Lead Pre-Sales Solutions Architect

This is a fully remote position, open to applicants anywhere in the world.

📋 Description

• Take ownership of the health, direction, and performance of the Solutions Architecture function.

• Lead, recruit, mentor, and cultivate the SA team.

• Onboard new Solutions Architects and ensure their calibration against channel-specific technical evaluation criteria.

• Conduct regular one-on-one meetings, review deal strategies, PoC scoping, and objection management, while providing direct feedback.

• Develop and maintain playbooks for discovery, PoC, objection/RFP handling, and competitive positioning.

• Establish and uphold standards for technical expertise, commercial acumen, and quota achievement.

• Manage and adjust SA coverage across Direct Sales, Hyperscalers, Accelerators/Incubators/VCs, SfP + OAuth Partners, and Solution Providers.

• Address coverage gaps and make decisions regarding hiring, reassignment, or controlled exceptions.

• Approve opportunities that necessitate Leader-level involvement.

• Supervise technical ownership, qualification, PoCs, evaluations, objection handling, and commercial technical alignment throughout the pipeline.

• Escalate concerns regarding architecture, security, compliance, RFP, security questionnaires, and competitive matters.

• Collaborate with Sales leadership, Partner Leads, Engineering, Product, TAM, and Customer Engineering.

• Convey aggregated market signals to Engineering and Product teams, prioritizing ongoing blockers and roadmap deficiencies.

• Ensure high-quality transitions from pre-sale to post-sale processes.

• Drive team-wide Annual Recurring Revenue (ARR) bookings, deal velocity, PoC win rates, pipeline coverage, handoff quality, and overall team health.

⛳️ Requirements

• Possess technical depth sufficient to design production-grade architecture, debug a PoC, and build credibility with a CTO.

• Demonstrated experience in hiring, mentoring, and developing a technical sales team.

• Capability to evaluate and readjust Solutions Architecture coverage across five distinct channels.

• Strong commercial judgment focused on team-wide ARR bookings and quota achievement.

• Ability to identify expansion opportunities across teams, workloads, and use cases.

• Proficient in communicating with senior engineers, coaching Solutions Architects, and briefing sales leadership.

• Experience in creating scalable playbooks based on competitive patterns, objection responses, and architecture templates.

• Proven track record of personally carrying and closing a pre-sales quota.

• Experience being accountable for a team's aggregate performance metrics.

• Background in production-building and a hands-on technical, engineering, or founding experience.

• Experience managing a technical team that interacts directly with customers.

• Familiarity with tools such as HubSpot, Hex, AdminConsole, and Grafana.

🏝️ Benefits

• Fully remote work environment.

• Access to WeWork membership or a co-working allowance applicable globally.

• Employee Stock Ownership Plan (ESOP) available for all team members.

• Technology allowance for purchasing a laptop, monitor, headphones, or other essential work equipment.

• Comprehensive health insurance coverage for employees at 100%.

• Health insurance coverage for dependents at 80%.

• Annual company off-site events.

• Flexible and asynchronous work arrangements.

• Annual education allowance for courses, books, conferences, or other learning opportunities.