AEC Specialist

What You’ll Do

Use deep AEC expertise to uncover customer problems through discovery, shape solutions around them, and translate technical capabilities into measurable construction value. Work alongside Sales and Engagement from initial discovery through proof of concept, pilot implementation, and ongoing engagement to produce productive and measurable project and customer portfolio outcomes.

• Lead the AEC side of new customer pursuits alongside the Account Executive. Run deep-dive demos and technical readiness discussions with prospective customers’ project teams. Be the domain expert establishing credibility and trust.
• Shape the strategy for each proof of concept and pilot alongside the Account Executive and Engagement Manager. Define the customer problem and what LightTable needs to prove; select the right projects, use cases, stakeholders, workflows, and establish measurable success criteria and baselines.
• Own backtests (proof of concept) end to end: run LightTable’s analysis on projects the customer has already built, validate every finding against what their team actually encountered, and build the findings package.
• Present backtest findings at readout - issues found, severity, sheet references and cost of miss - in terms practitioners accept and economic buyers act on.
• Lead pilot delivery across 3-5 live projects: Be the main connection to the end users during the pilot. Sit with project teams, deliver practice-specific training, and change how the review actually runs so LightTable integrates with their projects - not a second process bolted on beside it.
• Lead implementation support at customer enterprise engagement: turn pilot tuning into firm standards - default rulesets, templates and enablement material that scale without LightTable in the room.
• Deliver projects for customers through implementation, configuring workflows and supporting adoption as the Engagement Manager rolls the program out across offices.
• Come back in as needed at renewal and expansion to support the Account Executive and Engagement Manager with domain depth.
• Serve as the primary conduit between Sales and Engagement teams and Product. Log product gaps with the drawing that caused them and carry practitioner feedback back to engineering.
• Own findings quality on your accounts.

Additional information

Reporting: This role reports to VP of AEC and sits on the LightTable Go to Market team alongside Account Executives, Engagement Managers and Customer Support, with close ties to product and engineering. You lead alongside the Account Executive through pre-sales and the pilot, then alongside the Engagement Manager, who leads the account from enterprise start. The AE owns the commercial relationship; when the question is what the product or the drawings say, the AEC Specialist decides.

Success Metrics: Within the first 6 months, success will be measured by

Credibility with practitioners - the architects, engineers and builders whose endorsement the customer decision-maker and executives trusts more than ours.

• Pre-Sales & Backtests:
• Backtests delivered that surface material misses the customer agrees are real
• Findings accepted, not argued - low false-positive noise at readout
• Backtest-to-pilot conversion support: pilots committed with named projects, named teams and a start date
• Pilots & Implementation:
• Every pilot team active - broad engagement, not one champion carrying the account
• Teams using the full product, not just the first screen we showed them
• Training quality and adoption
• Successful conversion to enterprise customers
• Product & Enterprise:
• A product feedback log that Product acts on, with gaps routed alongside the drawings that caused them
• Customer champions who onboard their own teams without a Specialist on the call
• Projects delivered on time and to quality through implementation

What We’re Looking For

• Education: Bachelor’s or master’s degree in architecture, engineering, construction management or a related field.
• Experience: 8+ years in architecture, engineering or with a general contractor, owner/developer, or owner's representative on large commercial, mission-critical or data center projects.
• QA/QC Expertise: Hands-on experience running construction document reviews and coordinating across disciplines. You know what a real issue looks like and what a false positive costs a project team.
• Understanding of broader development processes from multiple stakeholder perspectives. Not limited to one stakeholder viewpoint.
• Teaching & Facilitation: Ability to train practitioners, run a room, and change how a team works - not just demo a product.
• Communication: Ability to translate technical findings into clear business value. Experienced and comfortable presenting to both practitioners and executives, adapting the message to the audience, responding constructively to skeptisim, and guding groups to action.
• Exceptional listening and questioning skills. Able to lead customer discovery, uncover root problems, and build shared understanding.
• Tech-Savvy Mindset: Comfort with emerging technologies, particularly AI, and ability to bridge traditional AEC workflows with new tools.

Nice to Have

• Professional licensure (RA, PE) or equivalent industry credentials.
• Data center or hyperscaler project experience, including MEP-heavy and OFCI-driven coordination.
• Prior experience in pre-sales, solutions engineering, implementation or training at a construction technology company.
• Fluency with the tools project teams already use - Bluebeam, Procore, Autodesk Construction Cloud.
• Curiosity and empathy for stakeholder incentives across the development process.