Enterprise Solutions Engineer

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Collaborate with Account Executives to formulate technical account strategies, pinpoint high-value opportunities, and design competitive sales tactics that enhance pipeline quality and boost win potential.

• Oversee the complete technical sales cycle, which includes conducting discovery sessions, defining technical success plans, qualifying opportunities, supporting commercial negotiations, and ensuring technical alignment until deal closure.

• Establish trusted relationships with both technical and executive stakeholders, customizing technical messaging and solution positioning to facilitate successful enterprise evaluations.

• Implement strategies for competitive displacement by creating migration plans, technical win strategies, and unique positioning that empowers customers to transition confidently from existing solutions.

• Present engaging, narrative-driven demonstrations and technical presentations that link platform capabilities to customer business outcomes.

• Direct proof-of-concept initiatives by defining success criteria, architecting solutions, managing evaluation timelines, addressing technical challenges, and communicating clear outcomes related to business value.

• Maintain technical proficiency across cloud platforms, APIs, enterprise integrations, security architectures, and emerging AI capabilities to provide credible technical leadership throughout the sales process.

• Utilize AI tools to enhance research, discovery preparation, technical documentation, coding assistance, competitive analysis, and content creation while ensuring quality and technical precision.

• Work in tandem with Customer Engineering to guarantee seamless technical handoffs that encompass solution architecture, technical context, known risks, and future expansion opportunities.

• Collaborate with Product, Engineering, Marketing, and Customer Engineering teams to share customer insights, reinforce competitive positioning, enhance technical content, and influence future product development.

• Participate in technical enablement by assisting with onboarding, sharing best practices, enhancing demo standards, and promoting technical pre-sales excellence across the Solutions Engineering team.

⛳️ Requirements

• A minimum of 5 years of experience in B2B SaaS Solutions Engineering, Technical Pre-Sales, or Sales Engineering as an individual contributor.

• Proven mastery of the enterprise sales process—from discovery and demonstration to proof of concept, negotiation support, and closure—with the capacity to collaborate effectively with AEs at each phase.

• Documented success in winning competitive displacement deals: you possess the knowledge required to unseat an incumbent and have achieved this in complex, multi-stakeholder environments.

• Exceptional storytelling and presentation abilities: you can create and deliver demo narratives that link features to business outcomes and capture the attention of both technical and executive audiences.

• Hands-on experience with proof of concept: you have scoped, managed, and finalized intricate technical evaluations in competitive enterprise deals and know how to establish success criteria that favor your platform.

• Strong technical background in cloud platforms, APIs, integration patterns, authentication/security models, and enterprise-scale data architectures.

• Comfortable engaging in deep-dive technical discussions with architects and developers, while also being adept at presenting ROI and business value to C-suite stakeholders.

• Strong CRM discipline and pipeline management: you maintain accurate technical stages and proactively communicate deal status and potential risks.

• Practical experience utilizing AI tools in a professional setting—whether for research, content generation, coding assistance, or workflow automation—and a proven track record of leveraging them to improve output quality and efficiency, beyond just speed.

🏝️ Benefits

• Competitive medical, dental, and vision coverage.

• Company-sponsored pension and 401(k) matching.

• Three weeks of vacation along with up to three weeks of paid sick leave.

• Nine paid holidays and two personal days.

• 20 weeks of paid parental leave for any new parent.

• Comprehensive mental health resources.

• Backup care and caregiver concierge services.

• Gender-affirming services.

• Pet insurance.

• Complimentary Post digital subscription.

• Leadership and career development program.