Solutions Engineer, Mid-Market West (Pre-Sales)

hightouch; United States; Remote; USD 112,000 - 154,000; Full time

Benefits offered by this job

Equity

Job summary

Hightouch is seeking a Mid-Market West Solutions Engineer to own the technical side of complex B2B sales opportunities. You will guide prospects from discovery through demonstrations, proof-of-concept engagements, and technical validation, translating data, marketing, and AI requirements into credible solutions while building trust with executives and engineers.

The role emphasizes remote-first collaboration, with travel for customer and team engagements.

Qualifications

• Minimum two years of progressive pre-sales or Solutions Engineering experience involving complex, multi-stakeholder solution architecture.
• Demonstrated ability to run technical discovery, whiteboarding, and solution design for both technical and business audiences, including senior executives.
• Strong familiarity with cloud data warehouses, data modeling, data engineering, integrations, and APIs.
• Proven ability to develop technical champions and influence buying committees across engineering, marketing, and leadership.
• Experience with competitive sales motions and value-selling methods such as MEDDPICC, Command the Message, or comparable frameworks.
• Clear communication, strong presentation skills, sound business judgment, and comfort navigating ambiguity.

Responsibilities

• Lead technical discovery into a prospect’s data architecture, marketing workflows, business objectives, and decision criteria.
• Translate customer needs into differentiated requirements, solution designs, architectural whiteboards, and persuasive demonstrations.
• Scope, design, execute, and validate proof-of-concept projects with the rigor needed for complex sales cycles.
• Build relationships with data engineers, architects, marketing technologists, marketing leaders, and executive stakeholders.
• Help customers evaluate AI workflows, data activation, and agent-based decisioning capabilities.
• Partner with Product and Engineering on go-to-market strategy for emerging AI and agentic offerings.

Skills

Pre-sales experience

Solution architecture

Data warehouses

Data modeling

Executive communication

MEDDPICC

Job description

Role overview

The Mid-Market West Solutions Engineer owns the technical side of complex B2B sales opportunities. Working alongside Account Executives, this role guides prospects from discovery and architecture through tailored demonstrations, proof-of-concept engagements, technical validation, and decision-making. The position is suited to someone who can translate data, marketing, and AI requirements into credible solutions while building trust across technical, business, and executive audiences.

Responsibilities

• Lead technical discovery into a prospect’s data architecture, marketing workflows, business objectives, and decision criteria.
• Translate customer needs into differentiated requirements, solution designs, architectural whiteboards, and persuasive demonstrations.
• Scope, design, execute, and validate proof-of-concept projects with the rigor needed for complex sales cycles.
• Build relationships with data engineers, architects, marketing technologists, marketing leaders, and executive stakeholders.
• Help customers evaluate AI workflows, data activation, and agent-based decisioning capabilities.
• Partner with Product and Engineering on go-to-market strategy for emerging AI and agentic offerings.
• Use modern AI tools to improve the efficiency, creativity, and customer impact of the Solutions Engineering process.

Requirements

• At least two years of progressive pre-sales or Solutions Engineering experience involving complex, multi-stakeholder solution architecture.
• Demonstrated ability to run technical discovery, whiteboarding, and solution design for both technical and business audiences, including senior executives.
• Strong familiarity with cloud data warehouses, data modeling, data engineering, integrations, and APIs.
• Proven ability to develop technical champions and influence buying committees across engineering, marketing, and leadership.
• Experience with competitive sales motions and value-selling methods such as MEDDPICC, Command the Message, or comparable frameworks.
• Clear communication, strong presentation skills, sound business judgment, and comfort navigating ambiguity.

Nice to have

• Experience with customer data platforms, reverse ETL, marketing automation, data warehouses, or related technologies.
• Background working with data engineering, analytics, or data-science teams.
• Experience in a high-growth B2B SaaS environment.

Benefits and work setup

The role follows a remote-first model and requires travel for customer and team engagements. Listed compensation is $112,000–$154,000 in base salary and $160,000–$220,000 in on-target earnings, plus meaningful equity. Success is expected to progress from product and demonstration fluency during the first three months to independently handling complex, multi-product opportunities within six months.