Senior Sales Engineer, Federal
At a glance
Senior Solutions & Sales Engineering role at H2O.ai. Washington DC · full-time · $200,000–$320,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead discovery with sales, shape technical proposals, and connect customer needs to workable AI solutions
- Run proof-of-value projects that show production impact through measures such as accuracy gains or cost per token
- Create and present tailored AI, machine learning, and generative AI solutions for public-sector and industry customers
- Design agentic workflows, cloud or on-premise architectures, and deployments using AWS, Azure, GCP, Kubernetes, and H2O tools
- Help customers make applications production-ready through MLOps, CI/CD, monitoring, governance, and integrated deployments
What you bring
- At least five years in enterprise AI or machine learning pre-sales, sales engineering, or solution architecture
- Hands-on ability with LLM tuning, evaluation, generative AI pipelines, and predictive machine learning methods
- Practical experience deploying cloud-native systems with AWS, Azure, GCP, Kubernetes, and enterprise integrations
- Strong technical communication for both C-level executives and technical audiences, including complex architecture whiteboarding
- Willingness to travel as much as half the time for strategic accounts
Who this fits
This role suits a senior technical seller who can move between discovery, architecture, demonstrations, pilots, and executive conversations. You’ll work from Washington, DC and may travel up to half the time. Experience with enterprise security, compliance, governance, thought leadership, or a listed industry vertical can strengthen your application.
From the employer
H2O.ai is on a mission to democratize AI for Good. As the world’s leading agentic AI company, H2O.ai converges Generative and Predictive AI to help enterprises and public sector agencies develop purpose-built Agents, SLMs, and solutions on their private data. With a focus on secure, compliant, and infrastructure-flexible Sovereign AI deployments, H2O.ai delivers solutions that align with the highest standards of data privacy and control.
Its open-source technology is trusted by over 20,000 organizations worldwide, including more than half of the Fortune 500. H2O.ai powers AI transformation for companies like AT&T, Commonwealth Bank of Australia, Wells Fargo, Bank of America, Workday, Progressive Insurance, and NIH.
For more information, visit www.h2o.ai.
About This Opportunity
We are looking for a Senior Sales Engineer - AI to join our team. In this role, you’ll combine deep technical expertise in Machine Learning and Generative AI with strong pre-sales solutioning skills to help enterprise customers design, adopt, and scale AI using the H2O.ai platform. You’ll work hand-in-hand with Sales, Product, and Customers - leading technical discovery, designing architectures, running demos and pilots, and guiding customers through their end-to-end AI journey.
This position is based in Washington DC.
What You Will Do
- Partner with Sales to drive pre-sales success: lead discovery sessions, identify customer needs, design technical solutions, and build winning proposals.
- Execute high-impact proof of value that moves beyond technical feasibility to demonstrate ROI, such as cost per token or measurable accuracy gains in production using H2O AI Enterprise Platform: Predictive, Generative, and Agentic AI
- Build and present custom AI/ML/GenAI solutions tailored to industry verticals (banking, finance, insurance, healthcare, manufacturing, retail, public sector).
- Showcase hands-on expertise with LLMs: fine-tuning, evaluations, RAG, and Agentic pipelines.
- Design and build sophisticated Agentic Workflows, beyond simple RAG to multi-agent systems that can reason, use tools, and execute complex business logic autonomously.
- Design reference architectures and deployment strategies for enterprise customers across cloud (AWS, Azure, GCP), hybrid, and on-prem.
- Architect integrated solutions that leverage the full H2O stack: using Driverless AI for predictive features, h2oGPTE for unstructured data synthesis
- Guide customers on MLOps, Kubernetes deployments, CI/CD integration, monitoring, and governance to ensure their applications are production-ready.
- Work closely with Product Management to influence the product roadmap based on customer and field insights.
- Contribute to thought leadership by creating solution blueprints, best practices, and reusable assets; represent H2O.ai at events, roundtables, webinars, and conferences.
What We Are Looking For
- 5+ years in pre-sales, sales engineering, or solution architecture roles for enterprise AI/ML platforms.
- Hands-on expertise in Generative AI and ML: LLM fine-tuning, evaluation, pipelines, predictive ML algorithms.
- Proven experience with cloud-native deployments (AWS, Azure, GCP), Kubernetes, and enterprise integration.
- Master the art of technical storytelling, the ability to whiteboard a complex Kubernetes deployment for an IT Director, then pivot to explaining the risk-mitigation benefits of 'Guardrails' to a Chief Risk Officer.
- Excellent presentation and communication skills: confident in front of C-level executives and technical teams.
- Experience with H2O.ai products or similar enterprise AI/ML platforms is a plus.
- Willingness to travel up to 50% to support strategic accounts.
- Security Clearance
How to Stand Out
- Experience running POCs, pilots, and executive workshops that accelerate AI adoption.
- Familiarity with enterprise security, compliance, and governance in AI deployments.
- Demonstrated thought leadership (talks, blogs, open-source contributions).
- Vertical domain expertise (e.g., BFSI, telco, pubic sector, manufacturing, retail).
Why H2O.ai?
- Market leader in total rewards
- Remote-friendly culture
- Flexible working environment
- Be part of a world-class team
- Career growth
H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.
H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence.
H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.
Please visit www.H2O.ai to learn more.
For information about how H2O.ai collects, uses, and protects your personal information during the recruitment process, please review our Candidate Privacy Notice.
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