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 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 Dispatch provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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 federal, state or local laws.