Job DescriptionAs an Enterprise Solutions Engineer, you will be a critical force at the intersection of technical depth and sales excellence. You will own the full technical sales cycle end-to-end-from discovery through proof-of-concept to close-serving as the trusted technical advisor for enterprise prospects and customers. You will bring our platform to life through compelling, story-driven demonstrations and lead rigorous technical evaluations that tip competitive deals in our favor.
This role is primarily focused on new logo acquisition and competitive displacement-winning deals against entrenched incumbents in complex enterprise environments. At the same time, you will help identify land-and-expand opportunities early and ensure a strong technical handoff into Customer Engineering when deals close. We expect this SE to actively leverage AI tools to work smarter: accelerating research and prep, sharpening content, and scaling their impact without sacrificing quality or authenticity.
What Motivates You- You think of yourself as a craftsperson: you care deeply about the quality of every demo, every POC, and every technical conversation-not just closing the deal.
- You love the puzzle of a complex technical evaluation and feel genuine satisfaction guiding a prospect from skepticism to conviction-especially when there's a strong incumbent to displace.
- You are equally energized by a whiteboard architecture session with a customer's CTO and a high-stakes demo in front of an executive committee.
- You are organized, metrics-aware, and take ownership of your pipeline without needing to be managed-you know where your deals stand and what each one needs next.
- You are resilient: when a demo goes sideways or a POC hits an unexpected blocker, you adapt and find a path forward without losing the customer's confidence.
- You thrive in fast-moving environments where not everything is figured out yet. You're comfortable building process alongside executing deals, and you see ambiguity as an opportunity to shape how things get done rather than a reason to wait for direction.
- You are coachable and self-aware: you actively seek feedback, iterate on your craft, and don't need to have all the answers. You know that the best SEs are always learning-from wins, losses, peers, and customers alike.
- You embrace AI tools not as a shortcut but as a force multiplier-you use them to do more of what only you can do: exercise judgment, build relationships, and bring genuine expertise to every customer interaction.
- You are a generous colleague who actively contributes knowledge, tools, and feedback that make the entire SE team better.
How You'll Support the Mission- Partner with Account Executives to develop technical account strategies, identify high-value opportunities, and shape competitive sales approaches that improve pipeline quality and increase win potential.
- Lead the full technical sales cycle by conducting discovery, defining technical success plans, qualifying opportunities, supporting commercial negotiations, and ensuring technical alignment through deal close.
- Build trusted relationships across technical and executive stakeholders, tailoring technical messaging and solution positioning to support successful enterprise evaluations.
- Drive competitive displacement strategies by developing migration approaches, technical win plans, and differentiated positioning that enables customers to confidently transition from incumbent solutions.
- Deliver compelling, narrative-driven demonstrations and technical presentations that connect platform capabilities to customer business outcomes.
- Lead proof-of-concept engagements by defining success criteria, architecting solutions, managing evaluation timelines, resolving technical challenges, and communicating clear outcomes tied to business value.
- Maintain technical expertise across cloud platforms, APIs, enterprise integrations, security architectures, and emerging AI capabilities to provide credible technical leadership throughout the sales process.
- Leverage AI tools to accelerate research, discovery preparation, technical documentation, coding assistance, competitive analysis, and content development while maintaining quality and technical accuracy.
- Collaborate with Customer Engineering to ensure complete technical handoffs that include solution architecture, technical context, known risks, and future expansion opportunities.
- Partner with Product, Engineering, Marketing, and Customer Engineering to share customer insights, strengthen competitive positioning, improve technical content, and influence future product direction.
- Contribute to technical enablement by supporting onboarding, sharing best practices, improving demo standards, and advancing technical pre-sales excellence across the Solutions Engineering team.
The Skills and Experience You BringMinimum Qualifications- 5+ years of experience in B2B SaaS Solutions Engineering, Technical Pre-Sales, or Sales Engineering as an individual contributor.
- Demonstrated mastery of the enterprise sales process-from discovery and demo through POC, negotiation support, and close-with the ability to partner effectively with AEs at each stage.
- Proven experience winning competitive displacement deals: you understand what it takes to unseat an incumbent and have done it in complex, multi-stakeholder environments.
- Proven storytelling and presentation skills: you can build and deliver demo narratives that connect features to business outcomes and hold the attention of both technical and executive audiences.
- Hands-on POC experience: you have scoped, run, and closed complex technical evaluations in competitive enterprise deals and know how to set success criteria that favor your platform.
- Strong technical foundation in cloud platforms, APIs, integration patterns, authentication/security models, and enterprise-scale data architectures.
- Comfortable conducting deep-dive technical sessions with architects and developers, and equally comfortable presenting ROI and business value to C-suite stakeholders.
- Strong CRM discipline and pipeline hygiene: you keep your technical stages accurate and proactively communicate deal status and risks.
- Practical experience using AI tools in a professional context-whether for research, content creation, coding assistance, or workflow automation-and a track record of applying them to improve output quality and throughput, not just speed.
Preferred Qualifications- Experience in publishing, media, or content-driven industries is a plus-but curiosity and eagerness to ramp quickly on the space matters more than an existing background. We want someone who genuinely finds the industry interesting and will invest in understanding it deeply.
- Familiarity with CRM, ERP, or adjacent enterprise SaaS platforms; experience with workflow automation, data integration, or analytics tooling is a plus.
- Technical background with web technologies (e.g., REST APIs, JavaScript/React) that allows you to build custom demo extensions or simple integrations independently; experience using AI coding assistants (e.g., GitHub Copilot, Cursor, Claude) in this context is a plus.
- Experience developing demo environments, scripting frameworks, or SE playbooks that have been adopted broadly by a team.
Compensation and BenefitsWherever you are in your life or career, The Washington Post offers comprehensive and inclusive benefits for every step of your journey:
- Competitive medical, dental and vision coverage
- Company-paid pension and 401(k) match
- Three weeks of vacation and up to three weeks of paid sick leave
- Nine paid holidays and two personal days
- 20 weeks paid parental leave for any new parent
- Robust mental health resources
- Backup care and caregiver concierge services
- Gender affirming services
- Pet insurance
- Free Post digital subscription
- Leadership and career development program
Benefits may vary based on the job, full-time or part-time schedule, location, and collectively bargained status
The salary range for this position is:
$119,700 - $199,300 Annual
The actual salary within this range will depend on individual skills, experience, and qualifications as they relate to specific job requirements. This position may be eligible for a bonus or incentive program, and a member of the Talent Acquisition team will discuss bonus payment terms and conditions during the interview process.
