Solutions Engineer – Commercial

Role Overview

• Lead technical discovery with prospects to understand their security, compliance, cloud infrastructure, and development workflows.
• Partner closely with Account Executives to develop deal strategy, identify technical champions, and guide prospects through evaluation, proof-of-value, and purchase decisions.
• Deliver tailored product demonstrations, walkthroughs, and integration deep dives aligned to customer use cases and success criteria.
• Act as the primary technical advisor during the evaluation process, addressing technical objections, competitive comparisons, and solution fit.
• Develop and maintain deep expertise in our product capabilities, integrations, configurations, APIs, partner ecosystem, and competitive landscape.
• Design and explain how our solution integrates with customers’ cloud providers, identity systems, version control platforms, and security tooling.
• Ensure a clean technical handoff to Customer Success and Implementation teams post-sale.
• Support revenue growth by responding quickly and effectively to inbound technical questions from Sales and prospects.
• Help qualify opportunities by identifying technical fit, risks, and dependencies early in the sales cycle.
• Participate in account planning, QBRs, and expansion conversations by demonstrating ongoing technical value.
• Capture and communicate structured customer feedback to Product, helping influence roadmap priorities for the Upmarket segment.
• Build reusable demos, technical documentation, reference architectures, and enablement materials in partnership with Product, Success, and Marketing.
• Contribute to a collaborative, inclusive Solutions Engineering culture focused on continuous improvement, technical excellence, and customer empathy.

Requirements

• 3-5 years of pre-sales customer-facing, technical experience as a Solutions Engineer, Sales Engineer or equivalent title
• Hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure & Operating Systems (Windows, MacOS, Linux) and cloud application architecture
• Strong project management skills with a proven ability to operate effectively in uncertain environments.
• General knowledge with a scripting language (Python, Ruby, Bash, and JavaScript) and a desire to expand those skills
• Familiarity with REST API development and service integrations is a plus
• Ideally has prior B2B SaaS experience
• Open to using AI to amplify their skills and strengthen their work
• demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

Tech Stack

• AWS
• Azure
• Cloud
• JavaScript
• Linux
• MacOS
• Python
• Ruby

Benefits

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks fully-paid Parental Leave for all new parents
• Health & wellness stipend
• Remote workspace, internet, and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC office
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy, plus 80 hours of Sick Time
• 11 company-paid holidays
• Virtual team building activities, lunch and learns, and other company-wide events!