Senior Solutions Engineer - Presales

Roles & Responsibilities:

Solutioning:

• Understand customer billing models and configure Zenskar contracts, pricing, metering, and invoicing accurately.
• Translate complex business requirements into clear, structured Zenskar workflows and setups.
• Design solutions for complex B2B SaaS products, focused on outcomes rather than features.

Pre-Sales & Technical Discovery:

• Run technical discovery with finance, RevOps, and engineering stakeholders. Understand their billing model, usage data, source systems, and rev rec requirements before anyone talks about features.
• Partner with Sales on live demos, sandbox setups, and RFP responses. Build demos tied to the prospect's real scenario, not a generic tour: set up metered plans, show usage ingestion and rated invoices, and point to where revenue is recognized.
• Design the integration. Map how usage flows from Postgres, Snowflake, or a warehouse into Zenskar, and flag idempotency, late-arriving events, and reconciliation risks before they become implementation problems.
• Own the technical win. Qualify the deal, separate champion from economic buyer, multi-thread to the CFO, and de-risk the build so nothing falls apart post-sale.

Business Case & Enablement:

• Prepare business case documents and fill RFPs. Tie capability to a dollar saved or a risk removed, not a feature list.
• Create customer-specific solution documentation and clear handoff references when transitioning deals.
• Communicate clearly, simple enough for a CXO, precise enough for technical teams.

Internal Coordination:

• Act as the voice of the customer internally, feeding structured patterns from discovery back to Product and Engineering.
• Raise and follow through on time-sensitive issues so momentum is never lost.

Ideal Candidate:

• Strong Senior Solutions Engineer (Pre-Sales) profile.
• 5+ years of experience, with 3+ years in a customer-facing Pre-Sales / Solutions Engineering role within a B2B SaaS company.
• Spent the last 3 years in a Solutions Engineer, Solutions Consultant, Pre-Sales Engineer, Product Specialist, or similar Pre-Sales role (Avoid Post-Sales/Implementation profiles).
• Hands-on experience conducting technical discovery sessions, product demos, proof-of-concepts (POCs), preparing business case documents, and responding to RFPs for enterprise or mid-market customers.
• Hands-on experience in solutioning, configuring, and delivering technical demonstrations of SaaS products, while partnering closely with Account Executives to drive deal closure.
• Co-owned sales cycles for $50K+ ACV opportunities, where selling $50K+ ACV deals was the core sales motion.
• Strong understanding of APIs, SaaS architecture, integrations, and technical solution design, with the ability to engage confidently with technical stakeholders and CXOs.
• Worked primarily with US customers, with significant experience supporting North American sales cycles.
• B2B SaaS background (Avoid candidates from High Radius Company).
• Graduation year between 2018 - 2021.
• Current CTC greater than 18L.
• Preferred: Experience using CRM tools (Salesforce, HubSpot, etc.) to manage opportunities, customer engagements, and sales pipelines.
• Preferred: Experience in FinTech domains such as billing, accounting, or revenue recognition systems (e.g., invoices, contracts, receivables, pricing models).
• Preferred: Experience working with Enterprise and Mid-Market customers, including direct interactions with CXO-level stakeholders.