Solutions Engineer, Mid-Market West (Pre-Sales) San Francisco Office

Hightouch; San Francisco (CA); Remote; USD 112,000 - 220,000; Full time

Job summary

Hightouch is seeking a Mid-Market Solutions Engineer to own the technical win alongside Account Executives. You will lead discovery, architect solutions, deliver tailored demos, and drive rigorous validation to close enterprise deals.

You’ll build deep relationships with data engineers, architects, and marketing technologists, navigate multi-stakeholder buying committees, and shape go-to-market strategy for AI and data activation initiatives.

Qualifications

• 2+ years of progressive pre-sales or solutions engineering experience.
• Ability to lead technical discovery, architectural whiteboarding, and design for technical and business audiences including C-suite.
• Deep familiarity with modern data ecosystems: cloud data warehouses, data modeling, data engineering, integrations, and APIs.
• Proven ability to build technical champions and influence complex buying committees across teams.
• Experience in competitive sales motions; familiarity with value-selling frameworks is a plus.
• Intellectual curiosity, high ambition, humility, and a team-first mindset.

Responsibilities

• Lead technical discovery to understand a customer’s data architecture and business objectives, translating into solution requirements.
• Design and deliver tailored product demonstrations and architectural solutions across Hightouch’s products.
• Run proofs-of-concept end-to-end: scope, design, execute, validate to close complex enterprise deals.
• Build deep technical relationships with data engineers, architects, and marketing technologists.
• Navigate complex buying committees, engaging with technical teams, marketing leaders, and executives.

Skills

Pre-sales experience

Technical discovery

Data ecosystems

Build technical champions

Competitive sales

Curiosity & humility

Team orientation

Tools

MEDDPICC

Command the Message

Job description

About the Role

This role is for someone who wants to own the technical win. As a Mid-Market Solutions Engineer at Hightouch, you will partner with your Account Executives to drive the full technical sales motion from deep discovery and architectural solutioning to tailored product demonstrations and rigorous technical validation. You will own relationships with technical champions, co-develop account strategy, and guide customers to our solutions by navigating complex, multi-stakeholder buying committees and running competitive enterprise sales cycles. We leverage a disciplined value-selling motion, and are looking for deep experience in sales cycles where you have had to earn the technical win, not assume it.

What You’ll Do

• Lead technical discovery to deeply understand a customer’s data architecture, marketing workflows, and business objectives; and translate that into differentiated requirements and a compelling solution design.

• Design and deliver tailored product demonstrations and architectural solutions spanning Hightouch’s suite of products.

• Run proof-of-concept engagements end-to-end: scoping, designing, executing, and validating with the discipline and rigor required to close complex enterprise deals.

• Build deep technical relationships with data engineers, architects, and marketing technologists becoming their trusted advisor.

• Navigate complex buying committees, engaging confidently with technical teams, marketing leaders, and C-suite executives.

• Serve as a technical advisor to enterprise customers adopting cutting-edge AI workflows, data activation, and decisioning capabilities using agents. Partner directly with Product and Engineering to shape the go-to-market strategy for Hightouch’s emerging AI and agentic products.

• Leverage modern AI tooling to improve speed, creativity, and customer impact across the Solutions Engineering workflow.

What Success Looks Like

Quickly build technical expertise, moving from foundational product, use case, and demo fluency in the first three months to independently closing deals and solving complex, multi-product problems within six months. You will begin contributing beyond your own deals and raising the collective bar for the team within a year.

What We’re Looking For

Required

• 2+ years of progressive pre-sales or solutions engineering experience, including complex solution architecture across multi-stakeholder buying cycles.

• Demonstrated ability to lead technical discovery, architectural whiteboarding, and solution design with both technical and business audiences, including C-suite stakeholders.

• Deep familiarity with modern data ecosystems: cloud data warehouses, data modeling, data engineering, integrations, and APIs - and the ability to navigate a customer’s data architecture confidently without needing to be a hands‑on practitioner.

• Proven ability to build technical champions and influence complex buying committees across engineering, marketing, and executive levels.

• Experience in competitive sales motions. Familiarity with MEDDPICC, Command the Message, or equivalent value-selling frameworks is a strong plus.

• Intellectual curiosity, high ambition, and humility. You want to keep getting better, and you are honest about what you do not yet know.

• A team-first orientation where you elevate the people around you, operate within shared frameworks and processes, and measure yourself by more than your own quota.

Bonus

• Hands-on experience with Customer Data Platforms (CDPs), Marketing Automation, Data Warehouses, or similar technologies at the integration, architecture, or use case level.

• Background collaborating with data engineering, science, or analytics teams, either as a customer or in a prior role.

• Experience in a high-growth B2B SaaS company scaling through a significant inflection point.

* Travel required for customer and team engagements.

Why Hightouch

We are building something that has the potential to redefine how companies use data to drive marketing outcomes. We’ve doubled in size each of the last three years, earned recognition as a Gartner Magic Quadrant leader in CDP, and have been acknowledged in the top 10 of the Forbes Best Startups list the last two years.

Beyond the market position and the customer list, what makes this team worth joining is the culture and values. Two core values exemplify how this team operates:

Forever Hungry — We are ambitious and we celebrate wins, but we are never fully satisfied. We are always looking for ways to push further, move faster, and do more for our customers and each other.

Raising the Bar — We have high expectations for performance and believe in having exceptional talent in every position. We look deeper than credentials, prioritize trajectory over pedigree, and invest in people who make everyone around them better.

As an SE at Hightouch, you will have the autonomy to shape your territory, the product complexity to do technically meaningful work, and a team around you that makes it worth showing up for.

Compensation

On-Target Earnings: $160,000–$220,000 annually

Base Salary: $112,000–$154,000 annually

The On-Target Earnings (OTE) offered for this position will depend on several factors, including the selected candidate's experience, interview performance, and final level. OTE is one component of Hightouch's competitive total rewards package and is location independent in accordance with our remote-first policy. We also offer meaningful equity compensation.

We have limited inbound applications to three applications per candidate. You will be auto-rejected if you apply to more than 3 roles. Please only apply to the positions you are most qualified for.