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Solution Consultant - East


New York, US / Boston, MA, US / District of Columbia, US
  • Job Type: Full-Time
  • Function: Professional Svcs
  • Industry: Enterprise
  • Post Date: 07/05/2022
  • Website:
  • Company Address: 525 Market St, Suite 3050, San Francisco, CA, 94105

About LightStep

Lightstep’s reliability platform is the easiest way for developers and SREs to monitor system health, understand changes, respond to incidents, and accelerate release velocity in cloud-native applications.

Job Description

Lightstep enables teams to detect and resolve regressions quickly, regardless of system scale or complexity. We integrate seamlessly into daily workflows, whether you are proactively optimizing performance or investigating a root cause so you can quickly get back to building features. We continue to grow our talented, low-ego, team! We believe that we should always align our actions toward a common purpose, that trust is paramount and must be cultivated, that the most valuable team members multiply rather than add, and that we shouldn’t take ourselves too seriously (except when we’re writing way-too-long sentences about our values). We believe that assembling and retaining an inclusive and diverse team is the best way to grow a successful company.

We created Lightstep because we understand the massive architectural transformation underway in the software industry, and we saw an opportunity to accelerate it, all while improving the quality of the developer and end-user experience. While we learned a great deal from our experiences building Dapper (Google’s distributed tracing solution) and Monarch (Google’s high-availability metrics solution), Lightstep is in many ways a reaction to and a generational improvement beyond those approaches. Our story as individuals and as a company revolves around continuous learning, careful listening, and the belief that these fundamentally new software architectures require fundamentally new solutions.

At Lightstep, each Sales Engineer plays an essential role in ensuring the success of our customers and the growth of our business. We believe that the path to success for a customer begins in the sales process, when they are still a prospect exploring Lightstep as a potential fit for their needs, challenges, and aspirations. Thus, our sales process is extremely consultative and the Sales Engineer works alongside our Account Executives to serve as a trusted advisor for each prospect. The Sales Engineer listens to each prospect, empathizes with their technical and operational pain points, understands how those relate to the prospect’s strategic business goals, and ultimately scopes a solution and partnership that allows us to drive success for the prospect as a new Lightstep customer.

You’d be a great addition if…

  • You enjoy constantly challenging and expanding your technical knowledge.
  • You are intrigued by the marriage of technology and business and enjoy engaging on both fronts to craft the perfect balance between the two.  
  • You display trustworthiness and build credibility quickly via empathy, clear communication, and a deep understanding of people, technology, and business.
  • You would enjoy interfacing with our prospects including Software Developers, DevOps teams, and Site Reliability Engineers while serving as their advocate and champion within Lightstep
  • You have experience selling to a technical audience such as engineering leaders, observability teams, and software developers.
  • You are a self-starter who flourishes in a team environment and enjoys building new processes, tools, solutions, and businesses alongside other talented entrepreneurs.

What you'll be doing...

  • In the first 30 days…
    • Develop relationships across the Lightstep Customer Success, Sales, Marketing, and Engineering, Product, and Design [EPD] teams
    • Obtain a certification for the Lightstep sales pitch and standard demo
    • Start growing your knowledge of instrumentation technologies like OpenTelemetry, OpenTracing, and the Lightstep agents
    • Shadow as many calls, customer syncs, and demos as you can
  • In the first 60 days…
    • Start leading customer-facing demos and actively participating in the sales cycle
    • Help support in-flight Proof-of-Concepts [POCs] that your peers are running to feel confident as you approach driving your own POCs
    • Partner with our post-sales team to become deeply familiar with customer pain points, use cases, value propositions, and success stories
    • Continue to develop your expertise of Lightstep’s product and technology as well as the key open source technologies we support including OpenTelemetry, OpenTracing, OpenCensus, Zipkin, and Jaeger.

  • In the first 90 days…
    • You will feel confident and enabled to run your own sales cycle alongside the Account Executive(s) you are paired with, and assist in qualification and disqualification exercises within your patch
    • Serve as a trusted advisor for prospects, empathize with their needs and pain points, and show them how Lightstep can address them
    • Bring meaningful feedback from the field to our Engineering, Product, and Design team to help inform short-term and long-term product roadmap and vision while also sharing insights with others teams (Sales, Marketing, Open Source, etc.) you’ll partner with to drive successful outcomes for our prospects and Lightstep as a business

Bonus points if you...

  • You have a background in monitoring, observability, or Application Performance Management (APM).
  • You are familiar with any of the following: microservices, distributed tracing, proxies / service meshes (Envoy, HAProxy, Linkerd), cloud platforms (AWS, GCP, Azure), containers (Kubernetes, Docker).
  • You have built software applications in any of the following languages: Go, Java, .NET (C#/F#), Python, Ruby, PHP, or NodeJS. 
  • You have experience building mobile applications in any of the following languages: Java, Kotlin, Swift, or ObjectiveC


Lightstep, a part of ServiceNow, is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more. If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method or applying, you may contact us at for assistance.

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