About TinyFish

TinyFish builds the platform companies use to operate the web at scale. We run our own browser infrastructure and reasoning layer end-to-end, delivered as products and APIs that teams build on to get the most out of the vast web, from real-time pricing and competitive intelligence to research and data workflows that were not possible before.

Our customers range from the fastest-growing AI-native companies to the Fortune 500, including Google and DoorDash. We handle millions of operations monthly across thousands of platforms. We raised a $47M Series A led by ICONIQ in 2025 and are based in Mountain View.

The Role

Some customers know exactly what they want and need to see it working fast. Others are still figuring out what becomes possible. Either way, your job is to make the picture concrete and prove it convincingly.

You will be the founding team member partnering with our account executive team from the first conversation through close and own the solution side of the deal: understanding what the customer is trying to do, designing how our product fits, scoping and running the proof of concept, and earning technical validation from their team.

You will work across two kinds of buyers:

AI-native

Fast cycles, technical buyers, hands-on evaluation. Success means getting to a working proof quickly and holding your own on benchmarks, latency, and integration.

Enterprise

Longer cycles, more stakeholders, security and procurement review. Success means structured discovery and a deployment plan people believe.

Both segments are growing and the mix shifts quickly, so no single playbook carries you through.

What You Will Do

Lead discovery to understand what a customer is trying to build and where our product fits
Design the solution and make the value concrete, whether that means a working prototype for a technical founder or a deployment plan for a Fortune 500 team
Scope, run, and land POCs, including success criteria the customer signs up.
Technically hands-on.. Builds working prototypes with current AI tools, reads API tools and sketches architecture, but not writing production code.
Work through technical validation with customer engineering and security teams, with our engineers backing you on deep escalations
Turn what works into reusable assets: discovery guides, POC templates, solution patterns
Bring what you learn in the field back to product

What We Are Looking For

5+ years in client-facing consulting, solutions engineering, or customer-facing technical implementation
High comfort with customers. You can walk into a room with a technical founder or a VP at a large company and be credible with both, and you're at ease steering a conversation you didn't script
Technically hands-on. You build working prototypes with current AI tools, read API docs, and sketch architectures on a whiteboard. You won't write production code, and engineering backs you on deep escalations
Adaptable by default. Our product, customers, and go-to-market are all moving quickly, and we want someone who treats that as the interesting part
You like making other people successful. The AE closes the deal, and that should suit you
Prior pre-sales experience not required

Why This Role

You will be a founding hire on a small team, defining how this function works rather than inheriting a playbook. You will see every kind of deal we run, from AI-native companies moving on a week's notice to Fortune 500 deployments, and work directly with our founders and engineering team.

Equal Opportunity

TinyFish is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status.

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