Solution Engineer - EMEA

Solution Engineer - EMEA

• Sales
• Remote (Europe)
• Senior
• Full-time

Description

Orca AI is looking for an experienced Enterprise Solution Engineer to partner with Sales and lead the technical strategy for complex, high-value enterprise deals across the EMEA region.

This role owns the technical win - from deep discovery through Proof of Value and executive validation - building trust with customers and ensuring successful transitions into implementation.

Experience in Hardware + SaaS environments is a strong advantage. Background in Maritime, Shipping, or Operational technology is a plus.

About Orca AI:

Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports and high-traffic sea lanes is becoming increasingly challenging.

Orca AI is transforming maritime operations through real-time AI and computer vision, delivering next-generation situational awareness and decision-making.

Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonization through performance optimization.

Founded in 2018, Orca AI is a fast-growing scale-up in an incredibly strong position. We recently raised $73M in a Series B round (May 2025) and have over 1,100 systems deployed to industry giants like MSC, Seaspan, and NYK. What sets us apart is our data - over 100 million nautical miles of proprietary data , making it the largest maritime AI dataset in the world.

As we scale rapidly, we are looking for passionate individuals to join us in defining the future of the maritime world.

Responsibilities:

As a Enterprise Solution Engineer, your impact will be:

Enterprise Solution Consulting:

• Lead technical strategy for complex enterprise opportunities
• Run advanced discovery sessions with technical and operational stakeholders
• Design solution architectures tailored to customer environments
• Present and defend solutions to C-Level, VPs, and technical committees
• Navigate multi-stakeholder validation cycles (Operations, Finance, IT, Fleet, etc.)

Own the Technical Win:

• Proactively define and drive Proof of Value (POV) success criteria
• Identify and mobilize technical champions
• Anticipate and address objections before they surface
• Treat technical validation as a competitive battlefield
• Ensure seamless handover to Implementation and Customer Success

Bridge Product & Customer:

• Translate customer needs into product requirements
• Act as a trusted advisor between customers and Product
• Contribute field insights to influence roadmap decisions
• Build technical assets, demos, and competitive materials when needed

Strategic Sales Partnership:

• Actively contribute to qualification (pain, impact, technical fit, buying process)
• Support structured methodologies such as MEDDPICC
• Maintain strong POV documentation and validation plans

Requirements

What do you need to succeed in this role?

Experience:

• 5+ years in Enterprise Pre-Sales, Solution Engineering, or Technical Consulting
• Proven experience leading complex enterprise deals
• Experience running structured POCs in enterprise environments
• Background in Hardware + SaaS solutions - strong advantage
• Maritime, Shipping, or Operations experience - strong plus

Skills & Capabilities:

• Strong ability to translate technical capabilities into business value
• Excellent discovery and systems thinking skills
• Executive-level communication - structured, precise, persuasive
• Comfortable operating in ambiguity with a builder mindset
• Ability to move seamlessly between deep technical detail and executive narrative

Personal Attributes:

• High ownership and accountability
• Persistent and resilient in complex sales cycles
• Curious, adaptable, and a fast learner
• Strong team player with integrity and long-term mindset

Additional Requirements:

• Fluent in English (additional European languages - a plus)
• Willingness to travel across EMEA (up to 50%)

Why Orca AI? Our Culture and Benefits:

Our Culture & Values: We are a global team of 130 professionals driven by a shared mission to lead the transition to autonomous shipping. At Orca AI, we combine cutting-edge technology with a human-centric approach to redefine the maritime industry. We believe in:

• Innovation & Data-Driven Intelligence: We are passionate about solving complex problems for the first time in a "greenfield" industry. By leveraging data and intelligence, we create smarter, more efficient solutions that drive lasting change.
• Global Impact & Reliability: Our mission is to use technology to make the oceans safer and the world more efficient. We are dedicated to providing our customers with a reliable service they can count on to protect their most valuable assets.
• Customer Centricity & Agility: Our customers are at the heart of everything we do. We embrace agility as an essential part of our workflow, enabling us to respond effectively to changing market conditions and provide the best possible service.
• Global Collaboration: Diversity is our strength. We operate across Japan, Singapore, and Greece, supported by a diverse remote team spanning Europe and Asia, fostering a truly international perspective on maritime challenges.
• High-Energy Environment & Balance: We foster a vibrant, high-energy work culture. In our Tel Aviv office, we enjoy a dog-friendly environment and maintain a unique work-life balance, working 4 days a week from the office to stay connected and inspired.

Orca AI is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.

You're more than welcome to follow us on social media:

• LinkedIn
• Orca AI

At Orca AI, you’ll help transform the maritime industry through cutting-edge AI and computer vision technology — working at the intersection of hardware, software, and real-world operations.

If you thrive in complex enterprise environments and want to own the technical strategy behind major deals across EMEA, we’d love to hear from you.