Senior Solutions Engineering Manager, Product Specialist

Role Description

As the Senior Solutions Engineering Manager, Product Specialists, you will lead a team of category specialists deployed into the deals, evaluations, and product motions where deep domain expertise has the highest impact, improving category attach, lifting win rates, and strengthening technical validation across the field. In this role, you'll be responsible for both people leadership and operating-model design:

• Hiring and coaching high-caliber specialists.
• Defining how the team engages with Account Executives and core Solutions Engineers.
• Building prioritization and intake mechanisms.
• Ensuring the function is measured on influence and category health rather than sourced pipeline.

What You'll Do

• Lead and develop a team of Product Specialists aligned to strategic solution categories such as Maintenance, Workforce Management, Cards, and other emerging product areas.
• Define the team charter, engagement model, and handoffs with Account Executives, core Solutions Engineers, Trial Success, Product Marketing, and Product.
• Build a coverage and prioritization model so specialists are deployed into the highest-value opportunities, evaluations, and field needs.
• Coach the team on discovery, demo strategy, objection handling, technical validation, proof-of-concept design, and executive communication.
• Ensure specialists act as multipliers for the field by creating reusable plays, assets, and repeatable category-selling motions.
• Serve as an escalation point on strategic opportunities where their involvement can materially improve outcomes.
• Establish the operating rhythm for the function — inspecting category performance, specialist utilization, and deal support quality.
• Partner with Sales Ops and SE leadership to define success metrics, attribution, and performance expectations.
• Partner closely with Product and Product Marketing so the team acts as a high-quality voice of customer and an input to roadmap, positioning, and launch readiness.
• Hire and onboard specialists with deep product, workflow, or industry expertise, and build the team for scale so new categories can be added as products mature.

Qualifications

• 8+ years in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a related customer-facing role, including 3+ years of people leadership experience managing senior individual contributors or specialist teams.
• Bachelor's degree preferred; Master's degree a plus.
• A strong Solutions Engineering foundation, including discovery, demo leadership, value-based selling, technical validation, and support of complex multi-stakeholder B2B SaaS sales cycles.
• Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar.
• Experience with SE-specific methodologies like Demo2Win or Great Demo!.
• Experience building or leading overlay teams, specialist seller/SE motions, subject matter expert groups, or other shared-service field functions is strongly preferred.
• Demonstrated ability to operate cross-functionally with Sales, Product, Product Marketing, Operations, and Customer Success.
• Experience designing or improving operating models, engagement rules, prioritization frameworks, and team charters.
• Strong pattern recognition around where specialist intervention creates the most leverage.
• Ability to coach teams to balance strategic deal support with scalable field enablement.
• Comfort working in ambiguity and standing up new functions, processes, and metrics in fast-moving environments.
• Experience with maintenance, workforce management, payments/cards, telematics, asset operations, or adjacent operational technology domains is a plus.

Requirements

• Strong executive presence and the ability to influence senior stakeholders through data, judgment, and clear communication.

Benefits

• Health, pharmacy, optical and dental care benefits.
• Paid time off and sick time off.
• Short term and long term disability coverage.
• Life insurance.
• 401k contribution (all benefits are subject to eligibility requirements).

Pay Transparency

Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. The on-target earnings (base pay + commissions) for this role: $210,000 — $260,000 USD.