Solutions Engineer

Description

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

The product targets visual communication and enterprise skill development, with AI reshaping how people learn and work.

After a recent Series E round that raised $200 million, the company is valued at $4 billion. Total funding exceeds $530 million from investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, along with founders and operators of Stripe, Datadog, Miro, and Webflow.

Responsibilities

• Help build the pre-sales function in North America as one of the first Solutions Engineers, defining the playbook, tooling and practices while the team grows.
• Work with Account Executives, Customer Success and Product Marketing to run discovery, deliver demos, scope POCs and design the technical solution for each deal.
• Act as a trusted advisor on the value customers get, and pass what you learn in customer conversations back to Product.
• The company is becoming a multi-product business and expanding across North America, which is the context for this role.
• Join discovery calls with your AE to learn about customer requirements, technical setup and business challenges.
• Build repeatable demo methods that show business value quickly, whether a customer is rolling out Studio at scale, using Roleplay Sessions for skill building, or adding Interactive Avatars to their product.
• Keep a working command of the platform, roadmap and positioning across all product lines so you can speak to the use cases that create value.
• Give demos that address the customer's problems and make a clear case for why the company's product fits.
• Spot technical objections and integration questions as they arise, and work with your AE and the wider ecosystem to resolve them.
• Assess technical fit and opportunity risk, and help your AE shape account and deal strategy.
• Keep your deal team and manager updated on deal status, timelines and technical dependencies.
• Find, build relationships with and equip technical champions inside customer organizations so they can advocate internally.
• Advise on platform capabilities, API and SDK integrations, security, compliance (SOC 2, GDPR, enterprise identity) and scaling for global rollouts, troubleshooting issues and validating integrations with LMS, HCM and content systems as they come up.
• Work with Enablement to finish certifications, keep up with new releases, and sharpen demo and objection-handling skills.

Requirements

• At least 2 years in pre-sales, solutions engineering or customer-facing technical roles in SaaS, or equivalent technical customer-facing experience.
• Deliver a solid standard demo that follows the discovery points and agenda agreed with the AE, using core demo technique such as Tell-Show-Tell.
• Apply established solution designs and best practices to a customer's use case, working with Product and Customer Success as the deal requires.
• Identify deal risk and next steps from what the customer tells you, and escalate clearly to your AE so it gets acted on.
• Working knowledge of MEDDPICC and Command of the Message, and the ability to explain why the company is a fit for a prospect.
• Resourceful, knowing how to find the right person or tool internally, and steadily building your network across the go-to-market organization.
• Comfortable with the technical basics in at least one area (creation flows, APIs, integrations, security, compliance) and keen to build depth fast.
• Self-motivated and organized, able to manage a growing set of POCs, demos and customer conversations and meet deadlines.
• Willing to travel for customer discovery and on-site demos as needed.
• Keep up with the AI-native learning and enablement space so you can discuss how customers are moving from static training to interactive practice and measurable skill building.
• Strong written and spoken English.

Conditions

Based in Austin, with in-office presence of 2+ days a week.

Hiring across a range of experience levels, with OTE of $155,621 to $211,197 (on-target earnings), split 70% base and 30% variable, with the variable portion paid quarterly.