Head of Solutions

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. What you'll own: - 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. - Strong Client-Facing Presence — you command a room with senior technical buyers, hold your own in deep technical conversations at the CTO level, adapt your communication style across Sales, CS, Engineering, and the C-suite, and translate complex requirements into crisp documentation everyone can act on. - 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 accelerat