Director of Solutions Engineering

About the Role

Key Responsibilities

• Build & Lead the Solution Engineering function by establishing it as a core capability across the revenue funnel and customer lifecycle, acting as a bridge between Sales, Customer Success, Product, Partnerships, and Education.
• Hire, coach, and scale a globally distributed team of Solution Engineers who are trusted experts and role models for technical and commercial excellence.
• Create a culture of accountability, playbook-driven execution, and continuous improvement, balancing pragmatism and entrepreneurial innovation.
• Build and embed scalable processes, tooling, and reporting systems to provide visibility into Solution Engineering impact.
• Define and operationalize clear KPIs to drive team performance, prioritize resources, and inform Product and GTM decisions.
• Lead discovery and pilot engagements to ensure alignment and accelerate the sales process.
• Partner with AEs to drive ROI-based selling, building business cases and solution proposals linked to commercial outcomes.
• Collaborate with Customer Success and Account Management to integrate technical expertise into onboarding and support programs.
• Act as a trusted advisor post-sale to help customers meet their business objectives and maximize value from ROLLER.
• Work with Product and Data teams to surface market signals, inform roadmaps, and ensure field learnings are incorporated into product discovery.
• Partner with the LX team and internal leaders to develop education programs and resources that enhance staff and customer capabilities.
• Support the technical needs of partnerships, including app integrations and API solutions.

Requirements

• Proven success leading Solution Engineering or Pre‑Sales functions in a vertical SaaS environment, with a focus on operational complexity and domain expertise.
• Proficiency in product‑led demos, discovery, ROI‑based selling, and pilot execution, with the ability to coach others and deliver measurable results.
• Pragmatic, commercially astute, and willing to have tough conversations to ensure customer fit and protect the business.
• Strong collaboration skills across Sales, Product, Education, Partnerships, and Customer Success teams.
• Experience in a scaling SaaS company, building teams and processes from the ground up while delivering impact from day one.
• Willingness to tackle complex problems head-on with transparent communication and innovative approaches.

Nice to Have

• Familiarity with configuration-heavy products, APIs, integrations, and data flows, with curiosity and courage to explore new solutions.
• Experience serving a broad customer base, from low-tech operators to enterprise customers with complex needs.
• Ability to build systems and playbooks that improve processes and teams continuously.

Qualifications

• Experience leading Solution Engineering or Pre‑Sales teams in SaaS environments.
• Proficiency in product demos, discovery, ROI‑based selling, and pilot projects.
• Experience in building and scaling SaaS teams and processes.
• Experience working with a broad range of customer types, from low-tech to enterprise.

Benefits & Perks

• Attractive compensation package and benefits.
• Work on a category-leading product in a fun, high-growth industry.
• Paid time off, sick days, and US holidays.
• 4 ROLLER Recharge days per year upon hitting quarterly goals.
• 16 weeks paid parental leave for primary carers and 4 weeks for secondary carers.
• 100% paid Medical Insurance for US Employees.
• 401(k) Plan with a 100% match up to 5%.
• Participation in company-wide initiatives, social activities, and fundraising campaigns.
• Team member Assistance Program, coaching, education modules, and weekly webinars.
• Highly flexible work environment with access to WeWork depending on location.
• Individual learning and development budget and career growth opportunities.