Fieldguide
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Director,SolutionsEngineering
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“Director, Solutions Engineering at Fieldguide. Skills: Sales Engineering leadership, Solutions Engineering, AI architecture, enterprise SaaS, Vertical AI, CPA firms, audit and advisory practices, professional services, cloud infrastructure, security, data integration, team building, playbook development, ramp programs, demo standards, POC execution, technical forecasting. Lead and scale our pre-sales technical function. Own the demo motion, POC execution, technical close, and the playbook”
What You'll Achieve.
Win rate and average deal size on SE-supported strategic deals; Reduction in technical-cycle time from discovery to technical close; POC-to-close conversion rate and time-in-POC; SE team ramp time and quota attainment; Adoption of the SE playbook and reusable assets across the team; Roadmap influence: customer-driven product priorities sourced through SE feedback
Industry & Context.
technical objection handling; competitive response; analyze patterns across deals
What They're Looking For.
Must Have
8+ years in Sales Engineering, 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, technical depth on modern AI architecture, cloud infrastructure, security, and data integration, 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, cross-functional muscle with Product and Engineering, Comfortable in the trenches
Nice to Have
Low ego, constant learner, coachable in real time
What You'll Do.
Lead and scale our pre-sales technical function
Own the end-to-end pre-sales technical motion across discovery
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
and the operating cadence that converts POCs into closed deals rather than open-ended pilots
Lead technical conversations with firm CIOs
and architecture review boards on AI architecture
and integration patterns
Build the bench so this is not a one-person dependency
Build the Solutions Engineering playbook
and certification program
Standardize the reusable assets (demo flows
reference architectures
technical objection handling) so every Solutions Engineer shows up at a consistent bar
and coach the existing Solutions Engineering team
Define when Solutions Engineers engage
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
Make sure every Solutions Engineer can win the technical bake-off
Iterate on the playbook
and coverage model based on win/loss patterns
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
Set the standard for what AI-native Solutions Engineer work looks like at Fieldguide
and to pull your team there with you
How You'll Work.
Team & Collaboration
Work side by side with Sales, Product, Engineering, and Customer Success leadership; 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; cross-functional muscle with Product and Engineering; influenced roadmaps while maintaining collaborative relationships
Communication Scope
hold their own on AI architecture, data residency, security, and platform integrations, to c-suite firm leaders (CIOs, CISOs, etc. ); Lead technical conversations with firm CIOs, CISOs, and architecture review boards
Process & Methodology
POC scoping, success criteria, exit criteria, operating cadence, Deal Coverage Model, coverage model
Full Job Description
ABOUT US Fieldguide is establishing a new state of trust for global commerce and capital markets through automating and streamlining the work of assurance and audit practitioners specifically within cybersecurity, privacy, and financial audit. Put simply, we build software for the people who enable trust between businesses. We’re based in San Francisco, CA, but built as a remote-first company that enables you to do your best work from anywhere. We're backed by top investors including Growth Equity at Goldman Sachs Alternatives, Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, Elad Gil, and more. We value diversity — in backgrounds and in experiences. We need people from all backgrounds and walks of life to help build the future of audit and advisory. Fieldguide’s team is inclusive, driven, humble and supportive. We are deliberate and self-reflective about the kind of team and culture that we are building, seeking teammates that are not only strong in their own aptitudes but care deeply about supporting each other's growth. As an early stage start-up employee, you’ll have the opportunity to build out the future of business trust. We make audit practitioners’ lives easier by bringing together up to 50% of their work and giving them better work-life balance. If you share our values and enthusiasm for building a great culture and product, you will find a home at Fieldguide. OVERVIEW As a Director of Solutions Engineering, reporting to the VP of Revenue, you will lead and scale our pre-sales technical function at Fieldguide. You will be a technical counterpart, who can hold their own on AI architecture, data residency, security, and platform integrations, to c-suite firm leaders (CIOs, CISOs, etc.). This role owns the demo motion, POC execution, technical close, and the playbook that gets every Solutions Engineer on the team to a consistent bar. You will work side by side with Sales, Product, Engineering, and Cus
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