Director of Solution Engineering

We're looking for a results-oriented, customer-focused Director of Solution Engineering who has a history of successfully solutioning and selling value-driven software solutions to enterprise clients and leading and up-leveling teams. The Director of Solution Engineering is responsible for directing and managing a team of Solutions Engineers (SE) in the core verticals where Submittable excels: State Government, Non-Profit, and Corporations.

This role partners closely with developers, product managers, and sales teams to define and lead technical strategy throughout deal cycles to enable the Solutions Engineering team to successfully close on the technical and product-specific milestones of the sales cycle.

The ideal candidate is a strong technical leader, a relentless innovator, and a forward thinker who believes better is always possible and inspires their team to execute with excellence. To be considered, successful candidates must be able to demonstrate how they have identified and linked customer business requirements to capabilities so that the benefits are clearly understood and differentiated from the competition while also building and delivering their vision for the Solution Engineering team.

This full-time position reports directly to the Chief Revenue Officer.

What You'll Be Doing:

• Partner with Sales, Customer Success, and Services Leaders to provide technical leadership to our new business, expansion, and renewal sales motions in conjunction with helping our team meet their sales targets
• Provide strategic presentations to our customers, prospects, and partners such as whiteboards, demos, and proof of value outcomes
• Partner with Product and Engineering Leaders to provide client and market feedback as seen from the ground level including pipeline and client commitment impacts on the product roadmap
• Collaboratively develop and implement sales presentation and demo strategies and approach working with Sales Leaders, Product Marketing, Product Management, and Sales Enablement
• Support sales presentation and demo enablement including leading the creation of a scalable and data-rich demonstration library supporting an ever evolving product roadmap
• Manage all hiring, mentoring, and performance management of the Solutions Engineering team
• Lead and drive Sales Engineering team to achieve company quarterly revenue targets through supporting the building of strong partnerships with Account Executives, Customer Success, and Expansion teams showcasing value based solutions to prospects and clients
• Identify and link customer business requirements to capabilities and demonstrate Submittable's ability to
• achieve desired outcomes
• Provide coaching and development opportunities leveraging sales best practices in the enterprise selling space (selling to a committee of buyers vs. just the end users).
• Train and enable team members to identify and understand client requirements, recommend relevant solutions, document requirements and solutions and transform into high-quality Proposals and Statements of Work
• Oversee and contribute to the creation of technical proposals for prospects (including gathering complete technical requirements, technical clarifications of RFP responses, meeting follow-ups, and proposal questions)
• Identify, implement, and maintain internal best practices and processes to ensure the SE team is performing at a high level
• Optimize organizational structure to support Submittable's direct, expansion, renewal, and partner sales channels

You'll Be Successful With:

• 5+ years of experience in a Sales Engineer, Solution Engineer, or Architect role in a B2B Enterprise SaaS organization
• 3+ years experience leading a technical team (driving, motivating, inspiring and empowering direct reports)
• Bachelor's degree in Computer Science, Engineering, or a related field, or equivalent experience
• Deep knowledge and contextual understanding of enterprise software systems including CRM, HRIS, Service Desk and Financial/ERP (think Peoplesoft, Workday, and Salesforce)
• Knowledge of how integrations are created with systems; integration points, frameworks, and best practices
• Demonstrated experience as a credible technologist in front of both senior-level IT decision makers as well as security, infrastructure, and enterprise application leaders
• Deep knowledge of Grants management and CSR solutions experience preferred, but not required
• Demonstrated success and tangible outcomes of driving best practice in a high growth organization and rapidly growing market
• Experience with end-to-end IT software and systems solution delivery from idea conception, design, development and transition into production operations and maintenance

Leadership Qualities We Value at Submittable

• Build relationships and trust through actions
• Able to contextualize and differentiate between immediate vs. future needs
• Take charge and demonstrate accountability to colleagues and internal stakeholders
• Promote cooperation, participation and sharing of ideas and information across organizational boundaries
• Collaborate, consult and involve others in the decision-making process
• Encourage and empower the team to ideate and innovate

Systems & Tooling Experience/Knowledge:

• CRM, ERP, GMS, CLM
• Integration Scripting: Python, Javascript, and Bash/CURL
• WSDL and flatfile integrations
• SQL, ETL/ELT, and Data Warehouse
• Postman for API experimentation
• Zapier
• Tableau, Looker, PowerBI
• Salesforce.com APEX

Salary Details: This position's annual total cash range is $170,000-$210,000 OTE (On Target Earnings). Our salary is just one component of Submittable’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, matching 401(k), and a commitment to career growth and professional development.

Position Location: Following a hybrid work model, this role will be in Bellevue, WA, or Missoula, MT. Employees are expected to be willing to work from one of our office locations twice a week or as needed by your team.