Director, Sales & Solutions Engineering

Vaughan Executive Partners, LLC is seeking a Director, Sales & Solutions Engineering to lead the technical sales and solutions organization across North America. This role combines technical expertise and commercial acumen to drive revenue growth and expand recurring revenue streams while managing Sales Engineers and Solutions Sales teams.

Responsibilities:

• Lead, develop, and scale a high-performing Sales Engineering organization
• Standardize technical discovery, solution scoping, and architecture validation processes
• Align Sales Engineering resources with strategic priorities and deal complexity
• Coach technical teams to act as commercial accelerators, ensuring technical expertise drives revenue
• Drive adoption and commercial growth of digital platforms, monitoring tools, and connected services
• Partner with sales leadership to integrate digital solutions into broader capital equipment opportunities
• Develop go-to-market strategies and commercial models that increase recurring revenue and customer value
• Strong understanding of retail technology architectures - POS, payments, networking, IoT, site systems
• Maintain deep understanding of site technology environments, including fuel systems, POS platforms, payment systems, networking, and IoT devices
• Translate complex customer architectures into actionable, revenue-generating solutions
• Anticipate technical barriers and ensure smooth adoption of solutions
• Serve as a bridge between Sales, Product, Engineering, Service, and Marketing teams
• Provide structured field insights to influence product development and investment decisions
• Represent the company credibly with senior customers and partner stakeholders
• Strong leadership and team development skills with proven experience managing technical teams
• Deep technical expertise and ability to communicate complex solutions to non-technical stakeholders
• Commercial mindset with experience in revenue growth, recurring revenue, and solution monetization
• Strategic thinking and ability to develop scalable go-to-market and technical strategies
• Excellent communication, presentation, and executive-level relationship skills
• Experience in integrated hardware + software or technology-enabled services preferred

Requirements:

• Lead, develop, and scale a high-performing Sales Engineering organization
• Standardize technical discovery, solution scoping, and architecture validation processes
• Align Sales Engineering resources with strategic priorities and deal complexity
• Coach technical teams to act as commercial accelerators, ensuring technical expertise drives revenue
• Drive adoption and commercial growth of digital platforms, monitoring tools, and connected services
• Partner with sales leadership to integrate digital solutions into broader capital equipment opportunities
• Develop go-to-market strategies and commercial models that increase recurring revenue and customer value
• Strong understanding of retail technology architectures - POS, payments, networking, IoT, site systems
• Maintain deep understanding of site technology environments, including fuel systems, POS platforms, payment systems, networking, and IoT devices
• Translate complex customer architectures into actionable, revenue-generating solutions
• Anticipate technical barriers and ensure smooth adoption of solutions
• Serve as a bridge between Sales, Product, Engineering, Service, and Marketing teams
• Provide structured field insights to influence product development and investment decisions
• Represent the company credibly with senior customers and partner stakeholders
• Strong leadership and team development skills with proven experience managing technical teams
• Deep technical expertise and ability to communicate complex solutions to non-technical stakeholders
• Commercial mindset with experience in revenue growth, recurring revenue, and solution monetization
• Strategic thinking and ability to develop scalable go-to-market and technical strategies
• Excellent communication, presentation, and executive-level relationship skills
• 8+ years of experience in Sales Engineering, Technical Sales, Solutions Engineering, or related leadership roles
• Demonstrated experience in complex customer-facing environments
• Proven ability to lead technical and commercial teams simultaneously
• Experience in integrated hardware + software or technology-enabled services preferred
• Bachelor's degree preferred
• Experience supporting subscription-based software, analytics platforms, or connected systems is highly desirable