Senior Solutions Specialist

About TensorWave

Our mission is simple: deliver seamless, secure, reliable, and resilient AI compute at scale. We've built a versatile cloud platform that eliminates infrastructure barriers, empowering builders to focus on innovation instead of fighting their stack. Because breakthrough AI should move at the speed of ideas, not infrastructure.

About the Role

We're looking for a Senior Solutions Specialist to join our team during an exciting phase of growth. In this role, you'll partner with our sellers on their active multi-year capacity deals, from discovery and sizing through site fit, pricing and negotiation, working closely with cross-functional partners to support business objectives while upholding our standards for excellence, collaboration, and impact.

You'll join our GTM Strategy & Operations team and report directly to its VP, who leads strategic initiatives across the GTM leadership team. The team runs GTMOps for TensorWave: the systems, data, and processes that support sales, marketing, and partnerships, including the Deal Desk process and pipeline reporting. Your primary focus will be matching active deals, to available capacity. You'll also support Deal Desk and sales operations.

What You’ll Do

Deal Sizing & Pricing

Work with sellers on their active deals, sizing and packaging each one in GPUs, racks, megawatts and term.

Collaborate with Finance, Deal Desk and RevOps on the financial model for each deal, including how a site's lease rate and power cost flow through to price and margin.

Compare pricing and structure options against Finance's guidelines, and show the seller what each option does for the customer and for TensorWave.

Sites & Capacity

Keep a current understanding of available and upcoming capacity by site, working from Operations' numbers.

Recommend each deal's site fit on power, density, cooling and Ready for Service date, from the sellable capacity Operations publishes, for Capacity Planning to confirm.

When nothing fits a deal's size, work with the seller on a smaller or later deal.

Keep each active deal's size, site and timing current so the capacity forecast reflects it.

Customer Discovery & Negotiations

Join customer calls with the seller, who owns the relationship, and work together to understand the customer's needs beyond GPUs, including storage, networking, timeline and how they plan to run their workloads.

Run first-pass technical discovery the way a sales engineer would, asking enough to size and scope the deal, and bring in Engineering for the deeper questions in the technical validation call.

Lead the discussion on power and site readiness with the customer's infrastructure team, using dates Operations has confirmed.

Support the seller in negotiations with sizing, structure and site options, inside Finance's guidelines or what Deal Desk has approved. The seller leads on price and terms.

Draft customer proposals and decks with the seller, and present the infrastructure sections.

Deal Desk & Signature

Prepare Deal Desk submissions with RevOps and Finance, including your recommendation and the case for any exception. Your manager approves inside the guidelines, and anything outside them goes to Finance and leadership for approval.

Support Deal Desk day to day with Finance: intake, tracking and follow-up.

Coordinate open issues with Finance, Legal, Operations and Cluster Engineering so deals keep moving, and raise anything stuck with your manager.

Before signature, read contract drafts against what Deal Desk approved and send any gaps back to Deal Desk.

Sales Support

Help make sure deal information is current in HubSpot, following up with sellers on stage, close date, sizing and next steps, inside the standards your manager sets.

Run pipeline and deal reports and prepare forecast inputs for your manager.

Surface blockers and patterns across deals to your manager with context and a recommendation, such as where we lose on price or timing and what you'd change in the process or seller training.