep familiarity with LLMs, multimodal AI, REST APIs, and modern cloud architectures, with a strong grasp of video workflows and the enterprise buying process around AI.

• Have a track record of building repeatable pre-sales motions from scratch — playbooks, tooling, hiring profiles, onboarding programs — not just inheriting them.

• Have a real point of view on the video market — who the buyers are, where budgets are shifting, and what's actually broken in how enterprises handle video today. Whether it's media and entertainment, sports, security, or content moderation, you can tell a customer not just what TwelveLabs does, but where it fits in their existing stack.

• Have built joint go-to-market motions with cloud and ISV partners — AWS, GCP, Azure, or category-defining ISVs — and know how to turn a marketplace listing or co-sell program into actual pipeline.

• Are an exceptional communicator who can translate complex technical capabilities into business outcomes, and who makes both customers and internal teams better by being in the room.

• Thrive in environments where the product, market, and team are all evolving at once, and where leadership means making decisions before all the information is in.

• Know how to balance the immediate pressure of closing deals with the longer-term work of building a team and function that scales.

• Even if there are a few checkboxes that aren't ticked through your prior experience, we still encourage you to apply! If you are a 0-to-1 builder, a ferocious learner, and a kind and energizing leader who makes the people around you better, you will find a home at TwelveLabs.

• We welcome applicants from all walks of life and are committed to equal-opportunity employment. We cherish and celebrate diversity not just because it is the right thing to do, but because it makes our company much stronger.

🤝 An open and inclusive culture and work environment.

🚀 Work closely with a collaborative, mission-driven team on cutting-edge AI technology.

🏥 Full health, dental, and vision benefits

✈️ Extremely flexible PTO and parental leave policy. Office closed the week of Christmas and New Years.

🛂 VISA support where applicable