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Factory is building a Mid-Market Solutions Engineering team and seeking a Manager to lead it from the ground up. In this zero-to-one leadership role, you will own the full customer lifecycle—from discovery and demos through proofs of concept, security reviews, pilot delivery, and post-sales adoption and expansion. You will hire and develop the founding Solutions Engineers, define the team's operating playbook, and maintain hands-on involvement with key accounts while coaching your team to excellence.
Key responsibilities include:
- Building the Mid-Market Solutions Engineering team: defining hiring profiles, recruiting founding engineers, and scaling with the pipeline
- Designing and iterating the team's operating playbook across discovery, pilot scoping, success metrics, security/compliance reviews, production rollout, and ongoing adoption
- Owning technical win rate, time-to-technical-win, pilot-to-production conversion, and post-sales expansion metrics; reporting to GTM leadership and using data to coach the team
- Partnering with Sales leadership and Account Executives on high-quality technical discovery, demos, and POCs tied to customer outcomes
- Carrying accounts directly during team ramp-up and serving as escalation point for complex evaluations, at-risk deployments, and high-stakes deals involving CTOs, VP Engineering, and Security stakeholders
- Onboarding, coaching, and developing Solutions Engineers with clear expectations, career paths, performance standards, and structured enablement
- Acting as the voice of the field internally, feeding customer and prospect insights back to Product and Engineering
This is a hands-on role requiring someone who combines technical fluency, strong people leadership, and sound judgment under deal pressure. The position is in-office (5 days/week) in San Francisco with expected travel to customer sites.
QUALIFICATIONS:
- 2+ years leading Solutions Engineering, Field Engineering, Solutions Architecture, or customer engineering teams in enterprise software, spanning both pre-sales and post-sales, including at least one team you built or scaled from a small starting point
- Strong hiring track record: ability to source, assess, and close senior technical customer-facing talent
- Strong technical foundation and fluency in modern software development workflows, developer tooling, CI/CD, and AI coding tools
- Proven ability to partner with Sales while protecting technical integrity and customer trust
- Comfort in high-pressure, customer-facing environments; ability to take over stalled evaluations or struggling deployments and move them forward
- Operational discipline: tracking technical win rates and pilot outcomes, running the team on data not anecdotes
- Executive presence and clear communication with developers, architects, and CTOs
- Builder mindset: thriving in fast-moving startups and creating structure where little exists
NICE TO HAVE:
- Hands-on experience with agentic coding tools, LLM-based products, or developer platform sales
- Background as a software engineer or in technical consulting
- Experience standing up a new team or function for a high-growth company
