Solution Architect

The Solution Architect is a technical and domain solution expert: you bring deep, demonstrable expertise in a major product domain (RCM, Compliance/GRC, EMR, or CRM/Alumni Engagement), working knowledge of at least one minor domain, and the consultative skills to support deal advancement across the full sales cycle.

You will team-sell alongside Account Executives across New Logo and Existing Business segments, acting as the trusted technical and domain advisor from first discovery call through contract close and handoff to Implementation. This is not an individually quota-carrying role; your variable compensation is tied to the performance of the full sales team you support against the bookings plan and company scorecard.

Kipu Core Competencies

Hiring and development for this role are anchored to Kipu's company-wide competency model, evaluated at the Proficient level.

• Collaboration & Cross-Functional Partnership: Works across Sales, Product, Implementation, Customer Success, and Engineering with candor and respect; seeks alignment early and builds integrated, customer-centered solutions.

• Professional Communication & Engagement: Communicates with clarity and confidence across audiences - from front-line clinicians and billers to C-suite executives - building trust through discovery and demonstrations.

• Problem Solving & Innovation: Approaches technical and workflow challenges with curiosity and creativity; designs practical solutions that connect Kipu's platform to measurable customer outcomes.

• Customer Centricity: Understands and anticipates customer needs; serves as a trusted advisor from discovery through implementation hand-off, ensuring a consistent, positive experience.

• Execution & Ownership: Takes full ownership of technical outcomes across concurrent sales cycles in service of team-level bookings performance, and follows through on commitments to Account Executives and customers.

• AI & Data Acumen: Uses AI tools to drive personal productivity, and speaks credibly to customers about the efficiency gains and quantifiable impact AI can deliver within their own environment.

Domain & Technical Expertise

• Technical & Solution Expertise: Comfort navigating APIs, system integrations, and data flows; able to translate technical concepts into business outcomes. Healthcare interoperability knowledge (e.g., HL7, FHIR) is a plus.

• Domain Expertise (Major/Minor): Deep, credible expertise in one platform domain - RCM, Compliance/GRC, EMR, or CRM/Alumni Engagement - with working knowledge of at least one additional domain.

• Consultative Discovery & Workflow Analysis: Skilled at leading discovery across stakeholder levels, documenting current-state workflows, and translating pain points into tailored recommendations. Familiarity with the Challenger Sales methodology is a plus.

Your Responsibilities

• Serve as the primary technical and domain resource supporting Account Executives through the full sales cycle, in your assigned major domain and at least one minor domain.

• Lead consultative discovery and workflow analysis with prospects and clients at all levels (end user, director, C-suite) to uncover pain points and translate insights into tailored value propositions.

• Deliver compelling, customized product demonstrations - live and via maintained demo environments, scripts, and playbooks - connecting Kipu's platform to measurable outcomes.

• Act as the first line of defense on technical, integration/API, and compliance/regulatory questions raised during the sales cycle, reducing hand-offs to Product and Engineering and improving deal velocity.

• Support deal advancement alongside Account Executives across your domain(s), including cross-sell opportunities within Kipu's existing customer base.

• Support RFP responses, security questionnaires, and requirements documentation within your domain(s) of expertise, partnering with Engineering and Product on sign-off where needed.

• Maintain and grow expertise in your major domain while building working knowledge in your minor domain, participating in ongoing enablement led by the VP of Sales Engineering & Solution Architecture.

• Partner with Implementation and Customer Success to ensure a seamless technical and domain hand-off from sale to onboarding.

• Capture field and market insight to inform Kipu's product roadmap and sales enablement content, and use AI tools day-to-day to prepare for discovery and tailor demonstrations.

Your Qualifications

• 2+ years of experience in Sales Engineering, Solutions Consulting, or specialist sales support within healthcare SaaS; behavioral health technology strongly preferred.

• Demonstrated product depth in at least one of Kipu's platform domains (RCM, Compliance/GRC, EMR, or CRM/Alumni Engagement), with proven ability to build working knowledge in a second domain.

• Comfortable presenting live, technical, and consultative demonstrations to a range of audiences, from clinical and billing end users to technical and executive buyers.

• Working understanding of APIs, system integrations, and data flows; familiarity with healthcare interoperability standards (HL7, FHIR) is a plus.

• Business acumen sufficient to discuss revenue cycle, compliance, or clinical outcomes credibly with financial, operational, and clinical leaders.

• Experience supporting deal advancement as part of a team-selling motion; familiarity with the Challenger Sales methodology is a plus.

• Experience or familiarity with the Addiction Treatment and Behavioral Health industry strongly preferred; familiarity with AveaOffice, Kipu EMR, or other behavioral health platforms considered an asset.

• Comfortable using AI tools to drive personal productivity and able to speak to the efficiency gains and measurable impact AI can create within a customer's own environment.

• Proficiency with Microsoft Office Suite, Salesforce, and standard sales enablement tools; Bachelor's degree or equivalent experience; willingness to travel up to 25%.