Solutions Engineer
About Discernis
Discernis builds AI driven document intelligence for high stakes legal work. Because our customers handle privileged and regulated matters that most cloud AI cannot touch, we run on premises and in customer controlled environments as well as in the cloud. That makes security, reliability, and reproducibility core product features, not afterthoughts. We work with AmLaw firms and enterprise legal teams where accuracy, explainability, and data control are non negotiable.
The Role
You will be the technical bridge between our customers and our product, owning the technical side of the sale and the success of every pilot that follows. In the room, you will go toe to toe with sophisticated technical buyers, the IT, security, and infrastructure leaders at large law firms who decide whether a product is safe to run on their terms. After the sale, you will own the pilot: making sure it is deployed well, that it earns trust, and that it converts into a long term deal. You will work hand in hand with our founder, sales, and engineering team, and you will be the person who turns technical credibility into revenue.
What You Will Do
Partner with our account executives as the technical lead on enterprise deals, running demos, proofs of value, and deep technical discovery
Interface with technical buyers on architecture, deployment, and data handling, including our on premises and customer controlled deployment model
Own security reviews and technical questionnaires, translating our compliance posture into answers that satisfy demanding firms
Lead pilots end to end, from deployment and onboarding through to the results that justify a full commitment
Own the technical relationship after the sale: drive adoption, resolve issues, and identify expansion opportunities
Serve as the two way channel between customers and engineering, carrying real world feedback back into the product
Help productize and streamline how we deploy, onboard, and support customers as we scale
What You Bring
Experience in a solutions engineering, sales engineering, forward deployed, or technical customer success role, ideally selling technical products to enterprise buyers
Enough technical depth to hold your own with IT and security leaders: comfort with APIs, deployment models, cloud and on premises infrastructure, and security fundamentals
The ability to move fluidly between a sales conversation and a technical one, and to translate cleanly between them
A track record of running successful pilots or onboardings that turned into lasting, expanding accounts
Excellent communication and presence with senior, skeptical stakeholders
Strong ownership instincts and follow through, especially when a deal or a deployment depends on it
Bonus: familiarity with Kubernetes, Docker, or Linux, and experience selling or deploying into law firms, legal, eDiscovery, or another regulated enterprise market
Why This Role
Real influence over both revenue and product at a company at the ground floor
Meaningful early equity and direct work with the founder and leadership team
A technical product in a market where few competitors can follow us on premises, so your technical credibility is a genuine differentiator, not a formality
Location
This role is based in New York City and is primarily in person.
Skills Required
- Experience in solutions engineering, sales engineering, forward deployed, or technical customer success roles, ideally selling technical products to enterprise buyers
- Technical depth with APIs, deployment models, cloud and on-premises infrastructure, and security fundamentals
- Ability to translate effectively between sales and technical conversations
- Track record of running successful pilots or onboardings that converted into lasting, expanding accounts
- Excellent communication and presence with senior, skeptical stakeholders
- Strong ownership and follow-through
- Familiarity with Kubernetes, Docker, or Linux
- Experience selling or deploying into law firms, legal, eDiscovery, or another regulated enterprise market
What We Do
Discernis builds AI-native document-intelligence software for legal professionals handling litigation, investigations, and other high-stakes work. Its platform analyzes entire document collections—often millions of files—using cross-document analysis to surface key evidence and inform case strategy. Designed for security-sensitive customers, it can run on premises, in a customer-controlled cloud, or in hybrid environments, keeping inference within the organization rather than using third-party AI APIs.
