Solutions Engineer – Technical Pre-Sales & Roadmap Architect

Role Overview

You are the technical half of the sales motion at Scale Army. You conduct technical discovery inside client environments, facilitate live executive build sessions, author 90-day technical roadmaps that drive pod engagements, and maintain the opportunity library and diagnosis system. Everything you produce becomes a delivery commitment that engineers must keep, and you are measured on whether they can.

Key Responsibilities

• Conduct rapid technical discovery in unfamiliar mid-market stacks (CRM, ERP, finance tools, spreadsheets) within days, safely navigating regulated contexts and data governance rules.
• Facilitate live executive build sessions during Leadership Intensives: pre-build scaffolding, debug in real time, and calibrate honest feedback on feasibility gaps.
• Author end-to-end 90-day technical roadmaps with validated opportunities, honest effort sizing, sequencing, data prerequisites, and team composition—balancing core foundation work with client-specific outcomes.
• Build fast proofs-of-concept on client data using AI tooling, maintain the reusable opportunity library, and feed the diagnosis system with new patterns and frameworks.
• Support engineering hiring by observing and co-scoring technical assessments; your judgment on scoping ability shapes the delivery bench.
• Consult delivery engineers on buildability and pass internal feasibility-and-margin reviews before roadmaps are presented to clients.

What You Must Bring

• Client-facing engineering: 4+ years as a solutions engineer, sales engineer, technical consultant, or full-stack engineer regularly engaging non-technical clients in discovery, demos, and workshops where credibility drove deals or projects.
• Hands-on AI build depth: Shipped real products with LLM APIs, agent frameworks, retrieval pipelines, and workflow automation. Public GitHub repos or live products strongly preferred and will be reviewed commit by commit.
• Stack archaeology: Demonstrated ability to map unfamiliar business systems landscapes in days—read CRM schemas, reverse-engineer spreadsheet processes, interrogate unfamiliar APIs. Mid-market messiness should feel like home terrain.
• Estimation honesty: Track record of scoping work that came in roughly as promised, with at least one story of scope you refused or cut down and the social cost you paid.
• Writing that sells without you: Roadmaps read by executives in your absence. You write clearly, concretely, in the client's vocabulary.
• English: Full professional fluency, spoken and written. You run screen-shares and interviews with US teams; accent is fine, unclear is not.

Strong Pluses

• Prior pre-sales at a services firm, dev shop, or systems integrator where you scoped fixed-price or outcome-based work.
• Data engineering fluency: pipelines, warehouses, dashboards—executive command-centers are a top-requested outcome.
• Executive-facing security and compliance experience: precise answers on data handling, data processing agreements, regulated-data engagements with synthetic data.
• Teaching or mentoring experience: internal enablement, bootcamps, or conference workshops.
• Spanish or Portuguese for internal collaboration.

Not for You If

• You want to build all day—this role is half authorship, facilitation, and judgment; building is fast, disposable, and in service of a document.
• You estimate optimistically to keep rooms happy—every number you write becomes someone else's ninety days.
• You need clean, well-documented systems to be effective—clients' stacks are duct tape; that is precisely why they pay us.
• You are uncomfortable with commercial context—knowing margin math, shaping scope to protect it, and treating low-margin plans as defects.

First 90 Days

1. Days 1–30 (Absorb): Learn the outcome catalog, opportunity library, diagnosis system, and delivery model cold. Shadow a full Intensive; rebuild a past roadmap from raw materials and defend it in review.
2. Days 31–60 (Invert): Support two Intensives live (own pre-builds and rescues); author your first real roadmap with founder review; run your first client interview cycle solo.
3. Days 61–90 (Own): Full ownership of technical track on your accounts: discovery, build sessions, roadmap authorship through internal review. Exit bar: a roadmap you authored has closed into a pod, and its first weeks of delivery track your sizing.

Performance Metrics

• Review Pass Rate: At least 80% of roadmaps clear internal feasibility and margin review on first pass.
• Roadmap Close Rate: At least 50% of presented roadmaps convert into signed pod engagements.
• Delivery Fidelity: Pods achieve outcomes scoped within ±20% of estimated effort (defining metric, tracked quarterly).
• Session Reliability: Executive build sessions completed without unrecovered technical stalls.
• Library Growth: Contribute reusable patterns and improvements to diagnosis system monthly.

Career Trajectory

This business scales from first pod to fifty within a year. Honest trajectory: first solutions engineer → owner of solutioning standard and internal review → lead of solutions team or pivot into delivery leadership. The person who defines what a good roadmap is, this early, sets the delivery economics of the whole line.