Director, Solutions Engineering

Fieldguide Inc.

Job Overview

Location

Remote (USA)

Job Type

Full-time

Full Job Description

📋 Description

• Lead and scale Fieldguide’s pre-sales technical function as the Director of Solutions Engineering, reporting to the VP of Revenue, owning the end-to-end motion from discovery to technical close.
• Define and elevate the standards for demos and proof-of-concept (POC) execution, including scoping, success criteria, exit criteria, and operating cadence to convert POCs into closed deals, not open-ended pilots.
• Serve as the primary technical counterpart to C-suite leaders at enterprise clients — including CIOs, CISOs, and architecture review boards — on AI architecture, data residency, model governance, security, and platform integrations.
• Build and institutionalize the Solutions Engineering playbook, including reusable assets such as demo flows, reference architectures, security response templates, and technical objection handling guides to ensure consistent performance across the team.
• Develop and implement a ramp plan and certification program for Solutions Engineers to standardize onboarding, accelerate productivity, and ensure competency across all team members.
• Hire, coach, and develop the existing Solutions Engineering team, fostering growth and accountability while maintaining a culture of humility and mutual support.
• Partner closely with Product and Engineering teams to synthesize customer feedback, influence product roadmaps, and align technical positioning with product capabilities.
• Collaborate with Customer Success leadership to ensure seamless technical handoffs and maintain continuity between pre-sales and post-sales experiences.
• Design and refine the Solutions Engineer coverage model to optimize engagement intensity and timing, ensuring sales representatives are adequately supported without overextending the SE team.
• Own competitive technical positioning by developing battlecards, objection responses, and proof points against competitors such as Auditboard, GRC platforms, and emerging low-cost entrants.
• Drive continuous improvement of the SE playbook, ramp process, and coverage model using win/loss analysis, customer feedback, and technical objection trends.
• Demonstrate and champion AI-native workflows by daily using AI tools to build demos, personalize POC environments, generate technical content, and analyze deal patterns, setting the standard for the team.
• Personally lead the most strategic demos and POCs to maintain technical credibility and model excellence, even while managing a growing team.
• Measure and track key performance indicators including win rate and average deal size on SE-supported deals, reduction in technical-cycle time, POC-to-close conversion rate, SE team ramp time, quota attainment, and adoption of standardized assets.
• Ensure all Solutions Engineers are equipped to win technical bake-offs through consistent, high-quality demonstrations and credible responses to enterprise-level security and compliance concerns.
• Actively contribute to building a culture of inclusivity, continuous learning, and support within Fieldguide’s remote-first, early-stage startup environment.

🎯 Requirements

• 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; ability to hold credible conversations with CIOs without 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; ability to measure and improve team performance
• Strong cross-functional collaboration experience with Product and Engineering teams to influence roadmaps while maintaining collaborative relationships

🏖️ Benefits

• Remote-first work environment with flexibility to work from anywhere in the USA
• Opportunity to build the future of audit and advisory technology at an early-stage startup backed by top investors including Goldman Sachs Alternatives, Bessemer Venture Partners, Y Combinator, and more
• Direct impact on shaping the culture, product, and technical strategy of a company reinventing trust in global commerce
• Exposure to cutting-edge AI integration in enterprise software and the chance to set the standard for AI-native Solutions Engineering workflows

Skills & Technologies

Remote

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Fieldguide Inc.

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About Fieldguide Inc.

Fieldguide builds AI workflow automation software for advisory and assurance firms, combining generative AI, large language models and no-code orchestration to digitize risk assessments, evidence collection, report writing and continuous monitoring across SOC 2, PCI-DSS, HIPAA, HITRUST, ISO 27001 and other compliance frameworks. The cloud platform unifies client portals, project management, collaboration and analytics so CPA, cybersecurity and risk-consulting teams can reduce manual tasks, accelerate audits and scale advisory services while maintaining security and quality standards for mid-market to enterprise clients.

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