Manager Solutions Engineering
Posted Updated
Description
You will build and lead a Mid-Market Solutions Engineering function across the customer lifecycle. You will recruit, coach, and develop Solutions Engineers; define operating playbooks; partner with Sales, Product, and Engineering; and directly support complex evaluations, deployments, and high-stakes customer engagements.
Responsibilities
- Build the Mid-Market Solutions Engineering team by defining hiring profiles, recruiting founding Solutions Engineers, and scaling with the pipeline
- Design and iterate an operating playbook for discovery, pilot scoping, success metrics, security and compliance reviews, production rollout, adoption, and expansion
- Own technical win rate, time-to-technical-win, pilot-to-production conversion, and post-sales adoption and expansion metrics
- Partner with Sales leadership and Account Executives to deliver technical discovery, demos, and proofs of concept
- Carry accounts directly during the ramp and escalate complex evaluations, at-risk deployments, and high-stakes deals
- Onboard, coach, and develop Solutions Engineers while setting expectations, career paths, and performance standards
- Share customer and prospect insights with Product and Engineering
Requirements
- 2+ years leading Solutions Engineering, Field Engineering, Solutions Architecture, or customer engineering teams in enterprise software across pre-sales and post-sales
- Experience building or scaling at least one team from a small starting point
- Strong track record of sourcing, assessing, and closing senior technical customer-facing talent
- Technical fluency in modern software development workflows, developer tooling, CI/CD, and AI coding tools
- Ability to partner with Sales while protecting technical integrity and customer trust
- Ability to manage high-pressure customer-facing evaluations and deployments
- Experience tracking technical win rates and pilot outcomes
- Clear executive communication with developers, architects, and CTOs
- Experience creating structure in a fast-moving startup