Solutions Consultant (Presales)
Opine · Durham, USA ·
- Work mode
- Remote
- Category
- Solutions engineering
- Experience
- 5+ years
About The Role
Opine is hiring a Solutions Consultant to partner with Enterprise AEs on new-logo acquisition in mid-market and enterprise accounts, primarily in high tech industries. This role carries real technical ownership and real complexity, multi-stakeholder deal cycles, technical buyers, and security-conscious organizations that expect an SC who can match their sophistication. You'll own the technical sales process end to end, from discovery and solution design through technical evaluation and close, and because we're early-stage, you'll also help shape how we sell, demo, and evaluate the product.
You Will
- Partner with Enterprise AEs to win net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, owning the technical sales process from discovery through close.
- Lead technical discovery with sophisticated buyers — understand their systems, workflows, data, requirements, and pain deeply enough to design a solution rather than simply demo features.
- Build and deliver buyer-specific demos and POVs that connect Opine's capabilities directly to the customer's environment, use cases, and success criteria — not a generic product tour.
- Run tight, success-criteria-based technical evaluations with clear scope, defined milestones, Mutual Action Plans, and measurable outcomes rather than open-ended pilots.
- Navigate complex organizational structures alongside the AE — build credibility with technical buyers, security teams, operators, and champions while helping multi-thread the opportunity.
- Own technical validation across integrations, architecture, security, data, AI, and workflow requirements, bringing in product and engineering when deeper expertise is required.
- Give champions the technical evidence, documentation, and internal narrative they need to sell Opine when you're not in the room.
- Collaborate with AEs, product, engineering, CX, and leadership to remove technical blockers, move deals forward, and ensure a clean handoff post-close.
- Feed field intel back to product and leadership — what's resonating, what's blocking deals, where customers are stretching the product, and what should influence the roadmap.
About You
- 5+ years of Solutions Consulting, Sales Engineering, or equivalent customer-facing technical experience in enterprise B2B SaaS, with clear examples of helping close complex deals into complex organizations — not just delivering demos, but owning the technical path to a decision.
- Track record supporting enterprise sales cycles, including 6-figure ACV deals and sophisticated technical evaluations.
- Experience working with Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred.
- Previous experience with technical SaaS, with the ability to quickly learn a complex product and credibly explain, demo, and defend it with sophisticated buyers.
- A disqualification mindset — you identify technical risk early, define what needs to be proven, and push back on evaluations that don't have a credible path to a decision.
- Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — clear success criteria, named technical plays, and structured execution rather than an ad hoc evaluation process.
- Comfort in an early-stage environment — evolving and changing dynamics.
- Experience working cross-functionally with AEs, product, engineering, CX, and executives to move deals forward.
- Familiarity with APIs, integrations, enterprise SaaS architecture, security reviews, or data workflows is strongly preferred.
- Familiarity with security tooling, SOC workflows, or GRC platforms is a plus.
- Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus.
Location
US-based remote role with travel as needed for customer meetings, evaluations, and company events.
Compensation and Benefits
Compensation range for this role is $215K-260K annually, plus equity. Final offer will depend on experience and level.
- Benefits: health, vision, dental, PTO, etc.
- Direct access to the CRO and CEO — your input shapes the technical sales motion, not just executes it.
- A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.