Solutions Engineer

Who you are

• We're looking for someone equally comfortable whiteboarding API architecture with a prospect's engineering team as they are building the business case with a Chief Compliance Officer
• 3+ years in a pre-sales or customer-facing technical role such as Solutions Engineer, Sales Engineer, Solutions Consultant, Solutions Architect, or similar
• Experience selling or supporting B2B SaaS products with API-first or data-centric integrations
• Strong familiarity with APIs, data workflows, and SQL—you're comfortable reading and debugging requests/responses, exploring data, and demonstrating technical products credibly to engineering audiences
• Proven track record supporting mid-market and enterprise sales cycles, ideally including fintechs, financial institutions, or other regulated companies with complex evaluations
• Comfortable managing multiple active deals at once—prioritizing effectively, context-switching across opportunities, and keeping deals moving
• Excellent communicator who can translate between technical details and business impact for different audiences (engineers, product managers, risk/compliance, and executives)
• Competitive problem solver with a bias toward action—you're motivated by winning deals, digging into ambiguous requirements, and finding the path to yes
• Familiarity with identity verification, fraud, compliance, or onboarding workflows in regulated industries (e.g. banking, fintech, insurance)
• Early-stage startup experience building demo environments, sales enablement assets, and repeatable technical sales processes

What the job involves

• We're looking for a Solutions Engineer to own the technical win across Middesk's sales cycles
• In this role, you'll partner with Account Executives from first discovery call through signed contract, serving as the technical authority that gives prospects the confidence to build their business on Middesk
• You'll serve as a trusted technical advisor to prospects: understanding their business and compliance requirements, mapping their needs to Middesk's platform, running compelling demos and technical evaluations, and designing integration architectures that de-risk the buying decision
• Beyond direct deal impact, your expertise will influence Middesk's product direction as you synthesize prospect feedback and competitive intelligence to shape our roadmap and GTM strategies
• Reporting to the Director of Solutions Engineering, this is a highly visible, customer-facing role in a high-growth, execution-driven environment
• Own the technical win by partnering with Account Executives throughout the sales cycle—leading technical discovery, qualifying requirements, and driving deals to close by removing technical objections and building champion confidence
• Run discovery and solution design by understanding each prospect's onboarding workflows, risk and compliance requirements, and technical environment, then mapping those needs to Middesk's APIs, data products, and verification workflows
• Deliver compelling demos and presentations by tailoring product demonstrations to each audience—from hands-on API walkthroughs for engineers to business-impact narratives for risk, compliance, and executive stakeholders
• Lead technical evaluations and proofs of concept by scoping success criteria, supporting prospects through sandbox testing and data evaluations, and translating results into a clear case for Middesk
• Design integration architectures by advising prospects on scalable, resilient implementation approaches that fit their compliance, risk, and operational needs, especially in high-volume or regulated environments
• Handle technical diligence by owning responses to RFPs, security questionnaires, and technical deep-dives, and coordinating with internal teams on complex requirements
• Ensure a clean handoff to post-sales by documenting solution designs, requirements, and commitments so implementation teams can take new customers to production quickly and without surprises
• Champion the voice of the prospect internally by synthesizing feedback, feature gaps, and competitive intelligence, and collaborating with Product, Engineering, and Marketing to sharpen our roadmap and positioning

Benefits

• Healthcare: We take care of you premiums for medical, dental, and vision.
• Unlimited PTO: We have an unlimited PTO policy and encourage you actually to use it.
• Ownership: We offer a stake in the company to every full-time employee through stock options.
• 401(k): We make it easy to save money for retirement.
• Parental leave: We offer three months of paid parental leave to any parent.
• Hybrid work: We have offices in San Francisco and New York and also offer the ability to work remotely.
• Catered lunches: We offer catered lunches on days that you're in the San Francisco or New York office.