Head of Solutions Architecture

About Orb

Orb is on a mission to revolutionize billing infrastructure for the modern era of AI and software. We empower businesses to align their monetization with product usage—whether through seats, consumption, feature limits, or hybrid pricing models. Our developer-first, data-driven approach enables companies to automate their billing processes and adapt their pricing strategies with ease.

With Orb, revenue workflows are seamless for every team: developers love our intuitive API and extensibility, product managers iterate on pricing and packaging faster, finance teams gain fine-grained reporting for revenue recognition, and customer-facing teams build trust through billing transparency. Companies like Vercel, Pinecone, and Replit rely on Orb to power their most critical revenue initiatives.

Backed by $44.1 million in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we’re building a hybrid, in-office culture in downtown San Francisco (3 days/week). Our team thrives on collaboration, focus, and kindness, with a shared commitment to solving high-impact problems for our customers. At Orb, every team member drives meaningful impact, and we’re just getting started.

About the role:

We’re looking for a Head of our Solution Architect team who is passionate about solving complex business challenges through innovative technical solutions. As the leader of the Solution Architect team at Orb, you will play a critical role in bridging the gap between technology and business strategy, helping our customers navigate their most challenging and complex billing and monetization issues. You will have the opportunity to directly influence Orb’s product and go-to-market strategies and significantly impact our company’s trajectory.

In this role you will:

• Design and execute strategic initiatives aimed at founding and evolving the SA programs at Orb, with a focus on predictably increasing revenue, and net new logo acquisition.

• Hire and manage a team of technical SAs to build a best-in-class prospect/customer experience that builds trust every step of the way. Shape our pre-sales culture that communicates thoughtfully with our customers’ engineering and finance teams. Develop the required internal infrastructure & processes to deliver differentiated prospect experiences focused on measurable business impact.

• Develop, automate, and scale customer lifecycle events including discovery & POC workflows, partnering with our customer success teams to ensure  continuity, and contractual capacity planning.

• Through the use of the Command of the Message framework, drive value and measurable customer outcomes. Consult with technical ICs, champions, and customer leadership to drive an effective multi-stakeholder collaboration.

• Learn and communicate technical and domain-specific product concepts fluently. Help to maintain a high bar for product mastery. Generate high-quality content including trainings, talks, blog posts, and product documentation. 

• Partner with our Product and Engineering teams to strategically surface insights from the field with a focus on predictable & repeatable processes. 

• Identify and surface broad customer trends and data in internal meetings. Partner with Sales, Customer success, and Marketing to ensure the full customer lifecycle is cohesive, thoughtful, and measured.

• Collaborating with customers to understand their business challenges and design effective technical solutions.

• Translating complex technical concepts into business-friendly language and vice versa, ensuring all stakeholders have a clear understanding.

• Working closely with Orb’s Product, GTM, and Customer Experience teams to provide feedback and insights that drive product improvements and customer success.

• Leading technical discussions and presentations with CTOs, Engineering, Product, and Finance leaders, as well as technical and business end users.

• Developing and maintaining a deep understanding of Orb’s products and services to effectively communicate their value to customers.

• Identifying and mitigating potential risks in customer implementations to ensure successful project outcomes.

• Contributing to the development of best practices and reusable assets for the Solution Architecture team.

About you:

• 6+ years of experience in a leadership capacity in a highly complex technical SA/SE organization

• 6+ years of experience in a technical role, preferably in SaaS, cloud infrastructure, or billing technology.

• Previous experience partnering with sales, product management, customer success to build process and repeatable motions

• Demonstrated ability to design and implement technical solutions that address complex business challenges through a value-selling lens. 

• Excellent ability to translate technical concepts into non-technical language and vice versa, tailored to the audience.

• Strong empathy and understanding of customer needs, with a proven track record of building and maintaining strong customer relationships.

• Experience working with cross-functional teams to drive successful outcomes.

• A continuous learner who stays curious about new technologies and methodologies.

• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

• Previous Sales Methodology training (e. g. MEDDIC, SPIN, Challenger Sales) is a plus.

• Not afraid to take calculated risks and innovate while balancing pragmatism.

• Ability to act as a thought leader by sharing best practices through forums such as Webinars, Orb blogs, whitepapers, reference architectures, and public-speaking events.

Please note: We value in-person collaboration and have built a hybrid, in office culture with 3 days/week at our HQ in downtown San Francisco. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun. Unless specifically noted in the job above, please plan to join us in person in San Francisco.

Benefits

• Excellent medical, dental, and vision insurance - 100% coverage for you and dependents

• Unlimited PTO (with 15 days minimum encouraged) plus one week of time off during the last week of December

• 401k plan

• 16-week paid parental leave with equity vesting

• Commuter stipend

• Catered lunches in the office

• Meaningful equity in the form of stock options and a unique ten-year exercise window

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.