Solution Architect

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

📋 Description

• Act as the main technical and domain expert assisting Account Executives throughout the entire sales cycle.

• Support both New Logo and Existing Business segments within a designated major domain and at least one minor domain.

• Conduct consultative discovery sessions and workflow analyses with prospects and clients, ranging from end users to C-suite executives.

• Identify pain points and convert insights into customized value propositions.

• Provide personalized product demonstrations utilizing maintained demo environments, scripts, and playbooks.

• Link Kipu's platform to tangible customer outcomes.

• Address technical, integration/API, and compliance/regulatory inquiries during the sales process.

• Facilitate deal progression and cross-sell opportunities within Kipu's current customer base.

• Assist with RFP submissions, security questionnaires, and documentation of requirements.

• Collaborate with Engineering and Product for necessary sign-off.

• Maintain proficiency in a major domain while developing knowledge in a minor domain through continuous enablement.

• Work together with Implementation and Customer Success for technical and domain transitions from sale to onboarding.

• Gather field and market insights to guide Kipu's product roadmap and sales enablement materials.

• Utilize AI tools to prepare for discovery sessions and customize demonstrations.

• Engage in team-selling alongside Account Executives from discovery through contract finalization and handoff to Implementation.

⛳️ Requirements

• Over 2 years of experience in Sales Engineering, Solutions Consulting, or specialized sales support within healthcare SaaS.

• Strong preference for experience in behavioral health technology.

• Proven depth of product knowledge in at least one platform domain: RCM, Compliance/GRC, EMR, or CRM/Alumni Engagement.

• Demonstrated ability to acquire knowledge in a second platform domain.

• Comfortable delivering live, technical, and consultative demonstrations to clinical, billing, technical, and executive stakeholders.

• Basic understanding of APIs, system integrations, and data flows.

• Familiarity with healthcare interoperability standards HL7 and FHIR is advantageous.

• Business acumen to discuss revenue cycle, compliance, or clinical outcomes with financial, operational, and clinical leaders.

• Experience in supporting deal progression as part of a collaborative selling approach.

• Knowledge of the Challenger Sales methodology is a plus.

• Preference for experience or familiarity within the Addiction Treatment and Behavioral Health industry.

• Familiarity with AveaOffice, Kipu EMR, or other behavioral health platforms is beneficial.

• Proficient in using AI tools for personal productivity and discussing their efficiency improvements and measurable impacts.

• Skilled in Microsoft Office Suite, Salesforce, and standard sales enablement tools.

• Bachelor's degree or equivalent experience required.

• Willingness to travel up to 25% of the time.

🏝️ Benefits

• Expandable PTO.

• 11 paid holidays.

• Health insurance.

• Dental insurance.

• Vision insurance.

• Disability insurance.

• Life insurance.

• Parental leave.

• Pet insurance.

• 401(k) with company match.

• Variable compensation linked to the performance of the entire sales team based on the bookings plan and company scorecard.