Senior Solutions Engineer

Description

The company is an AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, it is headquartered in London with offices and teams across Europe and the US.

The company builds products that improve visual communication and enterprise skill development, helping people work better inside successful organizations.

The company closed a $200 million Series E at a $4 billion valuation. Total funding exceeds $530 million from investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, plus founders and operators from Stripe, Datadog, Miro, and Webflow.

This is a founding role in pre-sales for North America, covering the Mountain, Central, and West regions. You will be one of the first Solutions Engineers and will help define the playbook, tooling, and best practices as the team grows.

Responsibilities

• Run discovery calls with customers, and plan them alongside Account Executives, to learn their requirements, technical setup, and business problems.
• Build and deliver demos that address customer problems, show the business value of solving them, and make a clear, believable case for why the platform beats alternatives.
• Address technical objections and integration concerns, spot blockers early, and build solution paths with customers.
• Take part in stakeholder workshops that link the platform to a buyer's wider technology strategy on complex deals with many decision-makers.
• Work with Account Executives on account and deal strategy, competitive positioning, opportunity stage, and your forecast for leadership.
• Create repeatable demo methods that show quick business value, whether a customer is rolling out Studio at scale, designing Roleplay Sessions, or embedding Interactive Avatars in their product.
• Build relationships with executive champions and help them argue for the platform inside their organizations.
• Build and maintain reusable assets such as demo environments, use cases, integration templates, objection handling, and industry playbooks, built within the platform itself.
• Present POC and pilot results as a business story rather than a feature tour, and grow your executive presence as you take on more senior conversations.
• Advise on platform capabilities, API and SDK integrations, security, compliance (SOC 2, GDPR, enterprise identity), and scaling for global rollouts.
• Keep deep knowledge of all product lines, the roadmap, and positioning so you can point to the most valuable use cases.
• Build vertical expertise that makes you a subject matter expert and earns executive trust.
• Track how the AI-native learning space is moving from static training to interactive practice and measurable skill building, so you can discuss it credibly.
• Pass customer and competitive feedback, pain points, missing capabilities, and gaps from your deals to pre-sales leadership and Product to inform the roadmap.
• Work with Product Marketing on messaging and positioning in your deals, and help build reusable assets such as demo scripts and competitive battlecards.
• Brief Customer Success on technical context and champion relationships at handoff so POCs and pilots become production deployments smoothly.
• Review and improve enablement content based on what best prepares team members for customer work, and run and assess certification as needed.

Requirements

• At least 5 years of experience in pre-sales, solutions engineering, or customer-facing technical roles at SaaS companies.
• Strong consultative discovery, stakeholder management, and communication skills. You can speak credibly with executive buyers such as the CHRO, CLO, Head of L&D, and CTO, and with technical teams such as IT, security, and developers.
• Technical depth in at least one area, such as creation flows, APIs, integrations (LMS, HCM, CRM, identity), or security and compliance, and a readiness to learn other areas fast.
• Working knowledge of sales methodologies such as MEDDPICC and Command of the Message, and the ability to turn technical requirements into business value and ROI discussions.
• A problem-solving habit of gathering requirements, asking clarifying questions, and adjusting solutions to fit the customer.
• Strong business and technical presentation skills, in person and remote, and the ability to explain complex AI and integration concepts to technical and non-technical audiences.
• Self-motivated and organized, able to juggle several POCs, demos, and customer conversations at once and still hit deadlines.
• A collaborative approach, working with AEs, Product, Customer Success, and other teams toward customer and company success.
• Product orientation and real curiosity about how customers use technology.
• Willingness to travel to key customers for discovery, executive meetings, and on-site demos.
• Particularly welcome: MEDDPICC and Command of the Message expertise, and experience with video AI.

Conditions

This is a Senior Solutions Engineer role. Pay is between $211,197 and $257,901 OTE (on-target earnings), split 70% base and 30% variable, with the variable portion paid quarterly.

The ideal location is Austin, where the company has an office. Remote candidates are also welcome to apply.

Equal opportunity: the company does not discriminate on protected characteristics.