Senior Director, Solutions Engineering

Responsibilities

• Own pre-sales as a function, not a set of individual deals: set and enforce the standards for how opportunities get qualified, how POCs get scoped, and how SEs engage — with a single, consistent bar across the team regardless of which GVP or AE is in the room.
• Be the check on the sales process: you have the standing and the judgment to push back on a deal, a scope, or a timeline when it doesn't meet the bar — even when that's an uncomfortable conversation with a GVP or a top seller.
• Coach and develop the SE team: you sit close enough to the opportunities to give real, specific feedback — on technical approach, on deal strategy, on what a customer actually needs — not just process oversight from a distance.
• Bring enough technical fluency to ask the hard question before the customer or the SE gets there: you don't need to build the model, but you need to know when the architecture, the POC design, or the technical claim doesn't hold up.
• Partner as a peer with GVPs and account teams: you have the presence and the sales acumen (not just the technical credibility) to shape how a $5M+ enterprise deal is qualified, resourced, and run — and to hold your ground when priorities compete.
• Build the operating rhythm for pre-sales: capacity allocation, opportunity prioritization, and the recurring cadence that keeps SE time going to the deals that deserve it — and away from the ones that don't.
• Recruit and build the bench: as the team scales, you're identifying gaps, hiring against them, and building a pre-sales org that can hold its own against enterprise competitors.
• Be a discerning voice on deal quality: you can tell the difference between a deal worth the team's time and one that isn't, and you say so — with a recommendation, not just a red flag.
• What we look for in this role
• 8+ years in enterprise, solution-selling pre-sales or sales engineering, with direct experience on complex $5M+ deals — you know what real enterprise sales cycles demand.

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