Solo.io is the unified platform for secure, seamless cloud operations - built to power the next generation of intelligent AI agents.
About the role
The Director, Solutions Engineering is a player-coach leadership role responsible for winning the technical evaluation in every deal across our Central and West regions. You will lead a team of Solutions Engineers directly, partnering with regional sales leadership to turn open source adoption of Istio, kgateway, agentgateway and kagent into enterprise customers. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 8+ years of experience in technical pre-sales (Solutions Engineer, Sales Engineer, Solutions Architect, or Field Engineer) for infrastructure software, including 3+ years directly managing SEs
- Proven record of hiring and developing SEs and measurably improving technical win rate or POC conversion
- Experience selling to enterprise platform engineering, infrastructure, and security teams on complex, multi-stakeholder deals
- Experience in an open source or open-core sales motion, converting community users into enterprise customers
- Fluency in a formal sales methodology (MEDDPICC, Command of the Message, or similar) and the ability to coach a team to use it
- Strong communication and presentation skills, with the ability to engage both principal engineers and executive buyers
More about this role
Solo.io is reimagining infrastructure for cloud and AI. We unite secure, seamless cloud connectivity with AI-ready, agentic infrastructure, and leading enterprises worldwide trust us to securely connect their applications, services, and AI workloads across any environment.
Joining Solo means working at the center of how enterprises adopt AI: on open source projects built in the open with a global community, alongside the people who created them, for customers who are among the largest in the world. If you want to help organizations accelerate innovation, scale intelligently, and put modern AI agents to work, we’d love to meet you. Learn more at www.solo.io.
The Director, Solutions Engineering is a player-coach leadership role responsible for winning the technical evaluation in every deal across our Central and West regions. You will lead a team of Solutions Engineers directly, partnering with regional sales leadership to turn open source adoption of Istio, kgateway, agentgateway and kagent into enterprise customers. You will manage and develop the team, build the repeatable processes that make them consistent, and stay hands-on enough to lead architecture sessions and POCs on our...
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