Principal Presales Product Specialist

Responsibilities

• Architect and validate end-to-end, multi-product solutions that fit into customer ecosystems across teams, regions, and lines of business.
• Lead technical discovery, solution mapping, and validation through workshops, demonstrations, and proofs of concept.
• Scope and validate solution architectures, removing architectural risk and securing stakeholder alignment.
• Create and deliver executive- and architect-ready presentations covering tradeoffs, implementation paths, and long-term platform vision.
• Document customer patterns, technical shifts, and competitive signals to generate actionable product feedback.
• Drive Product and R&D interlock, go-to-market product escalations, and product development lifecycle feedback.
• Serve as a thought leader on trust, identity, security, fraud, and compliance trends.

Requirements

• 7+ years of progressive presales experience, including solutions engineering, sales engineering, specialist overlay, or complex solution architecture.
• 4+ years of experience in at least one trust-related domain, such as identity verification, authentication, security, fraud/abuse, or compliance.
• Experience leading and winning complex, multi-stakeholder solution cycles from discovery through architecture, validation, and proposal support.
• Strong executive communication skills, including the ability to explain architecture narratives and tradeoffs to C-level and senior technical audiences.
• Proven ability to build cross-functional partnerships with Sales, Solutions Engineering, Product, Engineering, and Marketing.
• Experience capturing and communicating customer requirements and trends to influence product strategy and roadmaps.

Nice-to-haves

• Experience serving as a regional technical authority through standard-setting, coaching, and asset creation.
• Experience building repeatable architectures and plays that scale across teams.
• Experience partnering with Product and Product Marketing on positioning, roadmap feedback, and launch readiness.
• Familiarity with encryption and key-management concepts, audit logging, incident response, A2P/10DLC, and data-residency architectures.
• Experience across multiple product areas within a platform or API company, including messaging, voice, contact center, and data capabilities.

Compensation and Benefits

• Estimated annual pay ranges vary by location: $138,872–$173,590; $146,592–$183,240; or $154,304–$192,880.
• May be eligible for equity and commissions.
• Benefits include healthcare insurance, 401(k), paid sick time, paid personal time off, and paid parental leave.
• Approximately 25% travel is anticipated.