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Flow is a systems engineering platform for hardware teams, used by companies like Rivian to manage requirements, interfaces, tests, and design decisions in a unified system. The company is backed by Sequoia and experiencing rapid growth in an industry actively modernizing engineering workflows.
You will build and lead Flow's solutions engineering function from the ground up. Currently, the SE team is small with no formalized playbook—deals are won through individual effort rather than repeatable process. Your mission is to systematize what works while personally running high-stakes evaluations.
Flow's technical sales approach is consultative and structured. In mid-market and enterprise deals, SEs conduct two-week evaluations where they partner with systems engineers and chief engineers to redesign how the customer's organization approaches engineering work. Wins come from demonstrating a new way of working, not from feature checklists.
In your first year, you will:
- Personally run technical evaluations on the company's most critical deals
- Codify the SE playbook: trial plans, workshop formats, demo environments, and competitive positioning against legacy requirements tools
- Define the SE hiring profile and recruit the team
- Build onboarding and certification programs 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
You will report to the Head of Sales and work as a peer to the account executive team. The SE organization is planned to grow from current size to 10+ people across regions within 12 months.
REQUIREMENTS:
- Led a solutions engineering or solutions architecture team of 4–10 people while remaining personally active in deals. If you haven't personally run an enterprise evaluation in the last year, this is not the right fit.
- Built systems and processes from scratch (not inherited them). You 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 bar you defined and can discuss hiring decisions honestly, including misses.
- Credible with engineers. You've sold technical products into hardware, manufacturing, CAD/PLM/simulation, or embedded software, or have an engineering background yourself. You don't need to be a former systems engineer, but you must be able to hire and evaluate them.
- Want to build at this stage. If your ideal next step is running a 50-person organization you didn't build, this role will frustrate you.
