Customer Solution Engineer

TECHNICAL BDR You'll be the tip of the spear for Firecrawl's outbound motion — identifying, engaging, and qualifying technical buyers (engineers, data scientists, AI/ML leads) who need to turn messy web data into structured, LLM-ready output. This isn't a dial-and-smile BDR seat. You'll combine technical fluency with relentless outbound execution to open doors that only someone who speaks the buyer's language can open. Salary Range: $150,000-$220,000/year OTE Equity Range: Competitive equity — details shared during the process. Location: San Francisco, CA (Onsite) Job Type: Full-Time Experience: 3+ years or equivalent Visa: Must be legally authorized to work in the United States. We're not able to sponsor visas right now, though that may change down the line. ABOUT FIRECRAWL Firecrawl is the easiest way to turn the web into data AI agents can use. One API call converts any URL into clean, LLM-ready markdown or structured data - the boring-hard problem everyone building with LLMs eventually hits, solved. We hit 8 figures in ARR in year one and more than doubled it in year two. We have 175k+ GitHub stars, and developers, agents, and category-defining AI companies build on us every day. Growth like this is rare, and we're just getting started. We're a small team punching far above our weight. Everyone here owns a real piece of the product and company, end to end, and runs it themselves - no hiding behind process or headcount. This is a place for people who want to work at the frontier: an AI company building the infrastructure other AI companies run on, not one bolting AI onto an existing product. We move fast, go deep, and are building the tools superintelligence will rely on to gather data from the web. WHAT YOU'LL DO - Help win the deals that matter: Jump into important, difficult, or stalled opportunities alongside the FDE who owns them. Bring the commercial side when the technical case is already made: deal structure, pricing, negotiation, the close. Cover when someone is overloaded, and turn a technical use case into a larger opportunity. - Keep the funnel moving: Hold the picture across pipeline and deals and notice what isn't moving that should be. Keep BDRs on the highest-value accounts, push FDEs on follow-up and next steps when a deal drifts, and connect the two sides so nothing gets lost between prospecting and closing. You have standing permission to ask "why aren't we following up here?" and "what needs to happen to close this?" - Own the messy commercial edges: Procurement portals, security questionnaires, DPA redlines, invoiced billing, a PO stuck in someone's approval chain, the unusual deal structure nobody has a template for. Pick up the things that slow down otherwise good deals and get them done. - Help customers get more out of Firecrawl: Understand what they're building and how they're using the product. Read the AI-assembled customer dossier, look at usage, get on the call, and work the problem with them. Find the gaps, the new use cases, and the expansion. - Help build the revenue team: Recruit and interview. Onboard and ramp new FDEs and BDRs. Write down the playbooks and what great execution looks like, so the operating discipline of the team rises without another management layer. WHAT WE'RE LOOKING FOR - Commercially strong, technically credible. You've negotiated and closed deals yourself, and you can also read the customer's code, follow the API discussion, and work the problem on the call. When an FDE is stronger technically than commercially, you carry the commercial side without taking the deal from them. - Leverage over a book. You've carried a number before, and you'd rather make five people better than run your own territory. You measure yourself by the function's number and by the deals that closed because you got involved. Your name on the deal was never the point. - Influence without a title. You can walk into a peer's deal, ask the uncomfortable question, and leave the relationship stronger. You earn the right to push by being useful first. FDEs owning their deals and BDRs owning pipeline is the design, and you're comfortable in it. - Sees the whole funnel. You notice the proposal that's been sitting for three weeks, the BDR working a low-value segment, the handoff that dropped between prospecting and closing. You keep a running picture of the pipeline and act on it before anyone asks. - Finishes the messy stuff. Procurement, security reviews, redlines, billing exceptions, the PO that's been in someone's approval chain for two weeks. You treat these as part of closing, and you get them done. - AI-native. You use AI tools daily as core work infrastructure. You'll operate in a stack where AI assembles customer dossiers, drafts follow-ups, and flags the deals going quiet. You use it to cover more ground than one person should be able to. - Builds people and playbooks. You've interviewed, onboarded, or ramped teammates