Key Areas of ResponsibilitySolution SalesFocus: Supporting the deal lifecycle, value engineering, and stakeholder management.
- Drive the solution sales cycle: Collaborate closely with Account Executives owning the solution components of the deal, moving opportunities from discovery to closed/won. Own the technical solution responses to RFPs, RFIs, and Security Questionnaires.
>- Articulate value & vision: Confidently present the Ketch platform and vision to diverse audiences, from C-level executives to security engineers and legal counsel, tailoring the narrative to frame and quantify value for each stakeholder.
>- Deliver compelling demonstrations: Lead high-impact product demonstrations, whiteboarding sessions, and Q&A forums that clearly visualize how Ketch solves complex data permissioning challenges.
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Solution DesignFocus: Solution architecture, hands-on demo build, prototyping, and validation.
- Architect customer solutions: Translate customer business challenges into robust technical designs. Produce detailed solution architecture diagrams that highlight data flows, front-end integrations, backend system integrations, and solution sequencing. Produce assets that describe how users will interact with and benefit from the solution.
>- Rapid demo builds and prototyping (Front-end): Independently build front-end visionary demos using tools like Webflow, JavaScript, and HTML to visualize the user experience in the customer context.
>- Integration (Back-end): Prototype back-end integrations with customer internal systems using REST APIs and your understanding of JSON to demonstrate interoperability.
>- Validate technical fit: When appropriate, design and lead technical workshops and Proof of Value (POV) engagements to validate the solution against specific customer use cases and success criteria.
>- Scope implementation: Assess the prospect's delivery capabilities and determine the necessity for Ketch Professional Services or partner involvement, ensuring a seamless transition from sales to deployment.
>- Customer Success: Own the handover of the solution to the Customer Experience (and when appropriate, the partner) team.
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Domain Expertise & Thought LeadershipFocus: Industry knowledge, technology expertise, market strategy, and product feedback.
- Serve as a Privacy SME: Maintain deep immersion in the evolving data privacy landscape, including global laws (GDPR, CCPA, etc.), regulatory requirements, and enforcement actions.
>- Mastery of the data ecosystem: Leverage strong familiarity with large-scale database technology (e.g. Snowflake, Databricks, BigQuery) and cloud technologies (AWS, GCP) to advise on data governance and integration best practices.
>- Mastery of the advertising ecosystem: Maintain an up-to-date understanding of the advertising technology landscape and the impact of privacy on data collection and activation.
>- Competitive strategy: Maintain an up-to-date understanding of competitive technologies, equipping the sales team with the knowledge to position Ketch effectively in the market.
>- Cross-functional collaboration: Act as the "voice of the customer" by collaborating with Product Management and Engineering to influence the roadmap, while working with Marketing to develop cross-functional solution guides and technical assets.
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RequirementsProfessional Experience:
- 10-15 years working experience.
>- 5+ years of experience in a Solution Engineering, Sales Engineering, or Technical Consulting role, preferably within an Enterprise SaaS environment.
>- Proven track record of supporting complex sales cycles and co-selling with Account Executives to close 6-figure+ deals.
>- Experience working in the Data Privacy, Data Governance, Security, or AdTech/MarTech sectors is highly preferred.
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Technical Skills:
- Front-End Prototyping: Practical working knowledge of HTML, CSS, and JavaScript. Experience with low-code design tools (e.g. Webflow) to build visual mockups and interactive prototypes is essential.
>- API & Integration fluency: Understanding of RESTful APIs, JSON payloads, and webhooks. Ability to use tools like Postman to test endpoints.
>- Data Ecosystems: Strong familiarity with modern data platforms (Snowflake, Databricks, BigQuery). You do not need to be a database admin, but you must be comfortable navigating a database schema and performing data updates to tables.
>- Architecture & Diagramming: Ability to create clear, professional solution diagrams (using tools like Lucidchart) that explain data flows to both technical and non-technical audiences.
>- Web architecture: You must understand and be able to explain how a web browser works at a technical level.
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Core Sales & Soft Skills:
- Presentation Mastery: Exceptional verbal and written communication skills. You must be comfortable whiteboarding a solution on the fly and pivoting a conversation from a high-level executive summary to a deep-dive technical debate.
>- Discovery & Consulting: Strong "detective" skill. The ability to ask second and third-level questions to uncover the root cause of a prospect's pain, implication and need (e.g., MEDDPICC/Value Engineering). Be deeply curious and follow the thread.
>- Self-Starter Mentality: A demonstrated ability to work independently in a fast-paced environment, learning new technologies and regulations rapidly without hand-holding or seeking permission. Do it now.
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Nice-to-Haves:
- Privacy Certification: CIPP/E, CIPP/US, or CIPM certifications from the IAPP.
>- AdTech/MarTech Knowledge: Familiarity with how data moves through marketing ecosystems (CDPs, DMPs, DSPs)
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Other:
- Must be able to work legally in the United States
>- B.S Computer Science, Software Engineering, MIS or equivalent relevant experience required
- English language fluency required, additional languages a plus
- Able to travel up to 20% of the time
Location:
Preference is to have the role work in the US Eastern or Central time zone(s). This is a remote role.
$140,000 - $250,000 a year
