Solutions Lead, International Upmarket

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

📋 Description

• Conduct customized demonstrations for multi-stakeholder purchasing committees.

• Develop and sustain demo and lab environments, incorporating market-specific data, configurations, and resets.

• Establish success criteria for labs, monitor issues, facilitate escalations and root cause analysis, and conclude labs with definitive decisions.

• Manage technical outcomes throughout procurement, transitions, and go-live phases.

• Design Toast solutions within clients’ existing technology frameworks and market payment regulations.

• Oversee vendor security questionnaires, engage in PCI scoping discussions, and contribute to technical RFP sections.

• Compose business requirements documentation for product and engineering teams.

• Showcase product roadmaps to executive and IT audiences.

• Collaborate with sales to create business cases and promote business outcomes.

• Create and document workarounds while addressing technical debt.

• Cultivate relationships with customer IT, operations, and systems stakeholders.

• Supply onboarding and implementation teams with precise handoff documentation.

• Determine the solutions engagement model and develop reusable demos, reference architectures, RFP libraries, and BRD standards.

• Collaborate with the International SMB Solutions team.

• Assist in defining, recruiting, and developing the International upmarket solutions team.

• Automate repetitive tasks such as RFP responses, security questionnaires, discovery notes, and demo resets.

• Convey product gaps, reasons for lost deals, and market variations to product and sales leadership.

⛳️ Requirements

• Over 7 years of experience in solutions architecture, solutions engineering, or technical consulting.

• A minimum of 4 years supporting mid-market or enterprise deals with 6 to 12+ month cycles and purchasing committees.

• Background in hospitality, retail, or payments technology catering to multi-location operators.

• Proven experience guiding complex deals from lab or pilot stages to go-live.

• Proficiency in REST APIs, webhooks, authentication, and data flows.

• Ability to interpret API documentation and design architectures.

• Knowledge of PCI DSS scope and privacy regulations such as UK GDPR, PIPEDA, and the Australian Privacy Act.

• Capability to manage security reviews independently.

• Skill in producing actionable requirements documents, solution designs, or BRDs.

• Executive presence when engaging with C-suite and IT leaders.

• International experience across multiple markets or regulatory frameworks.

• Willingness to travel across the UK & Ireland, Canada, and Australia (30%+).

• Comfort in a build mode environment, shaping territory definitions, processes, and tools.

• Nice to have: experience with enterprise POS or hospitality platforms in relevant markets.

• Nice to have: experience with ERP, HR, or workforce management integrations.

• Nice to have: familiarity with MEDDPICC.

🏝️ Benefits

• Competitive compensation and benefits packages.

• Support for a healthy lifestyle.

• Flexibility to adapt to changing needs.

• Hybrid work model promoting both in-person collaboration and individual requirements.

• Access to AI tools across disciplines to enhance work efficiency.