Location: Remote, USA
Travel: The job involves 25% travel
The Role: The Solutions Engineer owns the technical side of the deal. You run discovery with the AE, build demos around what the customer told us, scope the ERP integration, and make sure what we sell is what we can deliver. You work across hospitality, grocery, healthcare, and accounting firms, and you connect sales, onboarding, and product.
Responsibilities:- Partner with AEs on discovery: pain points, current workflow, desired outcomes, and the metrics the buyer cares about.
- Build and deliver demos that show the customer their own workflow, not a generic product tour.
- Scope ERP integrations (Sage Intacct, Restaurant365, Dynamics GP, QuickBooks, NetSuite, and others): GL structure, dimensions, vendor data, and how invoices get into the ERP.
- Work hands-on with APIs: read the docs, test calls, and work out how a customer's ERP or POS will connect to Ottimate.
- Build lightweight tools and prototypes when a deal needs them, like file converters, integration scripts, and small web apps, often with AI doing much of the coding.
- Review customer data (vendor lists, charts of accounts, item catalogs) to flag complexity and risk before we commit.
- Map the customer's current AP process and show how it changes with Ottimate.
- Write the scope and client notes that hand a deal cleanly to onboarding.
- Handle technical objections and win the technical decision in complex, multi-entity deals.
- Support upsell and expansion with existing customers.
- Bring customer feedback to the product as the voice of the customer.
- Use AI tools to prep calls, analyze conversations, and build demo assets faster.
- Help improve the demo environment, the SE playbooks, and team process.
- Present at trade shows and customer events as needed.
Requirements- 3+ years as a SaaS Solutions Engineer or Sales Consultant, ideally in AP automation, payments, or ERP integration.
- Hands-on experience scoping or leading ERP integrations.
- Comfortable with core technical concepts: REST APIs, authentication (API keys, OAuth), JSON and CSV data, and basic SQL.
- Hands-on use of AI and LLMs in your daily work (Claude, ChatGPT, Copilot, or similar), from call prep to building small tools and automations.
- Working knowledge of accounting: GL coding, the AP workflow, month-end close. An accounting, finance, or CPA background is preferred.
- You can explain technical concepts clearly to a controller and an IT lead, and you hold the room with C-level buyers.
- You solve problems and can design a workable answer when the standard one doesn't fit.
- You're organized and self-directed, and you can run several active deals at once.
- Bachelor's degree or equivalent experience.
Nice-To-Have:- Demo2Win training or experience.
- Hands-on with GitHub and deployment platforms like Vercel or Railway. You've shipped something, even something small.
- Scripting experience in Python or JavaScript.
- Experience mentoring other SEs or helping build SE processes.
- Background in hospitality, grocery, healthcare, or accounting firm operations.
Growth:The team is growing, and there's room to grow with it into a team lead role.
BenefitsWe care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work.
The specific benefits/perks we offer are continually evolving, but currently include:
- Compensation: $100k-$120K OTE
- Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.
- Competitive salary based on skills & experience.
- Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.
- Employer sponsored 401(k) with company match.
- Paid Time Off (and the encouragement to use it).
- Annual company retreats.
- Promote from within philosophy.
