Solutions Architect

This is a deeply technical customer role centered on post-sales value realization, with involvement in pre-sales discovery. It is not reactive customer success, nor a pre-sales role that hands off at signature. You own technical value realization for a portfolio of customers, from discovery and onboarding through live experiments, measured results, and scaled adoption. You and the commercial lead run each account as a pair. They own pricing, contracts, expansion, and renewal. You own the technical plan and the evidence behind those decisions: before signature you lead technical discovery alongside them, after signature you are the customer's named technical lead for solution design, data mapping, the experiment plan, and go-live. There is no separate customer success manager; the two of you hold the whole relationship. Product, Engineering, and Science own the platform, the integrations, and the measurement standards. You turn their work into a working customer solution and bring them in when a requirement crosses those lines. Our customers are mid-market and enterprise B2C companies across Europe: fintech, e-commerce, travel, and employee benefits

• Lead technical discovery before signature: how the customer makes money, which metric moves it, and what the pilot can credibly promise Own onboarding: align stakeholders, define the data mapping and acceptance criteria, and take the customer live on its existing CRM stack Design and pre-register each experiment to Zelara's scientific standards, because a success bar set after seeing the data is not a result Own the customer-facing readout: reconcile our analysis with the customer's data, and say clearly when the evidence is not decision-ready Enable the customer's team to run campaigns independently Partner with the commercial lead on annual contracts, expansion, and renewal Drive the product loop: turn recurring customer needs into product opportunities and research questions, backed by evidence from live accounts, and use agents to build the scripts and prototypes that unblock an account in the meantime Your First 90 Days 30 Days: Learn the platform and the portfolio, join the active accounts, and take over your first technical customer relationship.
• 60 Days: Lead one onboarding independently, with the integration, experiment design, and measurement plan agreed before launch.
• 90 Days: Own a small portfolio and deliver your first evidence-backed results readout

• You have led deployments, implementations, or technical accounts for mid-market or enterprise customers at a B2B SaaS company, and your work has influenced adoption, renewal, or expansion.
• You judge a customer's business before you design for it: which metric their leadership is held to, and what matters that nobody has said out loud.
• You have led real customer integrations and know that a successful import is not the same as usable data.
• You turn a business question into an analysis plan and understand experiments: control groups, effect sizes, statistical power, and why the design is frozen before it runs.
• You know the lifecycle marketing stack (Braze, Bird, Iterable, Klaviyo, Customer.io , Emarsys, HubSpot) and how a CRM team works inside it.
• You are credible with a Head of CRM and their data engineer in the same hour.
• You say the uncomfortable thing early, and a commitment with a date on it is a commitment.
• You are AI-native.
• A software engineering background is not required, but building with agents is: the script that reshapes a customer's export, the prototype that shows a CRM team what we mean.
• You are fluent in English.
• German is a strong advantage given our current market focus.
• Bonus You have run lifecycle or CRM programs in-house, so you know what we ask a customer's team to change.
• You have experience with experimentation platforms, bandits, or applied ML in production.
• You have converted pilots or POCs into multi-year contracts and can say what moved the decision.
• How We Work We are an AI-first team.
• We adopt what makes us faster and drop what does not, and we value evidence, speed, and clear ownership over process theater

Work alongside founders who have built and sold an AI-driven SaaS business and led large-scale B2C operations from the customer's side of the table. A senior individual-contributor role in a small Solutions Architecture team, with real influence on how we deliver. Autonomy over onboarding, pilots, and technical value realization, and a tight working relationship with Product, Science, and Engineering. Direct access to real customers and real production data. Based in Berlin, with regular travel to European customers. A competitive salary and a meaningful equity stake. Your choice of a Deutschlandticket or bike subscription, plus a gym membership. Our Compass We are guided by four core values: Seek Truth: We ground decisions in evidence. When the facts change, we change our mind. Act with Integrity: We build trust through transparency, reliability, and ownership. Put Customers First: We succeed only when they succeed.