Director of Solutions Engineering

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