New GTM Manager, Solutions Engineering San Francisco, CA - Full time

Factory; San Francisco (CA); On-site; USD 180,000 - 230,000; Full time

Job summary

Factory is hiring a Solutions Engineering Manager to build and lead the Mid‑Market Solutions Engineering team in San Francisco. This role covers the full customer lifecycle—from discovery and pre‑sales demos to production rollout and ongoing adoption—working with Sales, Product, and Engineering to drive technical wins.

You will recruit and coach founding engineers, define operating playbooks, and own metrics like win rate and time-to-technical-win while maintaining direct customer engagement as

Qualifications

• Experience leading Solutions Engineering, Field Engineering, or similar teams in enterprise software.
• Proven ability to source, assess and hire senior technical talent.
• Strong foundation in modern software development workflows, developer tooling, CI/CD, and AI coding tools.
• Ability to partner with Sales while protecting technical integrity and customer trust.
• Comfort in high-pressure, customer-facing environments; can take over stalled evaluations.
• Operational discipline: track win rates and pilot outcomes with data-driven approach.

Responsibilities

• Build and lead the Mid‑Market Solutions Engineering team, recruiting founding engineers.
• Define and implement the team's operating playbook across discovery, pilots, security reviews, production rollout and adoption.
• Own the team's technical win rate, time-to-technical-win, and post‑sales expansion; report to GTM leadership.
• Partner with Sales leadership and Account Executives to run high‑quality technical discovery, demos, and PoCs.
• Carry accounts during ramp; serve as escalation point for complex evaluations and high-stakes mid‑market deals.
• Onboard, coach, and develop Solutions Engineers; set expectations and career paths.

Skills

Leadership

People management

Pre-sales

Enterprise software

Executive communication

Hiring

Education

Bachelor's in CS/Engineering

Tools

CI/CD pipelines

DevOps tooling

LLM tooling

Security reviews

Job description

Our mission is to create a world where software builds and improves itself.

We build the platform for self‑improving software development, helping the world's largest enterprise engineering teams turn their organizations into autonomous software factories. Customers including Nvidia, Blackstone, Royal Bank of Canada (RBC), Palo Alto Networks, Adobe, and T-Mobile run Factory to ship code, review PRs, run tests, and deploy continuously — getting smarter with every cycle.

In 2026, we raised $200M at a $5B valuation, bringing our total funding to over $400M. We are backed by world‑class investors and operators including Khosla Ventures, Sequoia, Blackstone, Ali Ghodsi (CEO of Databricks), and Frank Slootman (Former CEO of Snowflake).

About the Role

Factory is hiring a Solutions Engineering Manager to build the Mid‑Market Solutions Engineering team. Our Mid‑Market Solutions Engineers own the full customer lifecycle, pre‑sales and post‑sales: discovery, demos, proofs of concept, security and architecture reviews, pilot delivery, and the ongoing adoption and expansion of Factory once a customer is live. You will help build out the team, define how it runs, and own both the technical win and the production outcome for our fastest‑growing mid‑market accounts.

You will hire and coach the people who do this work, set the standard for how it is done, and stay close enough to the accounts to do it yourself when it matters. You will work directly with Mid‑Market Sales leadership, and closely with Product and Engineering. This is a hands‑on, zero‑to‑one leadership role at the intersection of Sales, Product, and Engineering. It suits someone who combines real technical fluency, strong people leadership, and sound judgment under deal pressure.

What you will do and achieve

Build the Mid‑Market Solutions Engineering team: define the hiring profile, recruit and close the founding Solutions Engineers, and grow the team with the Mid‑Market pipeline

Design and iterate the team's operating playbook across the full lifecycle: discovery, pilot scoping, success metrics, security and compliance reviews, production rollout, and ongoing adoption and expansion

Own the team's technical win rate, time‑to‑technical‑win, pilot‑to‑production conversion, and post‑sales adoption and expansion; report them to GTM leadership and use them to coach the team

Partner with Sales leadership and Account Executives to run high‑quality technical discovery, demos, and proofs of concept that tie directly to customer outcomes

Carry accounts directly while the team ramps, and serve as the escalation point for complex evaluations, at‑risk deployments, and high‑stakes mid‑market deals, including CTO, VP Engineering, and Security stakeholders

Onboard, coach, and develop Solutions Engineers; set clear expectations, career paths, and performance standards, and shorten ramp time with structured enablement

Act as the voice of the field internally, feeding customer and prospect insight back to Product and Engineering

Qualifications

You do not need to meet every requirement to be a strong candidate. If this role excites you and you have related experience, we encourage you to apply.

2+ years leading Solutions Engineering, Field Engineering, Solutions Architecture, or customer engineering teams in enterprise software, spanning pre‑sales and post‑sales, including at least one team you built or scaled from a small starting point

A strong hiring track record: you know how to source, assess, and close senior technical customer‑facing talent

A strong technical foundation and fluency in modern software development workflows, developer tooling, CI/CD, and AI coding tools

Proven ability to partner with Sales while protecting technical integrity and customer trust

Comfort in high‑pressure, customer‑facing environments; you can take over a stalled evaluation or a struggling deployment and move it forward

Operational discipline: you track technical win rates and pilot outcomes and run a team on the numbers, not on anecdotes

Executive presence and clear communication with developers, architects, and CTOs alike

A builder mindset: you thrive in a fast‑moving startup and create structure where little exists

Nice to have

Hands‑on experience with agentic coding tools, LLM‑based products, or developer platform sales

Background as a software engineer or in a technical consulting role

Experience standing up a new team or function for a high‑growth company

This is an in-office position (5 days/week) in San Francisco. Expect travel to customer sites as needed.