Solutions Engineer

About Kilo Code

Founded in March 2025, Kilo Code is a remote-first startup building the fastest-growing open-source AI coding agent. We're already generating over 6T tokens per month (top of the Open Router leaderboard) with over 500,000 installs.

Co-founded by Sid Sijbrandij (co-founder of GitLab and UBoatWorx) and Scott Breitenother (founder of Brooklyn Data Co), we're growing quickly to 35 people. We meet quarterly for in-person focus weeks (think hackathon, not conference room) and value humble, hungry colleagues who move at Kilo Speed — taking ownership and driving progress fast by staying curious and aligned with others, not by ignoring the team.

The Role

Here at Kilo, we’ve just brought on our first Sales professionals and are selling to enterprise customers for the first time. We need someone who can guide prospects through the rapidly evolving world of AI coding — not by telling a story, but by showing real value in their environment.

As our first Solutions Engineer, you’ll partner directly with Sales to design and execute our pre-sales motion — demos, discovery, proofs of value — and ensure developers see success with Kilo before they buy. You’ll define how SE works here by staying deeply curious, asking the right questions, and making sure we’re always aligned to delivering what matters for customers.

You’ll have the autonomy to shape the role as we scale. High agency here doesn’t mean working in isolation — it means proactively looping in the right partners and delivering tangible progress every week.

Someone who is a great fit for this role would:

• Love working directly with customers — you'll spend the majority of your time helping developers succeed during the sales cycle and translating their needs into assets, demos, and clear guidance for the rest of Kilo.

• Understand the AI coding landscape enough to be a trusted guide — you'll help customers see how adopting Kilo will accelerate their entire SDLC, including running hands-on Kilo Accelerator workshops in pre-sales.

• Move at Kilo Speed — you'll maintain velocity through curiosity, drawing clear lines of ownership, looping people in early, and trying fast rather than slowly aiming for perfection.

What you’ll own

• Securing the technical win during pre-sales by activating real users on real workflows

• Running discovery, solutioning, demos, and workshops tied to real customer outcomes

• Ensuring developers are successfully onboarded and seeing value post-close

• Creating and refining assets: demos, documentation, how-to guides, videos, talks, workshops

• Capturing sharp, actionable customer feedback for product and engineering

• Helping equip our Sales staff with the market and technical understanding they need to have great conversations when you're not riding along

What you'll help with

• Cementing the role and expectations of Solutions Engineering at Kilo (leader energy, no people management… yet)

• Improving our pre-sales processes and tooling to shorten cycle times

• Aligning GTM and product strategy through insight into how developers adopt AI coding tools

Extra credit for

• Experience selling or implementing developer tools or AI platforms

• Understanding of open-core business models and how the community converts to enterprise

• Having built demo environments, templates, or technical collateral that sales teams actually use

• Comfort presenting to both execs and engineers

• A track record of helping shape GTM motions at early-stage startups

Week 1

• Meet Sales, Engineering, and Support — learn how we talk about Kilo and where gaps are

• Shadow customer calls to understand how developers evaluate Kilo

• Build or refine your first demo

• Identify one slowdown in the sales motion and propose a fix

Month 1

• Lead the technical narrative on your first deal from discovery to close

• Build a reusable demo or POC template Sales can run independently

• Document common onboarding workflows and surface friction early

• Take ownership of our internal Voice of the Customer newsletter

Month 3

• Own the technical win rate for the enterprise deals you support

• Stand up the first version of Kilo’s SE playbooks — demos, scripts, POV sequencing

• Lead onboarding for a new enterprise customer and capture a success story

• Help shape where SE fits in our evolving GTM motion

If you’re energized by this role and see yourself in it, we want to hear from you — even if you don’t meet every requirement. We know women and underrepresented candidates are particularly likely to wait until they check every box. Please don’t. If you think you can be successful here, we think you should apply.