Director, Solutions Engineering

Role Overview

Reporting to the Chief Commercial Officer, the Director, Solutions Engineering leads the Solutions Engineering function and partners across Sales, Product, Engineering, Client Services, and other teams to support revenue growth and ensure customers clearly understand the value and capabilities of the company’s solutions.

The ideal candidate is a strong technical and commercial leader with executive presence, people leadership experience, and the ability to operate strategically while remaining hands-on in complex opportunities.

Key Responsibilities

• Develop and execute the strategy, operating model, and best practices for the Solutions Engineering function in alignment with company growth and revenue goals.
• Lead, coach, and scale a high-performing Solutions Engineering team with clear expectations, development plans, and performance standards.
• Partner with Sales leadership to support enterprise opportunities, allocate resources effectively, and improve technical and solution-selling capabilities across the commercial organization.
• Serve as an executive-level Solutions Engineering partner on strategic, high-value, and complex sales opportunities.
• Establish scalable processes and standards for discovery, solution design, demonstrations, technical validation, business cases, RFPs/RFIs, and other pre-sales activities.
• Translate customer business challenges, technical requirements, and desired outcomes into compelling solution recommendations and value propositions.
• Oversee presentations, product demonstrations, workshops, and solution-oriented engagements that clearly communicate the company’s value.
• Develop and maintain relationships with senior executives and key decision-makers, serving as a trusted technical and business advisor.
• Capture and communicate customer, market, and competitive insights to Product, Engineering, and executive leadership to influence roadmap priorities and revenue opportunities.
• Develop scalable Solutions Engineering assets, including demo environments, presentations, solution architectures, technical documentation, discovery frameworks, and enablement materials.
• Define and monitor key performance indicators to evaluate effectiveness, identify improvements, and communicate the team’s impact.
• Represent the company as a subject matter expert in customer meetings, industry events, conferences, and other external engagements as appropriate.

Competencies Required:

• Significant experience in Solutions Engineering, Sales Engineering, Solution Consulting, Presales , or a comparable customer-facing technical function within enterprise software .
• Demonstrated success leading and developing high-performing Solutions Engineering or technical presales teams.
• Proven track record supporting complex enterprise software sales through multi-stakeholder sales cycles.
• Strong business acumen with the ability to connect technical capabilities to measurable customer outcomes.
• Executive presence and the ability to lead customer conversations, presentations, demonstrations, workshops, and strategic discussions.
• Ability to translate complex business and technical concepts into clear, persuasive narratives for varied audiences.
• Strong understanding of enterprise software, SaaS platforms, integrations, APIs, data flows, web technologies , and related technical concepts.
• Experience collaborating with Sales, Product, Engineering, Marketing, Customer Success, and executive leadership.
• Strong analytical skills and experience developing business cases, value propositions, and solution recommendations.
• Bachelor’s degree
• Willingness to travel as business needs require.

Knowledge, Skills and Abilities:

• Strong leadership, coaching, communication, presentation, and facilitation skills.
• Excellent collaboration skills with the ability to work effectively across commercial, product, technical, and executive teams.
• Strategic thinker who can balance long-term priorities with immediate sales opportunities and competing demands.
• Sound judgment, analytical problem-solving skills, and the ability to remain composed in complex or high-pressure situations.
• Ability to operate as both a senior leader and hands-on contributor when needed.
• Strong organizational skills, attention to detail, ownership, and commitment to high-quality work.
• Proficiency with productivity, presentation, CRM, collaboration, and related business technologies.
• Ability to quickly learn new technologies, products, industries, and customer use cases.

What we provide:

• Merit-based compensation – Competitive base salary plus bonus
• Work from anywhere – Roles are open to candidates located anywhere in the US (United States)
• Unlimited PTO (Paid Time Off), including Paid Holidays and Sick Leave
• 401k+ Match
• Comprehensive health, dental, and vision insurance
• Paid Parental Leave
• Health and wellness perks including life & disability insurance, healthcare funding options like FSAs (Flexible Spending Accounts) and HSAs (Health Savings Account) , Dependent Care, an EAP (Employee Assistance Program) program, discounts, Learning and Development

Working Conditions/Physical Demands:

This position is fully remote, with limited travel that may be required for occasional team meetings, training sessions, or business events. Work is performed primarily in a home-office environment using standard office equipment such as a computer, keyboard, mouse, and phone. Employees are expected to maintain a safe, ergonomic, and confidential workspace with reliable high-speed internet access suitable for professional remote work.

The role generally requires extended periods of sitting, viewing a computer screen, and communicating through written and verbal means. Occasional light physical activity (e.g., lifting materials or equipment up to 20 pounds ) may be necessary.

Reasonable accommodations will be provided in accordance with the Americans with Disabilities Act (ADA) and other applicable laws to enable qualified individuals with disabilities to perform the essential functions of the job. Employees working remotely must ensure their workspace meets company standards for safety, ergonomics, and data security as outlined in organizational policy.

Disclaimer: This job description identifies the general duties and minimum level of skills required to perform this job. It is not intended to represent a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned.