Director, Solutions Engineering

Role Overview

Reporting to the Chief Commercial Officer, the Director, Solutions Engineering leads the Solutions Engineering function and partners across Sales, Product, Engineering, Client Services, and other teams to support revenue growth and ensure customers clearly understand the value and capabilities of the company’s solutions.

The ideal candidate is a strong technical and commercial leader with executive presence, people leadership experience, and the ability to operate strategically while remaining hands-on in complex opportunities.

Key Responsibilities

• Develop and execute the strategy, operating model, and best practices for the Solutions Engineering function in alignment with company growth and revenue goals.
• Lead, coach, and scale a high-performing Solutions Engineering team with clear expectations, development plans, and performance standards.
• Partner with Sales leadership to support enterprise opportunities, allocate resources effectively, and improve technical and solution-selling capabilities across the commercial organization.
• Serve as an executive-level Solutions Engineering partner on strategic, high-value, and complex sales opportunities.
• Establish scalable processes and standards for discovery, solution design, demonstrations, technical validation, business cases, RFPs/RFIs, and other pre-sales activities.
• Translate customer business challenges, technical requirements, and desired outcomes into compelling solution recommendations and value propositions.
• Oversee presentations, product demonstrations, workshops, and solution-oriented engagements that clearly communicate the company’s value.
• Develop and maintain relationships with senior executives and key decision-makers, serving as a trusted technical and business advisor.
• Capture and communicate customer, market, and competitive insights to Product, Engineering, and executive leadership to influence roadmap priorities and revenue opportunities.
• Develop scalable Solutions Engineering assets, including demo environments, presentations, solution architectures, technical documentation, discovery frameworks, and enablement materials.
• Define and monitor key performance indicators to evaluate effectiveness, identify improvements, and communicate the team’s impact.
• Represent the company as a subject matter expert in customer meetings, industry events, conferences, and other external engagements as appropriate.

Competencies Required

• Significant experience in Solutions Engineering, Sales Engineering, Solution Consulting, Presales, or a comparable customer-facing technical function within enterprise software.
• Demonstrated success leading and developing high-performing Solutions Engineering or technical presales teams.
• Proven track record supporting complex enterprise software sales through multi-stakeholder sales cycles.
• Strong business acumen with the ability to connect technical capabilities to measurable customer outcomes.
• Executive presence and the ability to lead customer conversations, presentations, demonstrations, workshops, and strategic discussions.
• Ability to translate complex business and technical concepts into clear, persuasive narratives for varied audiences.
• Strong understanding of enterprise software, SaaS platforms, integrations, APIs, data flows, web technologies, and related technical concepts.
• Experience collaborating with Sales, Product, Engineering, Marketing, Customer Success, and executive leadership.
• Strong analytical skills and experience developing business cases, value propositions, and solution recommendations.
• Bachelor’s degree
• Willingness to travel as business needs require.