Director, Solutions Engineering

Role Overview

• Lead and expand a high‑performing team responsible for serving as the critical technical conduit between Sales and Product organizations.
• Guide, mentor, and inspire Solutions Engineers while establishing vision, structure, and best practices.
• Ensure technical win—craft compelling solution narratives, elevate demo‑to‑close experience, and align platform’s capabilities with customer needs.
• Partner closely with cross‑functional leaders to translate customer challenges into actionable product insights.
• Shape go‑to‑market strategy and empower the team to deliver exceptional value throughout the sales cycle.

Requirements

• Over 3 years of demonstrated success leading high‑performing Solutions Engineering, Pre‑Sales Engineering, or Technical Consulting teams, consistently driving strong technical win rates and supporting overall revenue growth.
• Proven track record operating in B2B SaaS and technology sales environments, successfully navigating mid‑market and enterprise sales cycles in partnership with commercial leadership.
• Strong hands‑on technical capability across HTML, CSS, JavaScript (ES6+), and modern front‑end libraries such as React or Vue, enabling rapid creation of high‑impact demo widgets, prototypes, and UI mockups.
• Deep SQL and database experience, including writing complex queries, managing relational databases (PostgreSQL, MySQL, SQL Server), seeding data, and maintaining reliable demo/sandbox environments.
• Comfortable navigating full application codebases to troubleshoot issues, trace logic, extract insights, and answer technical questions without relying on Engineering.
• Skilled in evaluating third‑party APIs, building integration prototypes, validating endpoints, and delivering clear documentation or PoCs to accelerate technical validation.
• Comprehensive understanding of complex enterprise sales cycles, with a strong ability to lead technical discovery, solution alignment, and pre‑close validation across diverse stakeholder groups.
• Highly effective at delivering compelling, value‑anchored technical demonstrations to C‑level executives, IT leaders, and technical evaluators, influencing deal direction through clarity and insight.
• Experienced in managing SE teams toward exceeding technical KPIs, improving demo quality, and strategically supporting quota‑carrying teams.
• Thrives in fast‑paced, evolving environments with a flexible, solutions‑oriented leadership style and a strong bias toward action.
• Strong understanding of enterprise IT architecture, security frameworks, SSO/SAML/OAuth, data residency requirements, and compliance standards such as SOC 2, ISO 27001, and GDPR.
• Familiarity with intranet/employee‑experience platforms, internal communications tools, and adjacent enterprise SaaS categories.
• Knowledge of HR systems (HRIS, Active Directory/Entra ID, identity providers) and their integration patterns within broader enterprise software stacks.
• Proficiency with core sales and GTM tooling such as Salesforce, Outreach, Gong, and CRM best practices.
• Skilled in enterprise sales methodologies including MEDDIC, Sandler, and Challenger, applying structured qualification and stakeholder alignment.
• Strong commercial acumen with the ability to map technical capability directly to ROI, strategic value, and competitive differentiation.
• Technically fearless and willing to dive hands‑on into code editors, environments, logs, and scripts to unblock deals and support the team.
• Builder mentality with a habit of creating custom assets, demos, or fixes rather than waiting on cross‑functional support.
• Consultative and structured problem‑solver with the ability to translate complex requirements into achievable and compelling technical solutions.
• Excellent communication skills, capable of switching seamlessly between deep‑dive architecture discussions and high‑level business value conversations.
• Coachable, ambitious, and committed to continuous development across both technical and commercial domains.
• High EQ and situational awareness, adept at reading stakeholder dynamics and adjusting strategy accordingly.
• Strong discipline in prioritisation and qualification, including the ability to walk away from low‑value opportunities when appropriate.
• Takes full ownership of demo infrastructure, trial performance, environment readiness, and overall technical excellence across the sales motion.

Tech Stack

• JavaScript
• MySQL
• Postgres
• React
• SQL
• Switching
• Vue.js

Benefits

• 25 Holidays/PTO (with the option to buy and sell additional days)
• 401K contributions after 3 months service
• Company healthcare plans or 3rd party reimbursement
• Voluntary Dental, Vision and Life Cover
• Flexible Saving Account
• Employee Discount and Reward Program
• Reimbursement for use of personal mobile phone