Director, Solutions Engineering

Description

The company builds commercial strategy software for hospitality, turning data from a large hotel network into real-time intelligence that hoteliers use to act faster on revenue decisions.

The company has raised $370M in Series C funding and has over $100M in ARR. It has more than 850 employees across 35 countries and serves tens of thousands of hotels in 185 countries, including every one of the top 15 global chains.

The role sits in the Revenue Excellence department, which combines Enablement, Solutions Engineering and Sales Automation.

Job location is Denver, CO. The working model is full-time and hybrid.

Salary range is $102,000.00 to $130,000.00 plus bonus, with on-target earnings of $127,000.00 to $162,000.00.

Responsibilities

• Lead, coach and develop a global solutions engineering team across AMER, EMEA and APAC, setting priorities, coverage, performance standards and hiring.
• Serve as the solutions lead for AMER field sales on enterprise groups, management companies and regional chains, including executive meetings and QBRs.
• Own the global RFP and RFI process, from response strategy through quality and turnaround.
• Run discovery to find business drivers, risks and technical needs, then match our solutions to them with clear ROI measures.
• Act as a trusted advisor on data models, integrations, security and delivery, and present a persuasive case to executives.
• Own the methods, tools and standards for solution design, including scoping, configuration documentation, diagrams and statements of work, ensuring each solution can be delivered by Implementation, Support and Customer Success.
• Own and improve the Solutions Center so that anyone at the company can easily request solutions engineering help.
• Work with Sales and Product Marketing on decks and storytelling for Business Intelligence, Benchmark Insight and Parity Insight, and help the more complex products reach product-market fit.
• Lead go-to-market planning for Benchmark Insight, assessing its current state and recommending next steps.
• Build a feedback loop between the field, Product and Engineering so customer insight informs the roadmap.
• Report on pipeline, bid reviews, forecasts and team KPIs.
• Work closely with Sales, Account Management, Product and Engineering to deliver high-value, healthy-margin deals.

Requirements

• Senior leadership experience in hospitality technology or SaaS, including leading a presales or solutions engineering team.
• Knowledge of hotel commercial operations, including revenue management, distribution, benchmarking and data analytics.
• Understanding of how RMS, PMS, CRS and distribution technology work together.
• Understanding of integration methods, data transfer, security and solution architecture, with the ability to draw clear solution diagrams.
• Experience leading RFP and RFI responses and large, complex deals, and the ability to estimate time and resources reliably.
• Understanding of SaaS and DaaS delivery models and what makes a deal profitable and durable.
• Clear communication, in writing and in person, with executives and industry experts, and the ability to explain complex ideas simply.
• Attention to detail, strong documentation habits, a focus on results, and willingness to do hands-on work.
• Ability to work across time zones and manage many priorities at once.
• Expert-level Salesforce skills are welcome.
• Experience with Looker or other BI tools is welcome.
• Experience with hotel data, benchmarking or market intelligence products is welcome.

Conditions

Full-time, hybrid role based in Denver, CO.

Salary range is $102,000.00 to $130,000.00 plus bonus, with on-target earnings of $127,000.00 to $162,000.00.

Flexible working: you can work from home or from one of the company's global offices.

Equal opportunity employer; applicants are considered without regard to protected characteristics.

Benefits

• Flexible time off to manage work-life balance.
• Competitive compensation, reviewed regularly to reflect the value of your work.
• 401(k) matching up to 4%.
• Two Blue Cross Blue Shield health plans, with the company covering 99% of the base plan and 75% for dependents and spouses, plus $25 per month to an HSA.
• Vision and dental insurance, with a dental buy-up option and 50% company contribution to premiums for employees, dependents and spouses.
• Employee Assistance Program, confidential and free.
• Company-paid short-term disability and $50,000 life insurance.
• Parental leave: 12 weeks of paid primary caregiver leave, 3 weeks of paid secondary caregiver leave, a $1,500 new parent bonus, and a 4-week flexible return-to-work plan.
• ClassPass subscription subsidised up to 80%.
• Referral bonus for bringing in new talent.
• Opportunity to shape products used by more than 85,000 users worldwide.