The Opportunity We are seeking a hands-on, commercially minded Solutions Architect, Enterprise who operates at the intersection of Enterprise Sales, Product Strategy, and Technical Architecture. Acting as a direct extension of both the Enterprise Sales and Product teams, you will serve as the primary product domain expert during high-stakes sales cycles-translating complex product capabilities into high-value commercial solutions for enterprise brands and agencies.
In this role, you aren't just presenting slides or running canned demos; you are rolling up your sleeves to architect tailored product solutions, build hands-on proofs-of-concept (POCs), configure workflows, and validate complex technical requirements in the field. You will own the technical win, act as a feedback engine directly into the Product roadmap, and partner closely with Account Executives to convert enterprise pipeline into revenue.
Responsibilities - Commercial & Technical Deal Ownership: Partner with Enterprise Sales to co-own revenue opportunities. Lead technical discovery, build value maps, and architect scalable solutions using the XR tech stack to address enterprise client pain points.
- Hands-On Execution & Proof of Concepts: Stand up, configure, and manage technical POCs, production pilots, and workflow validation directly with prospect technical teams.
- Product-to-Sales Bridge: Serve as a direct field extension of the Product team. Capture structured product gaps, feature requests, and field market intelligence, surfacing actionable insights back to Product Managers and Engineering via Jira/Product boards within 24 hours.
- Enterprise Demos & Value Storytelling: Deliver high-impact, custom product demonstrations, API integrations, and technical presentations tailored for executive buyers, ad-tech operations, and engineering leads.
- Deal Velocity & Validation Metrics: Drive high-velocity evaluation cycles, maintaining a 60; 80% technical validation win rate and keeping POC cycle times under 2 weeks.
- Enablement & Coaching: Champion product feature launches across the go-to-market (GTM) team. Lead demo certification programs and coach Account Executives/Senior Account Executives on Tier-1 light product demonstrations.
- RFP & Technical Scoping: Author authoritative responses for enterprise RFPs, security/compliance questionnaires, integration diagrams, and technical scoping documentation for post-sale handoffs.
- Travel: Travel up to 30% for high-priority client workshops, solution discovery sessions, and executive steering committee meetings.
Requirements- 5-8+ years of hands-on experience in Enterprise Pre-Sales, Product Sales, Solutions Engineering, or Technical Product Consulting within SaaS, Ad Tech, MarTech, or Enterprise Software environments.
- Demonstrated track record of partnering directly with Enterprise Account Executives to close complex, multi-year software deals ($250k+ ARR).
- Deep hands-on expertise across commercial production & delivery value chain - including cost management, talent payments, rights, asset management and omnichannel delivery.
- Proven experience implementing or configuring Enterprise DAMs (e.g., AEM, Bynder, Orange Logic), campaign taxonomy/metadata, talent rights, and rights-aware search pipelines.
- Strong understanding of enterprise buying behavior, tailoring solution approaches across different customer segments and agency structures.
Technical & Hands-On Skills - Hands-on API Capabilities: Comfortable executing and troubleshooting REST APIs and GraphQL using tools like Postman.
- Enterprise Architecture & Media Workflows: Working knowledge of cloud-based media workflows (AWS MediaConvert, Elemental), video streaming formats (HLS, MPEG-DASH), and CDNs.
- Security & Auth: Solid understanding of SSO (SAML, OpenID, OAuth), data governance, GDPR, and SOC 2 compliance requirements.
- Technical Scoping: Capability to construct sales-ready architecture diagrams, data flow maps, and technical integration plans.
Commercial & Soft Skills - Commercial Mindset: Strong business acumen with the ability to articulate clear ROI, value mapping, and operational efficiencies to CXO/VP-level stakeholders.
- Hands-On Execution: Takes pride in building solutions directly rather than relying solely on post-sales engineering support during the pitch process.
- Consultative Discovery: Master of active listening and structured questioning to uncover underlying business risks and technical requirements.
- Cross-Functional Influence: Highly collaborative style with an ability to advocate for customer needs inside Product and Engineering orgs while keeping sales goals aligned.
Preferred Qualifications - Experience working directly within or selling heavily to global brands, advertising agencies, media holding companies, or major broadcasters.
- Experience using or demonstrating business intelligence and analytics platforms (e.g., Tableau, Looker).
Pursuant to New York's Pay Transparency Law, the pay range for this position is $175,000 - $185,000; base pay offered may vary depending on job-related knowledge, skills, and experience.
