The Role
Own the technical sales process for enterprise and mid-market SaaS opportunities, partnering with AEs from discovery through close. Lead solution design, buyer-specific demos, technical evaluations, integrations, architecture, security and data validation, and post-sale handoffs. Build technical credibility with complex stakeholders, define measurable evaluation criteria, identify risks, support champions, and provide product feedback. The role requires enterprise B2B SaaS presales experience and operates remotely with customer and company travel as needed.
Summary Generated by Built In
About The Role
You Will
Compensation and Benefits
Opine is hiring a Solutions Consultant to partner with Enterprise AEs on new-logo acquisition in mid-market and enterprise accounts, primarily in high tech industries. This role carries real technical ownership and real complexity, multi-stakeholder deal cycles, technical buyers, and security-conscious organizations that expect an SC who can match their sophistication. You'll own the technical sales process end to end, from discovery and solution design through technical evaluation and close, and because we're early-stage, you'll also help shape how we sell, demo, and evaluate the product.
- Partner with Enterprise AEs to win net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, owning the technical sales process from discovery through close.
- Lead technical discovery with sophisticated buyers — understand their systems, workflows, data, requirements, and pain deeply enough to design a solution rather than simply demo features.
- Build and deliver buyer-specific demos and POVs that connect Opine's capabilities directly to the customer's environment, use cases, and success criteria — not a generic product tour.
- Run tight, success-criteria-based technical evaluations with clear scope, defined milestones, Mutual Action Plans, and measurable outcomes rather than open-ended pilots.
- Navigate complex organizational structures alongside the AE — build credibility with technical buyers, security teams, operators, and champions while helping multi-thread the opportunity.
- Own technical validation across integrations, architecture, security, data, AI, and workflow requirements, bringing in product and engineering when deeper expertise is required.
- Give champions the technical evidence, documentation, and internal narrative they need to sell Opine when you're not in the room.
- Collaborate with AEs, product, engineering, CX, and leadership to remove technical blockers, move deals forward, and ensure a clean handoff post-close.
- Feed field intel back to product and leadership — what's resonating, what's blocking deals, where customers are stretching the product, and what should influence the roadmap.
- 5+ years of Solutions Consulting, Sales Engineering, or equivalent customer-facing technical experience in enterprise B2B SaaS, with clear examples of helping close complex deals into complex organizations — not just delivering demos, but owning the technical path to a decision.
- Track record supporting enterprise sales cycles, including 6-figure ACV deals and sophisticated technical evaluations.
- Experience working with Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred.
- Previous experience with technical SaaS, with the ability to quickly learn a complex product and credibly explain, demo, and defend it with sophisticated buyers.
- A disqualification mindset — you identify technical risk early, define what needs to be proven, and push back on evaluations that don't have a credible path to a decision.
- Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — clear success criteria, named technical plays, and structured execution rather than an ad hoc evaluation process.
- Comfort in an early-stage environment — evolving and changing dynamics.
- Experience working cross-functionally with AEs, product, engineering, CX, and executives to move deals forward.
- Familiarity with APIs, integrations, enterprise SaaS architecture, security reviews, or data workflows is strongly preferred.
- Familiarity with security tooling, SOC workflows, or GRC platforms is a plus.
- Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus.
US-based remote role with travel as needed for customer meetings, evaluations, and company events.
Compensation range for this role is $215K-260K annually, plus equity. Final offer will depend on experience and level.
- Benefits: health, vision, dental, PTO, etc.
- Direct access to the CRO and CEO — your input shapes the technical sales motion, not just executes it.
- A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.
Skills Required
- 5+ years of Solutions Consulting, Sales Engineering, or equivalent customer-facing technical experience in enterprise B2B SaaS
- Experience helping close complex deals in complex organizations
- Track record supporting enterprise sales cycles, including six-figure ACV deals and sophisticated technical evaluations
- Experience working with Presales, RevOps, or GTM leadership
- Previous experience with technical SaaS and ability to explain, demo, and defend complex products
- Ability to identify technical risk early and define what must be proven
- Experience with a disciplined solution-selling methodology tied to the Red Zone Selling framework
- Comfort working in an early-stage, evolving environment
- Experience working cross-functionally with AEs, product, engineering, CX, and executives
- Ability to work comfortably with AI tools as part of the daily workflow
- Cybersecurity or adjacent infrastructure/data category experience
- Familiarity with APIs, integrations, enterprise SaaS architecture, security reviews, or data workflows
- Familiarity with security tooling, SOC workflows, or GRC platforms
- Prior experience with AI-native GTM tooling
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Opine helps presales and postsales engineering teams build buyer trust and deliver value faster. Opine captures business context, insights, risks, feedback, and action items across chats, CRM, notes, calls, tickets, and more. We act as a unified customer context layer that can power your business from leadership visibility to tactical deal and customer execution. Go beyond the CRM, ditch the administrative shackles. Get faster sales cycles, higher win rates, lower churn, and more time spent on what matters.
