Responsibilities
- Drive optimal win rates across qualified opportunities by coaching Solutions Team through discovery, demos, architectural workshops, and proof-of-value engagements.
- Drive optimal Technical Win conversion from proof-of-value to closed deals by analysing outcomes and refining processes.
- Reduce sales cycle length and improve forecast accuracy by identifying technical risks early and partnering with Sales.
- Build and develop a high-performing team through clear standards, structured feedback, and career progression.
- Establish consistent execution frameworks across discovery, solution design, and POV delivery using metrics and AI-enabled workflows.
- Partner cross-functionally with Sales, Product, and Customer Success to align technical execution with revenue goals.
Requirements
- Led or significantly contributed to Solutions Engineering or Solutions Architecture teams in B2B SaaS or complex environments.
- Demonstrated impact on presales metrics like win rates, POV conversion, sales cycle length, or forecast accuracy.
- Built or improved presales processes (discovery frameworks, demo structures, POV execution).
- Coached and developed individual contributors in technical storytelling, solution design, and stakeholder management; experience in hiring, onboarding, and performance management.
- Partnered effectively with Sales, Product, and Customer Success.
- Maintained technical credibility by staying current with product capabilities and guiding solution design.
Compensation
Base Salary: $164,000 - $227,000
On Target Earnings: $200,000 - $283,000
Equity: Significant component of total compensation.
Benefits: $6,000 training budget, full medical/dental/vision, mental health support, One Medical, flexible vacation, 401K, pet discounts, top-spec equipment, hackathons, team events.
