Pre-Sales Solutions Architect (SA) Leader

Role overview This leadership position owns the overall health, direction, and performance of the pre-sales solutions architecture function across every supported channel. The leader operates as a player-coach, personally accountable for channel coverage, the most strategic evaluations, and cross-functional go-to-market alignment, while spending the majority of time developing individual solutions architects into commercially sharp, proactive technical partners. Compensation is tied to team-wide annual recurring revenue bookings across the full pre-sales motion, including new logo, expansion, and multi-year commitments.

Responsibilities - Hire, onboard, and calibrate solutions architects against channel-specific technical evaluation standards - Run regular one-on-ones reviewing deal strategy, proof-of-concept scoping, and objection handling, with direct feedback - Build and maintain repeatable playbooks for discovery frameworks, proof-of-concept templates, RFP responses, and competitive positioning - Own the coverage model across direct sales, hyperscalers, accelerator and incubator networks, software platform partners, and solution providers - Rebalance architect assignments as pipeline volume, deal complexity, or partner motions shift - Personally handle the highest-stakes evaluations and cross-functional alignment work - Set and hold the team to a consistent bar for technical depth, commercial instinct, and quota attainment

Requirements - Has shipped something in production and comes from an engineering, founding, or hands-on technical background - Led a technical, customer-facing team previously and can grow individual architects into future leads - Demonstrated channel-level judgment to spot thin coverage and reallocate technical attention where the motion is shifting - Thinks in team-wide annual recurring revenue bookings rather than personal quota alone - Comfortable whiteboarding with senior engineers, coaching architects through escalations, and briefing sales leadership on pipeline health - Track record of carrying a pre-sales quota personally while being accountable for an aggregate team number

Nice to have - Experience coaching proactive expansion into new teams, workloads, and use cases that grow account footprint - Ability to turn patterns from individual deals into scalable internal playbooks

Benefits and work setup - Fully remote with global hiring and a co-working allowance usable anywhere - Equity ownership for every team member - Tech allowance for home office equipment - Health insurance coverage including dependents - Annual company-wide in-person off-site - Asynchronous, flexible work culture - Annual professional development budget