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San Francisco, California, United States
Onsite
You will lead Compute Solutions Architecture for Latitude: the team, the technical win rate, and the architectural standard we hold ourselves to. You will also stay personally in the deals.
This is a player-coach role, and we mean it literally. You will lead a team of Solutions Architects and hire more as the business earns them — and you will still be in front of customers every week, running discovery, sizing clusters, whiteboarding, scoping proofs of concept, and closing technical objections yourself. Latitude is a small, fast business inside a public company. There is no bench to hand work to. Expect roughly half your time leading and building the function, and half carrying architecture personally on the deals that decide the quarter.
Based in San Francisco, you will sit alongside our new Compute Sales Specialist and Account Manager, close to the AI-native and platform companies that are our fastest-growing customer segment — and you will lead a team that is globally distributed.
The mission is bigger than the Latitude number. Megaport acquired Latitude to combine compute and connectivity into a single offer. You are the technical leader who makes that combination sellable — to Latitude's inbound and founder-led motion, to Megaport's global field Sales Pods, and through Megaport's partner channel. This role is compute-first, with network design supported in partnership with Megaport's network Solution Architects.
Own, coach, and grow the Latitude Compute Solutions Architecture team — hiring, ramp, account coverage, career paths, and performance.
Set the coverage model: which accounts and deal sizes get a named SA, what Sales Specialists and Account Managers are expected to handle unassisted, and where the team must say no.
Define and enforce the technical qualification bar — discovery standards, architecture review, POC entry and exit criteria, and a documented technical win/loss review.
Own SA capacity planning and the seller-to-SA ratio, and make the case with data when it needs to change.
Build the reusable asset library — reference architectures, sizing models, POC playbooks, competitive technical positioning — so wins compound instead of being re-invented per deal.
Partner with sales leadership on forecast accuracy: your read on technical risk is a first-class input to what we commit.
Personally lead compute discovery, architecture design, sizing, and performance mapping on the largest and most strategic opportunities.
Translate technical requirements into tailored bare metal, GPU/accelerated compute, and storage configurations — and defend those choices with the customer's engineers.
Deliver technical demos, workshops, whiteboarding sessions, and proofs of concept yourself, not only through the team.
Be the escalation path customers actually want: on the call, in the room, credible on the detail without taking it back to the team.
Support customers through evaluations, pilots, and onboarding, then hand off cleanly with architecture documentation that holds up.
Represent Latitude publicly — customer briefings, webinars, and industry events.
Build the joint Latitude + Megaport reference architecture and make it the default motion, not a special case.
Enable Megaport's global Sales Pods to position compute credibly — including the pre-approved, defined set of Latitude offers a Megaport seller can take forward without an SA in the room.
Extend the technical motion into Megaport's partner, reseller, and wholesale channel, which is mature for connectivity and not yet built for compute.
Design workable answers to the hyperscaler marketplace gap — hybrid-node and adjacency plays that meet customers where their procurement already lives.
Partner with Product and Engineering to relay customer feedback and influence roadmap direction.
Work with Latitude Procurement and Operations to confirm server availability, GPU/CPU classes, and realistic deployment timelines — and to set honest customer expectations when supply is constrained.
Maintain accurate technical notes and solution detail in CRM, and hold the team to the same standard.
Contribute to internal enablement material and repeatable solution patterns across both Latitude and Megaport teams.
8+ years in a technical customer-facing role (Solutions Architect, Sales Engineer, Professional Services Engineer, or similar), including at least 3 years leading or formally mentoring a technical pre-sales team.
A track record as a genuine player-coach: you have carried strategic accounts personally while running a team, and you can point to deals you closed yourself, recently.
Strong hands-on expertise in bare metal compute, GPU/accelerated compute, server architecture, virtualization, containerization, and workload performance planning.
Credibility in AI and HPC infrastructure — cluster design, high-performance networking and interconnect, storage profiles for training and inference, and the economics of dedicated versus hyperscaler compute.
Familiarity with networking fundamentals — BGP, private connectivity, hybrid and multicloud patterns — sufficient to situate compute within a broader architecture and to partner with network Solution Architects.
Understanding of compute buying cycles, solution selling, and sizing for performance-intensive workloads.
Demonstrated ability to build technical go-to-market motion inside a larger sales organisation — enablement, pods, and partner-led — not only to run a queue of architects.
Comfort operating inside an integration: two companies, two systems of record, unfinished process, and decisions that must be made before the org chart catches up.
Based in or willing to relocate to the San Francisco Bay Area, and willing to travel roughly 30%.
Experience at an alternative or specialty cloud provider (bare metal, GPU cloud, neocloud) competing against the hyperscalers on price-performance.
Experience architecting or selling through cloud marketplaces, resellers, or wholesale channels.
Exposure to supply-constrained infrastructure businesses — allocation, long-term commit structures, and honest expectation-setting under scarcity.
Working Portuguese or Spanish; a meaningful share of our team and customer base sits in LATAM.
Flexible working environment – a remote-first culture with coworking options available
Generous leave plans – including, parental leave, birthday leave, and a purchased annual leave program
Health and wellness support – through a wellness allowance and employee wellbeing initiatives
Comprehensive learning support – generous study and training allowance plus paid study leave
Creative, modern workspaces – designed to inspire when you're not working remotely, plus access to coworking spaces via our global WeWork membership if you work remotely, but like to get out of the house sometimes
Motivated, inclusive team – work alongside industry experts and fresh talent
Recognition programs – celebrate achievements with our Legend and Kudos award