Solutions Engineer

This is a role posted by Reval Recruiting on behalf of a client

Solutions Engineer, GTM

Location: New York or London

Workplace: Hybrid

Employment Type: Full-time

Visa: This role offers visa sponsorship.

This role is posted on behalf of the following client: A leading AI time platform for professional services firms that helps organizations capture, analyze, and optimize work time data. The company serves major accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and processes more than 1 billion work activities annually. It is backed by notable investors including Google Ventures, IVP, Anthos, Upfront Ventures, and prominent technology leaders.

Role Overview

The client is hiring an experienced technical pre-sales Solutions Engineer to join its go-to-market team. This role spans product demonstrations, technical discovery, security and data protection expertise, customer questionnaires, implementation scoping, API and on-premise integration discussions, and deep technical walkthroughs for customers and prospects.

The Solutions Engineer will design proof-of-value exercises, support the sales team with technical objection handling, define technical differentiation, and help improve platform time-to-value through strong pre-sales technical work. As a senior role, this position also includes identifying automation opportunities and writing code to improve internal workflows, implementation speed, and customer deployment experiences.

What You'll Do

• Conduct tailored product demonstrations for prospects across law firms, accounting firms, and professional services organizations, highlighting time tracking, AI capabilities, integrations, and measurable business outcomes.
• Lead technical discovery sessions to understand prospect architecture, existing technology stacks, integration requirements, security needs, compliance requirements, and implementation scope.
• Design, scope, and execute proof-of-value exercises that validate the platform’s value proposition within prospective customer environments.
• Own technical responses for RFPs, security questionnaires, vendor onboarding forms, and compliance documentation related to SOC 2, HIPAA, GDPR, and similar frameworks.
• Serve as a subject matter expert on information security, data protection, encryption, data residency, privacy regulations, AI/ML capabilities, APIs, infrastructure, and enterprise integrations.
• Assess and document integration requirements with practice management systems, ERP systems, SSO providers, and other enterprise applications.
• Conduct deep technical architecture sessions explaining platform data flows, AI models, API capabilities, infrastructure, and security architecture.
• Partner with Account Executives throughout complex sales cycles, providing technical support on customer calls, handling objections, and supporting deal strategy.
• Ensure smooth handoffs from pre-sales to implementation teams through strong documentation, scoping accuracy, and technical context.
• Maintain and improve demo environments so they reflect current product capabilities and high-quality demo standards.
• Develop sales enablement materials and training for Account Executives on technical positioning, demo flows, and common technical objections.
• Identify repetitive pre-sales and implementation workflows that can be automated, and write code or scripts to improve team efficiency and time-to-value.
• Collaborate with Product, Engineering, Customer Success, and Implementation teams to communicate customer requirements, competitive insights, and feature requests.

Who You Are

• 5 years of experience in a Solutions Engineering, Sales Engineering, or Technical Consulting role within B2B SaaS.
• Strong understanding of enterprise software architectures, cloud infrastructure, integration patterns, APIs, and enterprise implementation workflows.
• Familiarity with AWS, Azure, VPCs, encryption at rest and in transit, data residency, and enterprise security architecture.
• Working knowledge of security and compliance frameworks such as SOC 2, ISO 27001, GDPR, HIPAA, and CCPA.
• Experience scoping and supporting technical implementations, including integrations with third-party enterprise systems.
• Proficiency in at least one programming language such as Python, JavaScript, or a similar language for scripting and automation.
• Experience with data analytics and data engineering concepts, including BI tools, ETL/ELT, SQL, APIs, and JSON.
• Experience with enterprise authentication and SAML SSO tools such as Active Directory, Okta, or Auth0.
• Proven track record supporting complex enterprise sales cycles from discovery through close.
• Experience designing and executing proof-of-value or proof-of-concept programs.
• Skilled at responding to RFPs, security questionnaires, technical diligence requests, and enterprise vendor assessments.
• Ability to translate complex technical concepts into business value for technical and non-technical audiences, including C-level executives.
• Exceptional demonstration, presentation, and communication skills.
• Experience using MEDDIC or MEDPICC frameworks for technical pre-sales qualification.
• Experience selling or implementing software for professional services organizations such as law firms, accounting firms, or consulting firms is strongly preferred.
• Familiarity with practice management systems such as Elite 3E, SAP, Aderant, or Clio is a plus.
• Knowledge of time tracking, billing, financial management workflows, law firm or accounting firm economics, and profitability metrics is a plus.
• Experience with AI/ML concepts, AI security, LegalTech, accounting technology, data privacy, data sovereignty, change management, or enterprise software adoption strategies is a plus.

Compensation

• Salary: $182,000 - $260,000 per year
• Equity: Equity is included as part of employee benefits.