Presales Solutions Architect

ABOUT KYP.AI

KYP.ai is a Process Intelligence Platform - the must-have layer for Agentic AI. We help global enterprises reveal how work actually happens, quantify automation ROI before investment, and enable AI agents with real business context.

Recognized by Gartner, Forrester, and Everest Group. Trusted by Qatar Airways, Capgemini, Coca-Cola, Kingfisher, Arvato, and a couple of dozen global enterprises.

We are growing. This role has real room to shape how we take the product to market technically. If you want to leave fingerprints on a presales function that's still finding its form, read on.

YOUR KEY RESPONSIBILITIES

• Own the technical side of the deal cycle: discovery, demo, objection handling, RFP responses
• Run discovery calls that establish whether a prospect's problem actually fits what we solve
• Lead current-state process assessments and architect the path to transformation using KYP.ai. Not just "what's broken" but "here's specifically how we deploy against it."
• Scope technical solutions and produce estimates: time, complexity, integration requirements. Buyers need to know what deployment actually looks like before they sign.
• Build and iterate demo environments tailored to the buyer, not a generic walkthrough
• Handle technical objections when someone asks why this isn't just Celonis or UiPath
• Write RFP responses that don't read like they were assembled by committee
• Present technical topics in front of senior audiences, including C-suite. You're comfortable owning the room when the CTO starts asking hard questions.
• Stay engaged through deal close, working with implementation and Customer Success to ensure what you scoped is what gets built
• Contribute to the playbook: objection libraries, qualification frameworks, reusable assets

YOUR EXPERIENCE PROFILE

• Around 10 years working across technical software implementation, architecture design, and solution evaluation. You've seen enterprise environments from the inside and know where they break.
• Deep expertise across Application Architecture, Cloud, Security, and AI/ML. All four. Not one with a passing familiarity in the others.
• A track record of consultative problem solving and a clear history of winning on technical objections. Not just handling them. Winning them.
• Background in enterprise software sales, presales, or IT consulting. You understand what a deal looks like from the technical side.
• Comfortable working with analytical software and large volumes of data. KYP.ai processes a lot of it. You need to be credible when the conversation goes there.
• Degree in Engineering, Computer Science, Mathematics, or Physics.

YOUR KEY COMPETENCIES

• You can run a C-level demo without losing the room. Technical fluency and business acumen in the same conversation.
• Structured, analytical discovery. You come out of a first call knowing exactly what you're dealing with.
• Hands-on and accountable. You close loops. You don't wait for someone else to.
• Comfortable with complexity and ambiguity. Enterprise deals are rarely clean. You're fine with that.
• Fluent English. 99% of our deals run in it.

WHAT IS IN FOR YOU

• A product that does something most enterprise tools can't. You'll spend your days explaining why that matters to people who need to hear it.
• Direct access to the Founders and CTO. Short feedback loops. Decisions that actually happen.
• A team of people who know what they're doing and look out for each other. Small enough that you notice both.
• 100% remote-first. Offices in Tychy (PL) and Berlin (DE) when you want them.
• B2B contract.
• Salary that reflects what you bring, not a bracket we decided before we met you.