Solution Specialist

Description:

The AI infrastructure market is moving faster than any playbook can keep up with, and the companies building at its frontier, from early-stage startups to the world's largest enterprises, need a commercial partner who understands their infrastructure requirements as instinctively as they do. As a Principal Solution Specialist for Infrastructure, you sit at the center of how CoreWeave structures, negotiates, and closes its most complex infrastructure deals globally. This is not a single-product or single-vertical role: it requires deep fluency in how AI companies across every industry think about and consume infrastructure, and it turns that fluency into the commercial mechanics, deal frameworks, and cross-functional alignment that make large-scale commitments possible. You own the deal from first conversation through execution, and you make the broader field organization smarter and faster at every stage of that process.

About the role: As a Principal Solution Specialist for Infrastructure, you design the frameworks that govern how CoreWeave structures large infrastructure commitments, negotiate the commercial terms that create durable value for both sides, and build the playbooks and processes the field team relies on to win. But this role goes beyond deal mechanics: you will develop an instinctive understanding of what AI companies need to build across every layer of the infrastructure stack, and across every stage of company maturity from early-stage startup to hyperscale enterprise. In a market changing as fast as AI infrastructure, the intelligence you gather from customer conversations feeds directly into CoreWeave's product, engineering, capacity planning, finance, and marketing teams. This role sits at the intersection of sales, operations, enablement, and deal desk, and the insight it generates shapes how CoreWeave builds and goes to market.

In This Role, You Will

Own the end-to-end commercial and operational lifecycle of CoreWeave's most complex infrastructure deals globally, from initial deal architecture through term negotiation, contract execution, and account expansion.
Structure and close large-scale infrastructure commitments, from long-term compute and networking agreements to fully integrated AI platform deals, in close coordination with sales, legal, finance, and product teams across CoreWeave.
Design deal frameworks, pricing models, and term structures that reflect what AI companies actually need to build at scale, balancing customer requirements around resource access, cost predictability, and operational flexibility with CoreWeave's commercial objectives.
Own the deal desk function for infrastructure commitments, providing real-time deal guidance, commercial structuring support, and pricing alignment to the field team across active opportunities globally.
Enable the sales and solutions architecture organizations with infrastructure deal playbooks, term negotiation frameworks, TCO models, and competitive positioning materials that accelerate large infrastructure closings.
Engage directly with customer procurement, legal, and executive leadership as CoreWeave's primary commercial voice in complex, multi-stakeholder infrastructure negotiations.
Partner with product specialists across Core Services, AI Runtime, AI Developer Services, and Data Services to build integrated deal proposals that reflect the full value of CoreWeave's infrastructure platform.
Serve as the field's primary intelligence source on how AI companies across industries and company stages think about and consume infrastructure, translating customer conversations into direct input for CoreWeave's product, engineering, capacity planning, finance, and marketing teams.
Drive operational improvements in how CoreWeave manages large infrastructure deal cycles, including pipeline visibility, deal review cadences, escalation paths, and post-signature execution handoffs, to support a growing global field organization.

Who You Are

10+ years of experience in enterprise infrastructure sales, deal structuring, or commercial operations at a cloud provider, hyperscaler, data center operator, or large-scale technology vendor, with a track record of closing large, complex deals.
5+ years owning or shaping the commercial structure of large infrastructure commitments, including cloud compute agreements, GPU infrastructure contracts, data center agreements, or equivalent, spanning term negotiation, pricing strategy, and contract execution in a customer-facing capacity.
Deep understanding of how AI companies, from startups building their first production systems to enterprises scaling global AI deployments, evaluate, procure, and operationalize infrastructure, including the technical, financial, and organizational dynamics that drive those decisions across industries.
Fluency across CoreWeave's infrastructure portfolio, GPU compute, high-performance networking, storage, and Kubernetes platform, and strong working knowledge of how these components combine into integrated infrastructure commitments for AI customers.
Proven ability to drive alignment across sales, operations, finance, and legal in a deal structuring capacity, managing complex internal stakeholder environments without losing momentum or commercial clarity.
Track record of engaging at the executive level with customers, C-suite, VP-level procurement, and legal leadership, across complex, multi-stakeholder commercial negotiations involving significant contract values.
Commercial fluency across deal structures: long-term commitment economics, ramp schedules, SLA frameworks, and the financial tradeoffs that shape large infrastructure agreements for AI companies at every stage of maturity.