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Gong is seeking a Lead Solution Engineer to serve as a trusted technical advisor for the West Strategic Enterprise business unit. You will work alongside Sales and Customer Success teams to guide enterprise prospects and customers (4,000+ employees) through complex, multi-threaded sales cycles (9+ months) involving C-suite and VP-level stakeholders across Revenue, Operations, and Technology functions.
Key responsibilities include:
- Serve as the ultimate product expert and technical advisor for enterprise accounts, driving net new logo acquisition and expansion revenue
- Navigate complex sales cycles involving multiple decision-makers and business units
- Conduct thorough product demonstrations and explain Gong's platform capabilities to diverse user types
- Act as a trusted business advisor, quantifying business value and ensuring customers achieve desired outcomes
- Lead business assessments, proof-of-concepts, and pilot programs
- Develop outcome-based demos and solution architecture diagrams for complex use cases
- Simplify and communicate complex business and technical requirements to stakeholders
- Support RFP responses and questionnaires during sales cycles
- Collaborate cross-functionally with Sales, Customer Success, Support, Product, and Engineering to remove deal bottlenecks
- Partner with Marketing on demand generation activities (webinars, conferences, events)
- Create reusable assets and content showcasing Gong use cases
- Share customer feedback with Product Marketing, Product Management, and Engineering to influence product roadmap and go-to-market strategy
- Travel to customer sites up to 20% of the time
You will need 8+ years of customer-facing solution engineering or pre-sales experience, with a track record of closing six-figure deals ($250K+) in multi-stakeholder environments. Sales technology experience (CRMs, cloud architecture, telephony/web conferencing) is required. Knowledge of data flows, AI/ML concepts, analytics, APIs, webhooks, or JSON is a plus. You should understand SaaS security and privacy, key sales personas and workflows, and be able to think strategically while diving deep into account-specific challenges.
