The Role
Define and represent Fluent’s AI strategy, demonstrate its platform and AI capabilities, lead strategic customer and partner conversations, and support commercial opportunities. Own executive narratives, value positioning, reusable demos, operational guidance, and ecosystem enablement. Build technical champions, represent Fluent at industry events, and provide customer and market feedback to product and architecture teams. The role requires credible architecture knowledge, strong communication, customer advocacy, commercial judgment, and strategic AI leadership without requiring production coding.
Summary Generated by Built In
Fluent is building an intelligent OMS: data-driven, adaptive, context-aware, with predictive decisions and embedded intelligence throughout the platform.
As Principal Solution Architect for AI and Emerging Technologies, you are the credible voice customers and partners hear when they ask what Fluent's AI strategy really is, and the person who proves it.
As Principal Solution Architect for AI and Emerging Technologies, you are the credible voice customers and partners hear when they ask what Fluent's AI strategy really is, and the person who proves it.
This role reimagines what a Solution Architect is inside Fluent. You are not a consultant, and this is not a services engagement. You are a strong customer advocate who commands a voice of reasoned credibility: the person who talks, and the room settles in to listen, because what you say is grounded in what's actually been built, not what's aspirational. Your attitude is to lean in. You are committed to making success happen, not to describing how it could happen.
You work alongside two other roles inside this function: the Principal Product Manager for Applied AI, who builds and proves use cases hands-on inside the platform, and the Distinguished AI Architect, who owns the technical backbone underneath it. Your role is the external voice and strategic guide, owning the senior relationship and the narrative, helping customers and partners combine Fluent's flexibility and extensibility to their specific need, and ensuring Fluent's true product differentiators, not generic AI narrative, are what the market hears.
Key Responsibilities:
- AI Strategy & Industry Leadership: Define and represent Fluent's AI strategy to the market, articulating true product differentiators over generic AI narrative, and leading the industry conversation on agentic orchestration and order management.
- Solution Demonstration: Personally deliver credible, live demonstrations of Fluent's platform and its AI capabilities to prospects, customers, and at industry moments, proving what's possible rather than describing it.
- GTM & Commercial Leadership: Lead strategic conversations with prospects, own value positioning and commercial framing for AI-related opportunities, and partner with Sales on active opportunities from discovery through to close.
- Customer & Partner Relationship Ownership: Own the senior relationship and roadmap conversation with customers and partners (SI, ISV, Hyper-scalers), bringing in the Principal Product Manager for Applied AI to build and prove specific use cases.
- Technical Champion Building: Identify and develop technical champions inside prospect and customer organisations who can advocate for Fluent internally.
- Strategy Guide & Operational Handbook: Own and maintain the strategy guide, operational handbook, and reusable demo and proof-point content that helps customers and partners combine Fluent's flexibility and extensibility to their specific need.
- Executive & ELT Narrative: Shape Fluent's AI narrative constructively with the broader Executive Leadership Team, keeping what's said externally aligned with what's actually true internally.
- Ecosystem Enablement: Help SI and ISV partners evolve their own services and tooling for an agentic world, including enabling them to demo Fluent's AI capability themselves.
- Thought Leadership & External Representation: Represent Fluent externally at conferences, webinars, and in analyst and press conversations, as the visible, credible face of Fluent's AI direction.
- Community Engagement: Build and nurture the community of builders and partners extending Fluent's platform, feeding signal back into the Applied AI and AI Architect teams.
Skills, Knowledge & Expertise:
- Customer Advocate: First and foremost, you advocate for the customer, not for a deal or a deck.
- Reasoned Credibility: You command a room. When you speak, people listen, because what you say is grounded, not hyped.
- Bias for Action: You lean in. Committed to making success happen, not just describing how it could happen.
- Storyteller: You make Fluent's AI story credible and memorable, without resorting to a typical sales pitch.
- Product Differentiation Focus: Skilled at cutting through generic AI narrative to articulate Fluent's true, defensible differentiators.
- Technical, Not Necessarily a Coder: You're credible in an architecture conversation and speak the customer's language, but you're not expected to write production code.
- Commercially Strong: You understand value positioning and commercial terms, and you can hold a customer-facing commercial conversation without a salesperson in the room.
- Strategic & Visionary: You set direction, not just deliver it. You can articulate where AI takes the platform and the industry next, and get customers and partners genuinely inspired to move with you.
Experience & Domain Fit
- Pre-Sales Track Record: Experience as a Solutions Architect, Sales Engineer, or similar pre-sales technical role. This seat isn't branded as pre-sales, but that muscle, holding a technical room and advancing a deal, is exactly what it needs.
