Sales Solutions Engineer – Ed Tech

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

📋 Description

• Provide customer-specific demonstrations and proofs of concept.

• Assist Account Executives and Account Managers with new logo acquisition and expansion efforts.

• Confirm use cases prior to demonstrations and throughout the scoping process.

• Facilitate discussions on integration and security with potential clients and reviewers.

• Examine requirements, identify outliers, and secure cross-functional approvals.

• Evaluate opportunities using the Implementation Risk model.

• Prepare and conduct quality assurance on RFP/RFI and security questionnaire responses utilizing Claude.

• Manage the RFP Response Library.

• Aid in late-stage contract and Master Service Agreement negotiations.

• Serve as a subject matter expert (SME) in product, security, and integration.

• Develop ROI analyses for strategic accounts.

• Travel for in-person presentations and support for key accounts.

• Lead the customer experience call as the final alignment checkpoint before booking.

• Generate implementation hour estimates and Initial Scope of Work (ISF).

• Create dynamic Statements of Work (SOWs) from Salesforce data.

• Define both in-scope and out-of-scope boundaries while identifying legitimate ISF expansions.

• Identify potential issues and proactively negotiate non-standard items.

• Monitor SOW redlines through cross-functional Slack channels.

• Share the Implementation Readiness Guide.

• Produce documented handoffs for each closed-won deal.

• Review SE Summaries generated by Claude from Gong/Glyphic calls prior to delivery to Customer Success.

• Ensure cross-functional visibility during the go-live phase.

• Maintain demo environments that align with the product roadmap.

• Create customized demos utilizing Devin and AI tools.

• Document customizations and incorporate relevant outputs into targeted outreach efforts.

• Maintain rapid-response Go-To-Market (GTM) support channels.

• Conduct bi-weekly enablement sessions on product updates, competitive intelligence, and demo best practices.

• Curate digests of release notes, enablement materials, and competitor research.

• Collaborate with Product and Customer Success to provide structured market feedback.

• Support Marketing and Sales Development Representative (SDR) thought leadership via webinars, white papers, blogs, and conferences.

• Collaborate with Engineering and Security on integrations, accessibility, and compliance certifications.

• Contribute to ongoing feedback across GTM, Customer Success, Product, and Engineering teams.

• Log Solutions Engineering requests, document customer interactions, and maintain transparent reporting.

• Document or automate repeatable solutions.

⛳️ Requirements

• Minimum of 3 years in Solutions/Sales Engineering, Solutions Consulting, or Solutions Architecture.

• Customer-facing experience in higher education operations, Product, Customer Success, or Integration Engineering is advantageous.

• Practical ability to configure and customize product environments.

• Strong background in Software as a Service (SaaS).

• Comfort with discussions around integrations and enterprise security.

• Demonstrated ability to conduct demos that facilitate deal progression.

• Capacity to influence executive decision-makers.

• Excellent communication skills with the ability to translate technical details into business value.

• Team-oriented mindset with a strong emphasis on documentation.

• Ability to think in broader terms and with a process-oriented approach.

• Skilled in estimating delivery costs and maintaining scope discipline in SOWs.

• Working proficiency with AI tools such as Claude or similar for drafting, QA, summarization, documentation, and repeatable workflows.

• Ability to assess AI output and identify inaccuracies.

• Growth mindset with a willingness to enhance processes.

• Willingness to travel for client meetings, conferences, and GTM events.

🏝️ Benefits

• Medical, dental, and vision coverage with employer premium contributions.

• Spring Health mental health support.

• XP Health vision benefits.

• Carrot Fertility family planning assistance.

• One Medical primary care services.

• Health Savings Account (HSA) and Flexible Spending Account (FSA).

• Safe Harbor 401(k) plan available from day one.

• 4% employer match based on total compensation.

• Unlimited paid time off.

• Remote-first work flexibility.

• Equity grants corresponding to role and tenure.

• Equity grants reviewed and adjusted with promotions.

• Up to 6 weeks of Paid Bonding Leave at 100% of base pay for all parents.

• Additional 6 weeks of Paid Medical Recovery Leave at 100% of base pay for birthing parents.