As an Enterprise Solutions Engineer, you will be a critical force at the intersection of technical depth and sales excellence. You will own the full technical sales cycle end-to-end-from discovery through proof-of-concept to close-serving as the trusted technical advisor for enterprise prospects and customers. You will bring our platform to life through compelling, story-driven demonstrations and lead rigorous technical evaluations that tip competitive deals in our favor. This role is primarily focused on new logo acquisition and competitive displacement-winning deals against entrenched incumbents in complex enterprise environments. At the same time, you will help identify land-and-expand opportunities early and ensure a strong technical handoff into Customer Engineering when deals close. We expect this SE to actively leverage AI tools to work smarter: accelerating research and prep, sharpening content, and scaling their impact without sacrificing quality or authenticity. You think of yourself as a craftsperson: you care deeply about the quality of every demo, every POC, and every technical conversation-not just closing the deal. You are equally energized by a whiteboard architecture session with a customer's CTO and a high-stakes demo in front of an executive committee. You are organized, metrics-aware, and take ownership of your pipeline without needing to be managed-you know where your deals stand and what each one needs next. You are resilient: when a demo goes sideways or a POC hits an unexpected blocker, you adapt and find a path forward without losing the customer's confidence. You're comfortable building process alongside executing deals, and you see ambiguity as an opportunity to shape how things get done rather than a reason to wait for direction. You know that the best SEs are always learning-from wins, losses, peers, and customers alike. You embrace AI tools not as a shortcut but as a force multiplier-you use them to do more of what only you can do: exercise judgment, build relationships, and bring genuine expertise to every customer interaction. Partner with Account Executives to develop technical account strategies, identify high-value opportunities, and shape competitive sales approaches that improve pipeline quality and increase win potential. Lead the full technical sales cycle by conducting discovery, defining technical success plans, qualifying opportunities, supporting commercial negotiations, and ensuring technical alignment through deal close. Drive competitive displacement strategies by developing migration approaches, technical win plans, and differentiated positioning that enables customers to confidently transition from incumbent solutions. Deliver compelling, narrative-driven demonstrations and technical presentations that connect platform capabilities to customer business outcomes. Maintain technical expertise across cloud platforms, APIs, enterprise integrations, security architectures, and emerging AI capabilities to provide credible technical leadership throughout the sales process. Leverage AI tools to accelerate research, discovery preparation, technical documentation, coding assistance, competitive analysis, and content development while maintaining quality and technical accuracy. Collaborate with Customer Engineering to ensure complete technical handoffs that include solution architecture, technical context, known risks, and future expansion opportunities. Partner with Product, Engineering, Marketing, and Customer Engineering to share customer insights, strengthen competitive positioning, improve technical content, and influence future product direction. Contribute to technical enablement by supporting onboarding, sharing best practices, improving demo standards, and advancing technical pre-sales excellence across the Solutions Engineering team. 5+ years of experience in B2B SaaS Solutions Engineering, Technical Pre-Sales, or Sales Engineering as an individual contributor.
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