- Global Enterprise Experience: Track record leading strategic technical conversations with global enterprise customers and prospects.
- Domain Experience: Experience working in the retail, commerce, and/or supply chain domains.
- Regulatory Familiarity: Familiarity with the global regulatory landscape (data sovereignty requirements, the EU AI Act, and similar) and how it impacts enterprise AI deployments.
- Commerce & Emerging Protocols: Sound understanding of and experience with commerce and the emerging protocols surrounding it (e.g. agentic commerce protocols such as UCP, AP2 and WebMCP).
- Commercial Experience: Experience pricing AI capability, packaging it into commercial offers, and communicating that value clearly to customers.
- Executive Presence: Comfortable shaping narrative in front of a customer's or partner's executive leadership team, and Fluent's own.
- AI Fluency: At least a high level of familiarity with the architecture and operation of large language models and/or ML in general, enough to hold a credible technical conversation.
- Active in the Field: Demonstrable evidence of staying current through an active interest in emerging research and industry trends.
Job Benefits:
- Flexibility:
- Work on your terms, when and where it suits you, while embodying our company culture.
- Flexible and supportive leave policies:
- Including generous paid parental leave and paid leave for your birthday so you can celebrate you.
- Culture is key:
- We have a great team and enjoy regular social events to foster a collaborative, supportive and fun work environment.
- Advance your career:
- We invest in your future by providing an allowance to help accelerate your learning and professional development.
- Bring your whole self to work:
- At Fluent, we strive to create and nurture a culture where every employee can bring their whole self to work, feel inspired, and empowered to do your life’s work (or be your best self).
About
Working with some of the world’s leading brands and retailers, we’ve created a powerful and exciting cloud-native Order Management platform designed to reinvent how businesses serve their customers’ needs efficiently and cost effectively. We’re disrupting the status quo to help our clients adapt quickly to their ever-changing needs. It’s a huge opportunity and we’re proud to be at the heart of it.Globally headquartered in Sydney, Australia and with teams across Europe, U.S and APAC. We’re growing quickly with new opportunities both nationwide and internationally. Are you ready to change the world of commerce? Then we’d love to hear from you!At Fluent Commerce, we are committed to enabling everyone to feel included and valued. We believe our culture & competences are stronger with diverse experiences and perspectives.That's why Flexy is one of our core values, we embrace flexibility around hybrid working and working hours. We are not looking for someone who checks every single box; we’re looking for lifelong learners and people who can make us better with their own experiences. We value your uniqueness so that you can be your authentic self at work. All qualified applicants will receive consideration for employment without regard to age, ethnicity, family, gender identity, marital status, physical or mental disability, neurodivergence, sexual orientation, or any other characteristic protected by applicable laws.
Skills Required
- Customer advocacy and ability to own senior customer and partner relationships
- Credibility in technical architecture conversations and ability to communicate with customers’ technical stakeholders
- Ability to deliver live product and AI demonstrations
- Experience articulating AI strategy, product differentiation, and industry direction
- Commercial judgment and ability to lead value positioning and commercial conversations
- Strong storytelling, executive communication, and external representation skills
- Ability to collaborate with Sales, Product, Architecture, SI, ISV, and hyperscaler partners
- Production coding experience
Fluent Commerce Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fluent Commerce and has not been reviewed or approved by Fluent Commerce.
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Leave & Time Off Breadth — Birthday Leave, end-of-year “Thank You” leave, and paid volunteer “Empowerment Leave” expand time-off options beyond standard allowances. Flexible working norms complement these additional leave types to support time away when needed.
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Parental & Family Support — Paid parental leave and “Stay in Touch” provisions are explicitly highlighted. Family-focused policies are positioned as part of a supportive and inclusive approach.
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Wellbeing & Lifestyle Benefits — An Employee Assistance Program and a home-office setup allowance indicate attention to practical and mental wellbeing. Community engagement and learning opportunities add lifestyle value alongside day-to-day flexibility.
Fluent Commerce Insights
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The Company
What We Do
Our goal is to be the engine that powers global commerce. So, we’ve built a distributed order management system in the cloud that stands apart from the rest. It’s not rigid, but flexible at scale. Something clients and partners love. Why? Because they can build customer experiences that are unique. Never boring. And as customer preferences change, our clients can adapt. Quickly. We’re a techie company at heart. We’re passionate about changing the landscape of order management. Some of our tech is actually pretty cool. And we’re a cheeky challenger brand. Our competitors are big. Enterprise. And a bit dull. So, we lead with purple to stand out and like to have some fun.
