Role SummaryWe're hiring a
Director of Solutions Engineering to lead and scale a high-impact SE function. You'll own technical pre-sales strategy and execution, improve conversion and time-to-value across the sales cycle, and build durable cross-functional operating rhythms with Product, Engineering, and Customer Success. This leader is equal parts
player/coach,
process builder, and
customer-facing technical executive.
What You'll DoLead and scale the SE org- Hire, coach, and develop SEs (and player/coach as needed) while setting a high bar for discovery, solution design, demos, and executive communication.
- Define role expectations, career paths, onboarding, enablement, and performance management.
Own technical pre-sales execution and outcomes- Partner with AEs and leadership on account strategy, technical qualification, and deal orchestration.
- Standardize PointFive's technical evaluation motion (discovery → POC design → validation → close), including templates, success criteria, and executive readouts.
- Ensure consistent, high-quality handoffs into implementation/customer success with clear technical scope and success metrics.
Operationalize a repeatable POC + integration motion- Drive rigor around pre-integration readiness, technical stakeholders, security/risk steps, and environment setup.
- Ensure SEs can confidently manage tenant/user setup and customer enablement workflows through internal tools (e.g., BackOffice/Retool flows).
- Standardize pre-POC analysis and "value readiness" checks (e.g., custom attribution tag analysis, customer health validation, and kickoff readiness).
- Establish best practices for structured POC kickoff, including success criteria, platform review, and check-in cadence.
Be the voice of the customer back to Product/Engineering- Implement a feedback loop where SEs consistently capture product gaps, log actionable items, and improve the product based on real-world proof points.
- Promote crisp "technical win" narratives and POC outcome documentation that accelerates commercial close.
Operate as a technical executive in the field- Present to technical and executive stakeholders; lead architecture discussions, security reviews, and ROI/value articulation.
- Run "exec-ready" messaging: what we learned, risks, proof, and next steps.
What Success Looks Like (First 6-12 Months)- Higher conversion from technical validation to close; fewer stalled evaluations.
- Faster time-to-value: clearer integration readiness and smoother POCs.
- A scalable SE operating system: playbooks, scorecards, enablement, and consistent deal execution.
- Strong cross-functional trust with Product/Engineering grounded in structured customer feedback.
What We're Looking ForMust-have experience- Domain Expertise in DevOps, FinOps and/or Cloud: Must be fluent in multi-cloud environments (AWS, Azure, GCP), understand the Devops landscape, technologies, and workflows, have knowledge of enterprise cost management
- Ability to lead deep-dive architectural discussions, troubleshoot integration challenges (e.g., APIs, data pipelines, security configurations), and drive technical success for large-scale enterprise deployments across multi-cloud environments (AWS, Azure, GCP).
- 6-12+ years in Solutions Engineering / Sales Engineering (or equivalent), with 3-6+ years leading teams.
- Proven Track Record in Pre-Sales Execution: Expertise in building and scaling pre-sales motions (discovery, demos, POCs, security reviews) with a focus on translating technical insights into quantifiable business value and clear technical wins.
- Demonstrated Ability to Partner Tightly with Sales Leadership: Experience driving predictable outcomes, including owning and improving conversion metrics from technical validation to close.
- Extensive experience working with Enterprise customers and prospects, navigating multi-stakeholder evaluations and requirements
Nice to have- FinOps / cloud cost optimization domain experience.
- Prior experience building enablement programs and presales analytics (win/loss, stage conversion, cycle time, etc.).
- Experience managing global teams and working with global customers
