Director of Solutions Engineering

About the role

We’re looking for a dynamic, hands-on, and strategic Director of Solutions Engineering to build and lead a high-performing team of pre-sales and solutions engineers across our travel and spend management products. If you’re passionate about solving real customer problems, simplifying complexity, and scaling a best-in-class pre-sales function, we’d love to talk.

This is a key leadership role that will shape how we position our platform with prospective customers—from discovery to demo to deal - helping us accelerate customer acquisition and platform adoption. Reporting into our SVP Sales EMEA, you will initially lead a team across EMEA to support complex deal cycles, with plans to scale. 

You’ll be the technical linchpin in the sales process, working closely with company wide stakeholders including Sales, Product, and Marketing to craft compelling, solution-led narratives that resonate in complex, high-value deals.

 

What you will do

Lead and Build the Team

• Build and lead our pre-sales team across both travel and spend products to successfully deliver our big ambitions 
• Set the strategy, structure, and operating rhythm for how and when this team engages with prospect customers
• Create scalable processes that shorten sales cycles, boost win rates, and establish trust

Enable Sales to Win

• Be the go-to technical partner for the sales team
• Own how we showcase our platform, especially around ERP integrations (e.g. NetSuite, SAP, Oracle, Microsoft Dynamics) and HR integrations 
• Drive product mastery within the Sales team and continuously raise the bar on demo excellence

Design Smart Solutions

Lead the team in: 

• Conducting in-depth discovery to understand prospects’ financial ecosystems and pain points
• Architecting thoughtful, value-driven solutions—whether via live demos, technical deep-dives, or custom POCs
• Translating customer needs into clear value stories that resonate with CFOs, finance leads, and IT stakeholders

Partner with Customers and Cross-Functional Teams

• Build strong relationships with finance and IT leaders at prospects—be seen as a trusted advisor
• Partner closely with Product and Marketing to ensure we’re surfacing the right insights from the field and feeding them back into the roadmap and messaging

Drive Operational Excellence

• Create repeatable processes, tools, and demo environments to support a growing global team
• Track and optimize team performance with a data-driven mindset

What We’re Looking For

Pre-Sales Leadership Experience

• 5+ years in a technical, customer-facing SaaS role (solution consulting, sales engineering, pre-sales)
• 3+ years hiring, coaching and leading a high-performing pre-sales or solutions team

Finance & Spend Domain Expertise

• Strong understanding of Finance workflows—procure-to-pay, expense, AP automation, corporate cards
• Experience in business travel tech is a bonus

Integration Know-How

• Deep familiarity with ERP systems and integration architectures
• Confident talking about APIs and data workflows with technical and non-technical audiences alike

A Natural Communicator

• You’re a great storyteller who can make technical topics accessible and compelling
• Strong written and verbal skills, with an ability to tailor your message to any audience

Strategic & Outcome-Oriented

• You think beyond demos—you align your team’s work to the bigger commercial  picture
• You’re analytical by nature and comfortable making decisions based on data