Solutions Engineering Lead

Accountabilities:

Lead the Solutions Engineering function: Define the team's direction, establish priorities, and develop a scalable operating model that supports business growth and increasingly complex customer needs.
Drive technical pre-sales: Guide complex technical opportunities from initial discovery through solution design, proof of concept, integration, and deal closure.
Design customer solutions: Help customers identify the right architectures and technologies to address infrastructure, performance, security, and scalability challenges.
Partner with Sales: Collaborate on deal strategy, technical positioning, pricing, packaging, usage models, and margin considerations to deliver customer value while supporting commercial objectives.
Manage and develop talent: Lead, mentor, and coach the existing Solutions Engineer while building the team as business requirements evolve.
Build scalable processes: Develop playbooks, technical documentation, workflows, and best practices that improve efficiency, consistency, and the quality of technical pre-sales engagements.
Improve onboarding and integrations: Streamline customer and partner onboarding, technical integrations, and handovers to Customer Success to ensure a smooth transition from sales to implementation and ongoing support.
Enable commercial teams: Help Sales understand new product capabilities, translate technical knowledge into compelling value propositions, and identify opportunities based on customer needs and market insights.
Strengthen partner collaboration: Support partners in applying their technical expertise to customer challenges and developing successful commercial opportunities.
Drive continuous improvement: Identify operational bottlenecks, assess customer feedback, and implement practical improvements that enhance team performance and customer experience.
Requirements:
Technical pre-sales experience: Proven experience managing complex technical sales opportunities from initial discovery through solution design, proof of concept, and closing.
Infrastructure and networking expertise: Strong knowledge of content delivery networks (CDNs), networking, and internet infrastructure, with the ability to assess customer requirements and recommend appropriate technical solutions.
Security knowledge: Experience with technologies such as Web Application Firewalls (WAF), DDoS protection, bot mitigation, and API security.
Compute and cloud technologies: Familiarity with containerization, serverless computing, databases, and related cloud or infrastructure technologies.
Leadership experience: Demonstrated experience managing technical professionals, providing coaching and mentorship, and helping team members develop their capabilities.
Solutions Engineering strategy: Experience leading technical pre-sales activities and building processes, methodologies, or teams that can scale with business growth.
Commercial acumen: A strong understanding of pricing, packaging, consumption-based models, and profit margins, with the ability to balance customer requirements and commercial objectives.
Process improvement mindset: A track record of identifying inefficiencies and implementing practical solutions that improve productivity and consistency.
Communication skills: The ability to explain complex technical concepts clearly to both technical audiences, such as developers and engineers, and non-technical stakeholders, including business leaders.
Autonomy and initiative: A proactive, resourceful approach, with the confidence to make decisions, solve problems independently, and move initiatives forward in a fast-paced environment.
Customer and partner focus: Strong interpersonal skills and the ability to build trusted relationships, understand customer challenges, and collaborate effectively across teams.
Preferred experience: Previous experience scaling a Solutions Engineering function within a growing cloud, infrastructure, or SaaS company, as well as helping partners turn technical expertise into successful customer outcomes.
Location and availability: Based in Europe, ideally within three hours either side of Central European Time (CET), to facilitate effective collaboration across the team.
Benefits:
100% flexible working hours: Organize your schedule around your productivity and personal commitments.
Remote-first work environment: Work remotely without a mandatory office commute. Employees can also receive a three-night voucher to visit the company's headquarters.
Worldwide medical, dental, and vision insurance: Access healthcare coverage designed to support your well-being.
Generous paid time off: Enjoy 25 vacation days annually, plus an additional loyalty day for each year of service, up to five extra days, for a maximum of 30 vacation days, in addition to local public holidays.
Meeting-free Thursdays: Benefit from a dedicated day without internal meetings to focus on deep work and important projects.
Home office budget: Receive an annual budget of €500 to create a comfortable and productive workspace.
Paid sick leave: Take time to recover when you're unwell without worrying about lost income.
Paid parental leave: Receive 16 weeks for birthing parents and eight weeks for non-birthing parents, with adjustments where necessary to meet or exceed local statutory provisions.
Flexible parental leave arrangements: Split paid parental leave across the first year if preferred, subject to the applicable policy.
Annual team gathering: Participate in a yearly company-wide gathering designed to strengthen relationships across the remote team.
Employee Stock Option Plan (ESOP): Share in the company's potential growth through an equity programme, with an initial allocation starting at 0.01%.
Mental health support: Access mental health resources and support through BetterHelp.
Wellness budget: Receive €480 annually to invest in your personal well-being.
Educational budget: Access €500 per year for books, seminars, online courses, and other learning opportunities.
Music subscription: Enjoy an annual subscription to Apple Music, Spotify, or YouTube Premium.