Head of Solutions

Responsibilities

• Team & Pipeline Coverage - Build and develop a Solutions team capable of handling 5-8 concurrent enterprise deals, ensuring every opportunity has rigorous technical coverage and no deal goes in undersolutioned.
• Internal Operating System - Systematize the solutioning process into a repeatable, well-documented playbook; design the team cadences - deal reviews, pipeline coverage checks, solutioning quality reviews - that drive consistency and keep standards high.
• Cross-Functional Operating Model - Define the handoffs, artifacts, and rhythms between Solutions, Sales, CS, and Engineering that eliminate implementation surprises and accelerate time to value.
• Product Expertise - Build a culture of deep product knowledge within the Solutions team - establishing the rhythms that keep the team sharp as the product evolves.
• Enablement & Documentation - Build and maintain the artifacts that make Solutions knowledge scalable and transferable: solutioning playbooks, discovery frameworks, integration guides, and AE-facing materials.
• Experience & Background:
• 10+ years in B2B SaaS - specifically at a company that went through hyper-scale and serves a significant Enterprise customer segment.
• 3+ years as an individual contributor Solutions Engineer
• 5+ years managing a team of Solutions Engineers
• Experience at an early-stage startup - ideally Series B or earlier, or fewer than 100 people at time of joining.
• Proven track record of personally serving as the senior Solutions lead on complex, multi-stakeholder enterprise deals - from first technical conversation through signed contract.
• Experience building or significantly scaling a Solutions function from the ground up - establishing process, team design, hiring, and cross-functional operating model where little existed before.
• Characteristics:
• Player-Builder - equally comfortable running a live solutioning session with a prospect's CTO and designing your team's operating model. You don't delegate the work you haven't mastered yourself.
• Solution Designer, Not A Product Demonstrator - you understand what a customer wants to achieve, their constraints, and how to configure a flexible platform to get them there. You sell outcomes, not features.
• Systems Builder - you naturally create repeatable frameworks, artifacts, and playbooks out of ambiguous, ad hoc situations. You leave every function more systematized than you found it.
• People Developer - invested in coaching and developing Solutions Engineers, creating a culture of product expertise, accountability, and high standards.
• You'll stand out if you have:
• Hands-on technical proficiency - comfortable using AI tools like Cursor or Claude Code to accelerate solutioning, documentation, and enablement work
• Experience solutioning a highly configurable platform - ideally Salesforce or a similar workflow/integration tool - and familiarity with how enterprise advisory firms use CRMs as their source of truth for client data
• Comfort going onsite with enterprise prospects and running multi-day working sessions
• Experience at an early-stage B2B SaaS company, especially during rapid growth

Benefits

Additional Information

Role overview: Lead Solutions Engineering at Dispatch - the technical function responsible for pre-sales solutioning, scoping, and driving the most technical parts of implementation (field mapping and permissions) from first discovery call through go-live. Serve as our most senior Solutions Engineer - personally leading solutioning on our most complex and strategic deals (a role currently held by the co-founder). Collaborate with the Head of CS and Head of Sales to define and refine the end-to-end process from deal pursuit through implementation - ensuring clean handoffs and a consistent customer experience. Work closely with Product and Engineering to surface insights from prospects and customers - translating field learnings into product direction. Accountable for three outcomes: deals move faster through technical discovery; implementations complete on time and to scope; integration misalignments surface in pre-sales, not mid-implementation.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at dispatch? Share your experience