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Flow is a systems engineering platform for hardware teams, used by companies like Rivian to centralize requirements, interfaces, tests, and design decisions. The company is backed by Sequoia and experiencing rapid growth in an industry actively modernizing how engineering work is conducted.
You will build and lead the Solutions Engineering function from the ground up. Currently, the SE team is small and operates without a formal playbook—deals are won through individual effort rather than repeatable systems. Your mission is to create that machine while actively running deals yourself.
In your first year, you will:
- Personally conduct technical evaluations on the company's most important deals, demonstrating to customers how Flow enables a new way of working rather than simply checking feature boxes
- Codify the SE playbook, including trial plans, workshop formats, demo environments, and competitive positioning against legacy requirements tools
- Define the SE hiring profile and recruit solutions engineers
- Build an onboarding and certification program so new SEs run evaluations independently within their first quarter
- Design the handoff process from technical win to deployment in collaboration with the Head of Sales
- Scale the team from its current size to 10+ across regions over the next 12 months
You will report to the Head of Sales and work as a peer to the Account Executive team. Your role is hands-on leadership: you'll be in deals from day one while simultaneously building the systems, hiring, and processes that allow the team to scale.
The company's sales motion is consultative. In mid-market and enterprise deals, SEs run structured two-week evaluations where they work directly with systems engineers and chief engineers to help redesign how the customer's organization conducts engineering to move faster.
REQUIREMENTS:
- Led a solutions engineering or solutions architecture team of 4–10 people while remaining actively involved in deals. Must have personally run an enterprise evaluation within the last year.
- Built systems from scratch (not inherited them). Can demonstrate an onboarding program, evaluation framework, or demo environment you created from nothing, ideally at a company generating eight figures of ARR.
- Hired SEs against a defined bar and can discuss hiring decisions honestly, including misses.
- Credible with engineers. Background in selling technical products into hardware, manufacturing, CAD/PLM/simulation, or embedded software, or an engineering background yourself. Must be able to hire and evaluate systems engineers.
- Motivated by building at this stage. If your goal is to run a 50-person organization you didn't build, this role is not the right fit.
