Solutions Engineer, Mid-Market West (Pre-Sales)

Role overview

The Mid-Market West Solutions Engineer owns the technical side of complex B2B sales opportunities. Working alongside Account Executives, this role guides prospects from discovery and architecture through tailored demonstrations, proof-of-concept engagements, technical validation, and decision-making. The position is suited to someone who can translate data, marketing, and AI requirements into credible solutions while building trust across technical, business, and executive audiences.

Responsibilities

- Lead technical discovery into a prospect’s data architecture, marketing workflows, business objectives, and decision criteria. - Translate customer needs into differentiated requirements, solution designs, architectural whiteboards, and persuasive demonstrations. - Scope, design, execute, and validate proof-of-concept projects with the rigor needed for complex sales cycles. - Build relationships with data engineers, architects, marketing technologists, marketing leaders, and executive stakeholders. - Help customers evaluate AI workflows, data activation, and agent-based decisioning capabilities. - Partner with Product and Engineering on go-to-market strategy for emerging AI and agentic offerings. - Use modern AI tools to improve the efficiency, creativity, and customer impact of the Solutions Engineering process.

Requirements

- At least two years of progressive pre-sales or Solutions Engineering experience involving complex, multi-stakeholder solution architecture. - Demonstrated ability to run technical discovery, whiteboarding, and solution design for both technical and business audiences, including senior executives. - Strong familiarity with cloud data warehouses, data modeling, data engineering, integrations, and APIs. - Proven ability to develop technical champions and influence buying committees across engineering, marketing, and leadership. - Experience with competitive sales motions and value-selling methods such as MEDDPICC, Command the Message, or comparable frameworks. - Clear communication, strong presentation skills, sound business judgment, and comfort navigating ambiguity.

Nice to have

- Experience with customer data platforms, reverse ETL, marketing automation, data warehouses, or related technologies. - Background working with data engineering, analytics, or data-science teams. - Experience in a high-growth B2B SaaS environment.

Benefits and work setup

The role follows a remote-first model and requires travel for customer and team engagements. Listed compensation is $112,000–$154,000 in base salary and $160,000–$220,000 in on-target earnings, plus meaningful equity. Success is expected to progress from product and demonstration fluency during the first three months to independently handling complex, multi-product opportunities within six months.