Director of Solutions Engineering

This is a fully remote position, open to applicants in United States.

📋 Description

• Recruit, develop, and oversee a global team of Solutions Engineers, establishing a high-performance pre-sales function that scales with the organization.

• Establish and continuously refine our technical sales methodology, encompassing discovery frameworks, qualification criteria, POC playbooks, and the transition to post-sales.

• Collaborate closely with Account Executives across various regions to prioritize opportunities, devise technical win strategies, and secure high-value deals.

• Engage directly with strategic accounts: facilitate discovery sessions, design proof-of-concepts, and present at the executive level, demonstrating measurable business value.

• Create a repository of reusable assets — demo environments, reference architectures, integration templates, competitive battle-cards — that enhance the team's efficiency and shorten time-to-value for prospects.

• Act as the authoritative technical voice during the sales cycle for our most intricate enterprise opportunities, including architecture reviews, security assessments, and compliance discussions.

• Convey market insights to Product and Engineering: transform prospect feedback, competitive intelligence, and frequent objections into actionable input that influences the roadmap.

⛳️ Requirements

• Possess 8+ years of experience in technical pre-sales, solutions engineering, or sales engineering, with a minimum of 2 years in a leadership role managing a pre-sales team, ideally with a background operating across multiple regions.

• Have experience selling or developing on AI/ML platforms, APIs, or developer infrastructure, and be capable of engaging both machine learning engineers and Chief Data Officers in the same meeting.

• Hold a deep understanding of LLMs, multimodal AI, REST APIs, and modern cloud architectures, along with a solid knowledge of video workflows and the enterprise purchasing process related to AI.

• Demonstrate a history of creating repeatable pre-sales processes from the ground up — including playbooks, tools, hiring profiles, and onboarding programs — rather than simply inheriting existing ones.

• Possess a clear perspective on the video market — identifying who the buyers are, where budget allocations are shifting, and recognizing the challenges enterprises face in managing video today. You can articulate not only what TwelveLabs offers but also how it fits into the customers' existing technology stack.

• Have experience developing joint go-to-market strategies with cloud and ISV partners — AWS, GCP, Azure, or key ISVs — and understand how to transform a marketplace listing or co-sell program into actual sales pipeline.

• Be an outstanding communicator who can convert complex technical capabilities into business outcomes, enhancing both customer and internal team dynamics by being present in discussions.

• Excel in environments where the product, market, and team are all simultaneously evolving, with leadership involving decision-making in the face of incomplete information.

• Know how to juggle the immediate demands of closing deals with the long-term responsibilities of building a scalable team and function.

🏝️ Benefits

• An open and inclusive culture and work environment.

• Collaborate closely with a mission-driven team on groundbreaking AI technology.

• Comprehensive health, dental, and vision benefits.

• Highly flexible PTO and parental leave policy. The office is closed during the week of Christmas and New Year's.

• VISA support where applicable.