# Director, Solutions Engineering

**Company:** [Fieldguide](https://hotfix.jobs/companies/fieldguide)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** $220k – $240k/yr
**Experience:** 8+ years
**Skills:** Sales Engineering, Ai Architecture, Cloud Infrastructure, Security, Data Integration, Poc Execution, Demo Standards, Team Leadership, Playbook Development, Cross-Functional Collaboration
**Posted:** 2026-05-18

> Lead and scale the pre-sales technical function as Director of Solutions Engineering. Own demos, POCs, technical strategy for enterprise deals involving AI architecture, security, and integrations while building the SE team and playbook.

## Job Description

## What You’ll Do

**Pre-Sales Technical Strategy:** Own the end-to-end pre-sales technical motion across discovery, demo, POC, security review, and technical close. Set the technical strategy for top strategic deals and engage on highest-leverage opportunities.

**Demo and POC Excellence:** Define what a great demo looks like at Fieldguide and raise the bar across the team. Own POC scoping, success criteria, exit criteria, and the operating cadence that converts POCs into closed deals.

**AI and Architecture Depth on Enterprise Deals:** Lead technical conversations with firm CIOs, CISOs, and architecture review boards on AI architecture, data residency, model governance, security, and integration patterns.

**SE Enablement and Playbook:** Build the Solutions Engineering playbook, ramp plan, and certification program. Standardize reusable assets (demo flows, reference architectures, security responses, technical objection handling).

**Team Leadership:** Hire, develop, and coach the existing Solutions Engineering team.

**Cross-Functional Partnership:** Partner with Product and Engineering on roadmap influence, customer feedback synthesis, and competitive response. Partner with Customer Success on technical handoff and post-sales continuity.

**Deal Coverage Model:** Define when Solutions Engineers engage, at what stage, and at what intensity.

**Competitive Technical Positioning:** Own the technical battlecards, demo objection responses, and proof points across the competitive set.

**Continuous Improvement:** Iterate on the playbook, ramp, and coverage model based on win/loss patterns, technical objections, and customer feedback.

**Day to Day AI Integration:** Use AI tools daily to build demos, personalize POC environments, generate technical content, and analyze patterns across deals.

## Who You Are

- 8+ years in Sales Engineering, with at least 3 years in a leadership role at an enterprise SaaS or Vertical AI company.
- Experience selling to or working within CPA firms, audit and advisory practices, or professional services.
- Strong technical depth on modern AI architecture, cloud infrastructure, security, and data integration.
- Proven track record building Solutions Engineering teams, playbooks, and ramp programs from the ground up.
- Operating rigor on demo standards, POC execution, and technical forecast accuracy.
- Strong cross-functional muscle with Product and Engineering.
- Comfortable running the most strategic demos and POCs.
- Low ego, constant learner, coachable in real time.

## Success Metrics
- Win rate and average deal size on SE-supported strategic deals.
- Reduction in technical-cycle time from discovery to technical close.
- POC-to-close conversion rate and time-in-POC.
- SE team ramp time and quota attainment.
- Adoption of the SE playbook and reusable assets across the team.
- Roadmap influence: customer-driven product priorities sourced through SE feedback.

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