Dispatch

Head of Solutions

Dispatch • $130K — $180K *
US-AnywhereRemote in San Francisco, CA
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years in B2B SaaS, particularly during hyper-scale with Enterprise customers
  • 3+ years as an individual contributor Solutions Engineer
  • 5+ years managing a team of Solutions Engineers
  • Experience at an early-stage startup (Series B or earlier)
  • Proven experience leading complex, multi-stakeholder enterprise deals from start to finish
  • Background in building or scaling a Solutions function from scratch

Responsibilities

  • Lead technical solutioning for pre-sales, scoping, and implementation
  • Serve as the senior Solutions Engineer for complex strategic deals
  • Collaborate with CS and Sales leadership to refine processes
  • Gather insights to inform product direction from prospects and customers
  • Ensure timely and accurate implementation through effective deal discovery
  • Build and develop a capable Solutions team for enterprise deals
  • Establish a systematized solutioning process and high standards

Benefits

  • Professional development opportunities and coaching
  • Dynamic work environment in an early-stage company
  • Collaborative cross-functional culture
  • Impactful role influencing product direction
  • Flexible working arrangements
Full Job Description
Role overview:
  • Lead Solutions Engineering at Dispatch - the technical function responsible for pre-sales solutioning, scoping, and driving the most technical parts of implementation (field mapping and permissions) from first discovery call through go-live.
  • Serve as our most senior Solutions Engineer - personally leading solutioning on our most complex and strategic deals (a role currently held by the co-founder).
  • Collaborate with the Head of CS and Head of Sales to define and refine the end-to-end process from deal pursuit through implementation - ensuring clean handoffs and a consistent customer experience.
  • Work closely with Product and Engineering to surface insights from prospects and customers - translating field learnings into product direction.
  • Accountable for three outcomes: deals move faster through technical discovery; implementations complete on time and to scope; integration misalignments surface in pre-sales, not mid-implementation.


What you'll own:
  • Team & Pipeline Coverage - Build and develop a Solutions team capable of handling 5-8 concurrent enterprise deals, ensuring every opportunity has rigorous technical coverage and no deal goes in undersolutioned.
  • Internal Operating System - Systematize the solutioning process into a repeatable, well-documented playbook; design the team cadences - deal reviews, pipeline coverage checks, solutioning quality reviews - that drive consistency and keep standards high.
  • Cross-Functional Operating Model - Define the handoffs, artifacts, and rhythms between Solutions, Sales, CS, and Engineering that eliminate implementation surprises and accelerate time to value.
  • Product Expertise - Build a culture of deep product knowledge within the Solutions team - establishing the rhythms that keep the team sharp as the product evolves.
  • Enablement & Documentation - Build and maintain the artifacts that make Solutions knowledge scalable and transferable: solutioning playbooks, discovery frameworks, integration guides, and AE-facing materials.


Experience & Background:
  • 10+ years in B2B SaaS - specifically at a company that went through hyper-scale and serves a significant Enterprise customer segment.
    • 3+ years as an individual contributor Solutions Engineer
    • 5+ years managing a team of Solutions Engineers
  • Experience at an early-stage startup - ideally Series B or earlier, or fewer than 100 people at time of joining.
  • Proven track record of personally serving as the senior Solutions lead on complex, multi-stakeholder enterprise deals - from first technical conversation through signed contract.
  • Experience building or significantly scaling a Solutions function from the ground up - establishing process, team design, hiring, and cross-functional operating model where little existed before.


Characteristics:
  • Player-Builder - equally comfortable running a live solutioning session with a prospect's CTO and designing your team's operating model. You don't delegate the work you haven't mastered yourself.
  • Solution Designer, Not A Product Demonstrator - you understand what a customer wants to achieve, their constraints, and how to configure a flexible platform to get them there. You sell outcomes, not features.
  • Systems Builder - you naturally create repeatable frameworks, artifacts, and playbooks out of ambiguous, ad hoc situations. You leave every function more systematized than you found it.
  • Strong Client-Facing Presence - you command a room with senior technical buyers, hold your own in deep technical conversations at the CTO level, adapt your communication style across Sales, CS, Engineering, and the C-suite, and translate complex requirements into crisp documentation everyone can act on.
  • People Developer - invested in coaching and developing Solutions Engineers, creating a culture of product expertise, accountability, and high standards.


You'll stand out if you have:
  • Hands-on technical proficiency - comfortable using AI tools like Cursor or Claude Code to accelerate solutioning, documentation, and enablement work
  • Experience solutioning a highly configurable platform - ideally Salesforce or a similar workflow/integration tool - and familiarity with how enterprise advisory firms use CRMs as their source of truth for client data
  • Comfort going onsite with enterprise prospects and running multi-day working sessions
  • Experience at an early-stage B2B SaaS company, especially during rapid growth

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About Dispatch

Dispatch is a delivery and logistics company that provides on-demand delivery services to businesses. The company's platform allows businesses to schedule and track deliveries in real-time, and provides drivers with optimized routes and delivery instructions. Dispatch aims to improve the efficiency and reliability of last-mile delivery by providing businesses with a flexible and scalable delivery solution. The company was founded in 2015 and is headquartered in Boston, Massachusetts.
Learn more about Dispatch
Size
100 employees
Industry
Transportation
Founded
2016
* Ladders Estimates

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