Head of Solutions Engineering (m/f/d)

Lobster; Tutzing; Hybrid; EUR 110,000 - 160,000; Full time

Benefits offered by this job

Learning & Development budget

Up to 30 days remote per year (EU)

Company Pension plan

30 vacation days per year

Company-sponsored business travel

Job summary

Lobster is seeking a Head of Solutions Engineering to lead a team of seven across Tutzing and Amsterdam, overseeing the technical pre-sales cycle from demos to proof of concepts. The role sits at the crossroads of Sales, Product, and Engineering and requires building a high-impact pre-sales function that can tailor concepts for diverse customers.

You will shape strategy, develop implementation approaches, and collaborate with Sales, Engineering, and Professional Services to drive deals.

Qualifications

• Solid experience leading or building a technical pre-sales or Solutions Engineering team.
• Experience running technical needs assessments and uncovering business requirements.
• Experience mapping personas in the buying cycle and building technical champions.
• Bachelor’s or Master’s degree.
• Fluent English; German is a plus.
• Experience with data integration technologies (APIs, EDI, IoT, ETL, EAI, message bus).
• Understanding of customer processes in retail/wholesale, manufacturing, and logistics.

Responsibilities

• Lead and grow the Solutions Engineering team.
• Shape technical pre-sales strategy and processes.
• Own the end-to-end technical sales cycle.
• Identify and develop technical champions at customers.
• Design and present tailored solution concepts.
• Develop implementation approaches for prospective customers.
• Collaborate with Sales, Engineering, and Professional Services; help close deals.

Skills

Leading pre-sales team

Pre-sales discovery / needs analysis

Persona mapping in buying cycle

Technical presentations & demos

Travel willingness

Fluent English

German language helpful

Education

Bachelor's degree

Master's degree

Tools

APIs

EDI

IoT

ETL

EAI

Message bus

Job description

Position Overview:

We are looking for a Head of Solutions Engineering to lead our Solutions Engineering team.

Solutions Engineering sits at the intersection of Sales, Product and Engineering, running the technical side of every deal that matters: demos, proof of concepts, and the detailed answer to “can the Lobster Data Platform actually do this.”

You'll lead a team of 7 Solutions Engineers working hybrid across our Tutzing and Amsterdam offices.

You’ll get to take ownership of:

• Building and leading the Solutions Engineering team
• Shaping technical pre-sales strategy and process
• Owning the end-to-end technical sales cycle
• Identify and develop technical champions at customers
• Design and present tailored solution concepts
• Develop implementation approaches for prospective customers
• Work closely with Sales, Engineering, and Professional Services
• Work hand in hand with the sales team to close deals

What You’ll Bring:

• Solid experience years leading or building a technical pre-sales or Solutions Engineering team
• Confidence running technical needs assessments and uncovering underlying business requirements
• Experience mapping key personas in the buying cycle, tailoring the story to each stakeholder, and building technical champions
• Bachelor’s, Master’s, or a comparable degree
• Fluent English, German is a plus
• Real-world experience with several forms of data integration (APIs, EDI, IoT, ETL, EAI, message bus) and the business processes behind them
• Good understanding of customer processes and core systems in retail/wholesale, manufacturing, and logistics
• Compelling technical presentations, demos and proof of concepts, on both a business and a technical level
• Nice-to-have: experience with B2B sales qualification frameworks (e.g. MEDDPICC)
• Willingness to travel multi-day for company events and team meetings

You can look forward to:

• Modern offices in Germany and the Netherlands
• A personal Learning & Development budget
• Up to 30 days of remote work per year from any EU country
• 2 additional paid days off on Christmas Eve and New Year's Eve
• Company Pension plan
• 30 vacation days a year
• Location‑specific benefits packages (your recruiter will be happy to provide more details during your first chat)
• Company-sponsored business travel

Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions.