Director of Solutions Engineering

**ABOUT THE ROLE** We are looking for an experienced Director of Solutions Engineering to lead a high-performing, globally distributed SE team — currently ~10 strong and growing — across North America, Europe, and Asia-Pacific. This is a critical leadership role at the intersection of sales, product, and customer success — responsible for driving technical win rates, elevating the quality of our pre-sales engagements, and building the processes and people that scale a world-class SE organization. This person will serve as the technical authority within the go-to-market motion, partnering tightly with Sales, Product/Engineering, and Customer Success leadership to ensure our solutions are positioned, demonstrated, and validated in ways that win. **KEY RESPONSIBILITIES** **Team Leadership & Development** - Lead, coach, and develop a growing global SE team across NA, EMEA, and APAC, with direct management responsibility - Build a culture of technical excellence, continuous learning, and customer obsession - Establish clear career paths and performance frameworks for the SE team - Hire and onboard top SE talent as the business scales **Pre-Sales Execution & Technical Win Rate** - Own the technical win rate metric and drive strategies to improve it across all regions - Establish consistent standards for discovery, demos, POCs/POVs, and technical evaluations - Personally engage in strategic and complex enterprise opportunities as executive SE sponsor - Define and enforce qualification criteria for SE time and resource allocation **Cross-Functional Leadership** - Partner with Sales leadership to align SE capacity to pipeline, territories, and deal strategy - Collaborate with Product and Engineering to close the feedback loop between field insights and roadmap prioritization - Work with CS leadership to ensure seamless technical handoffs that set customers up for success post-sale - Represent the SE team in executive and cross-functional forums; contribute to go-to-market strategy and planning **Operational Excellence** - Build and maintain SE playbooks, demo environments, and technical asset libraries - Define and track key SE metrics: technical win rate, POC-to-close rate, and SE-to-AE coverage ratios - Drive CRM hygiene and SE activity logging discipline (e.g., HubSpot or equivalent) - Manage SE tools, sandbox environments, and technical infrastructure in partnership with engineering **WHAT WE'RE LOOKING FOR** **Experience** - 7+ years of Solutions Engineering / Sales Engineering experience, with at least 3 years in a management or leadership role - Proven track record of leading distributed or global SE teams in a B2B enterprise software environment - Strong background in complex, technical sales cycles with exposure to enterprise accounts - Experience operating in a high-growth environment with evolving product offerings and customer segments **Skills & Competencies** - Exceptional communication and executive presence — comfortable presenting to C-suite buyers and internal leadership alike - Deep ability to translate complex technical capabilities into clear business value - Strong analytical mindset with experience using data to drive SE team decisions and improvements - Collaborative leader who builds trust across Sales, Product, and CS organizations - Experience building or refining SE methodologies (MEDDIC/MEDDPICC, Challenger, or similar frameworks) **Logistics** - Must be located in the United States; ability to travel domestically and internationally as needed (est. 20%) - Experience managing across time zones, including EMEA and APAC, is strongly preferred **WHAT SUCCESS LOOKS LIKE** In your first 90 days, you will have assessed the current SE team's strengths and gaps, established relationships with Sales, Product, and CS leadership, and begun building a roadmap for SE operational improvements. Within 6 months, you will have implemented a consistent pre-sales methodology, improved visibility into SE metrics, and demonstr…