What You'll Do:

• Lead and develop a team of Product Specialists aligned to strategic solution categories such as Maintenance, Workforce Management, Cards, and other emerging product areas.
• Define the team charter, engagement model, and handoffs with Account Executives, core Solutions Engineers, Trial Success, Product Marketing, and Product.
• Build a coverage and prioritization model so specialists are deployed into the highest-value opportunities, evaluations, and field needs.
• Coach the team on discovery, demo strategy, objection handling, technical validation, proof-of-concept design, and executive communication.
• Ensure specialists act as multipliers for the field by creating reusable plays, assets, and repeatable category-selling motions, and serve as an escalation point on strategic opportunities where their involvement can materially improve outcomes.
• Establish the operating rhythm for the function — inspecting category performance, specialist utilization, and deal support quality — and partner with Sales Ops and SE leadership to define success metrics, attribution, and performance expectations.
• Partner closely with Product and Product Marketing so the team acts as a high-quality voice of customer and an input to roadmap, positioning, and launch readiness.
• Hire and onboard specialists with deep product, workflow, or industry expertise, and build the team for scale so new categories can be added as products mature.

What We're Looking For:

• 8+ years in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a related customer-facing role, including 3+ years of people leadership experience managing senior individual contributors or specialist teams.
• Bachelor's degree preferred; Master's degree a plus.
• A strong Solutions Engineering foundation, including discovery, demo leadership, value-based selling, technical validation, and support of complex multi-stakeholder B2B SaaS sales cycles.
• Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, along with SE-specific methodologies like Demo2Win or Great Demo!.
• Experience building or leading overlay teams, specialist seller/SE motions, subject matter expert groups, or other shared-service field functions is strongly preferred.
• Demonstrated ability to operate cross-functionally with Sales, Product, Product Marketing, Operations, and Customer Success, with experience designing or improving operating models, engagement rules, prioritization frameworks, and team charters.
• Strong pattern recognition around where specialist intervention creates the most leverage, with the ability to coach teams to balance strategic deal support with scalable field enablement — backed by executive presence and the ability to influence senior stakeholders through data, judgment, and clear communication.
• Comfort working in ambiguity and standing up new functions, processes, and metrics in fast-moving environments; experience with maintenance, workforce management, payments/cards, telematics, asset operations, or adjacent operational technology domains is a plus.