ABOUT THE ROLEWe are looking for an experienced Director of Solutions Engineering to lead a high-performing, globally distributed SE team - currently ~10 strong and growing - across North America, Europe, and Asia-Pacific. This is a critical leadership role at the intersection of sales, product, and customer success - responsible for driving technical win rates, elevating the quality of our pre-sales engagements, and building the processes and people that scale a world-class SE organization.
This person will serve as the technical authority within the go-to-market motion, partnering tightly with Sales, Product/Engineering, and Customer Success leadership to ensure our solutions are positioned, demonstrated, and validated in ways that win.
KEY RESPONSIBILITIESTeam Leadership & Development- Lead, coach, and develop a growing global SE team across NA, EMEA, and APAC, with direct management responsibility
- Build a culture of technical excellence, continuous learning, and customer obsession
- Establish clear career paths and performance frameworks for the SE team
- Hire and onboard top SE talent as the business scales
Pre-Sales Execution & Technical Win Rate- Own the technical win rate metric and drive strategies to improve it across all regions
- Establish consistent standards for discovery, demos, POCs/POVs, and technical evaluations
- Personally engage in strategic and complex enterprise opportunities as executive SE sponsor
- Define and enforce qualification criteria for SE time and resource allocation
Cross-Functional Leadership- Partner with Sales leadership to align SE capacity to pipeline, territories, and deal strategy
- Collaborate with Product and Engineering to close the feedback loop between field insights and roadmap prioritization
- Work with CS leadership to ensure seamless technical handoffs that set customers up for success post-sale
- Represent the SE team in executive and cross-functional forums; contribute to go-to-market strategy and planning
Operational Excellence- Build and maintain SE playbooks, demo environments, and technical asset libraries
- Define and track key SE metrics: technical win rate, POC-to-close rate, and SE-to-AE coverage ratios
- Drive CRM hygiene and SE activity logging discipline (e.g., HubSpot or equivalent)
- Manage SE tools, sandbox environments, and technical infrastructure in partnership with engineering
WHAT WE'RE LOOKING FORExperience- 7+ years of Solutions Engineering / Sales Engineering experience, with at least 3 years in a management or leadership role
- Proven track record of leading distributed or global SE teams in a B2B enterprise software environment
- Strong background in complex, technical sales cycles with exposure to enterprise accounts
- Experience operating in a high-growth environment with evolving product offerings and customer segments
Skills & Competencies- Exceptional communication and executive presence - comfortable presenting to C-suite buyers and internal leadership alike
- Deep ability to translate complex technical capabilities into clear business value
- Strong analytical mindset with experience using data to drive SE team decisions and improvements
- Collaborative leader who builds trust across Sales, Product, and CS organizations
- Experience building or refining SE methodologies (MEDDIC/MEDDPICC, Challenger, or similar frameworks)
Logistics- Must be located in the United States; ability to travel domestically and internationally as needed (est. 20%)
- Experience managing across time zones, including EMEA and APAC, is strongly preferred
WHAT SUCCESS LOOKS LIKEIn your first 90 days, you will have assessed the current SE team's strengths and gaps, established relationships with Sales, Product, and CS leadership, and begun building a roadmap for SE operational improvements. Within 6 months, you will have implemented a consistent pre-sales methodology, improved visibility into SE metrics, and demonstrably increased technical win rates in at least one region.
