Solutions Consultant – Presales

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

📋 Description

• Collaborate with Enterprise AEs to secure new logos within high-tech accounts and related Presales/RevOps/GTM stakeholders.

• Manage the technical sales process from initial discovery to closing the deal.

• Conduct thorough technical discovery focusing on systems, workflows, data, requirements, and challenges.

• Create tailored solutions, demonstrations, and proofs of value for buyers.

• Execute technical evaluations with defined scope, milestones, Mutual Action Plans, and quantifiable outcomes.

• Navigate intricate organizational structures and foster multi-threaded opportunities with technical stakeholders, security teams, operators, and advocates.

• Oversee technical validation across integrations, architecture, security, data, AI, and workflow necessities.

• Involve product and engineering teams for deeper insights when necessary.

• Equip champions with technical proof, documentation, and internal narratives.

• Work alongside AEs, product, engineering, CX, and leadership to eliminate obstacles, progress deals, and guarantee smooth post-close transitions.

• Relay customer and field insights back to product and leadership to shape the roadmap.

⛳️ Requirements

• 5+ years of experience in Solutions Consulting, Sales Engineering, or similar customer-facing technical roles in enterprise B2B SaaS.

• Proven examples of successfully closing complex deals within intricate organizations.

• Established history of supporting enterprise sales cycles, including 6-figure ACV deals and advanced technical evaluations.

• Experience collaborating with Presales, RevOps, or GTM leadership.

• Preferred background in cybersecurity or related infrastructure/data categories.

• Prior experience in technical SaaS environments.

• Capability to quickly learn, articulate, demonstrate, and defend a complex product to sophisticated buyers.

• Disqualification mindset: detect technical risks early, outline what needs validation, and critique evaluations lacking a credible decision-making path.

• Comfortable utilizing a disciplined solution-selling methodology aligned with the Red Zone Selling framework.

• Adaptable to early-stage environments with dynamic and changing circumstances.

• Experience working cross-functionally with AEs, product, engineering, CX, and executives.

• Preferred familiarity with APIs, integrations, enterprise SaaS architecture, security assessments, or data workflows.

• Familiarity with security tools, SOC workflows, or GRC platforms is an advantage.

• Required comfort with AI tools as part of daily activities.

• Previous experience with AI-native GTM tools is a plus.

• Must reside in the United States.

🏝️ Benefits

• Equity

• Health benefits

• Vision benefits

• Dental benefits

• Paid time off (PTO)

• Direct access to the CRO and CEO

• Opportunity for advancement into a senior or leadership position as the team expands