Director, Solutions Engineering

Fieldguide

Director of Solutions Engineering leading pre-sales technical function at Fieldguide. Enhancing audit services through automation and AI integration for better trust in commerce.

Posted 5/18/2026full-timeRemote • 🇺🇸 United StatesLead💰 $220,000 - $240,000 per yearWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Own the end-to-end pre-sales technical motion across discovery, demo, POC, security review, and technical close. Set the technical strategy for our top strategic deals and engage on the highest-leverage opportunities.
Define what a great demo looks like at Fieldguide and raise the bar across the team. Own POC scoping, success criteria, exit criteria, and the operating cadence that converts POCs into closed deals rather than open-ended pilots.
Lead technical conversations with firm CIOs, CISOs, and architecture review boards on AI architecture, data residency, model governance, security, and integration patterns. Build the bench so this is not a one-person dependency.
Build the Solutions Engineering playbook, ramp plan, and certification program. Standardize the reusable assets (demo flows, reference architectures, security responses, technical objection handling) so every Solutions Engineer shows up at a consistent bar.
Hire, develop, and coach the existing Solutions Engineering team.
Partner with Product and Engineering on roadmap influence, customer feedback synthesis, and competitive response. Partner with Customer Success on technical handoff and post-sales continuity.
Define when Solutions Engineers engage, at what stage, and at what intensity. Build the coverage model that gives AEs leverage without spreading SEs thin.
Own the technical battlecards, demo objection responses, and proof points across the competitive set (Auditboard, GRC platforms, low-cost emerging entrants). Make sure every Solutions Engineer can win the technical bake-off.
Iterate on the playbook, ramp, and coverage model based on win/loss patterns, technical objections, and customer feedback.
Use AI tools daily in your own work to build demos, personalize POC environments, generate technical content, and analyze patterns across deals. We expect you to set the standard for what AI-native Solutions Engineer work looks like at Fieldguide, and to pull your team there with you.

Requirements

What you’ll need

8+ years in Sales Engineering, with at least 3 years in a leadership role at an enterprise SaaS or Vertical AI company.
Experience selling to or working within CPA firms, audit and advisory practices, or professional services.
Strong technical depth on modern AI architecture, cloud infrastructure, security, and data integration. You can hold a credible conversation with a firm CIO without needing backup.
Proven track record building Solutions Engineering teams, playbooks, and ramp programs from the ground up.
Operating rigor on demo standards, POC execution, and technical forecast accuracy. You measure your team and your motion.
Strong cross-functional muscle with Product and Engineering. You have influenced roadmaps while maintaining collaborative relationships.
Comfortable in the trenches. You will still run the most strategic demos and POCs.
Low ego, constant learner, coachable in real time.

Benefits

Comp & perks

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Hard Skills & Tools

AI architecturecloud infrastructuredata integrationdemo standardsPOC executiontechnical forecast accuracySolutions Engineering playbooksramp programssecurity reviewtechnical objection handling

Soft Skills

leadershipcoachingcollaborationcross-functional communicationconstant learnerlow egostrategic thinkingtechnical conversationinfluenceoperating rigor