twelve-labs - Director of Solutions Engineering

• Hire, develop, and manage a global team of Solutions Engineers, building a high-performance pre-sales function that scales with the business. • Define and continuously improve our technical sales methodology, from discovery frameworks and qualification criteria to POC playbooks and the handoff to post-sales. • Partner closely with Account Executives across regions to prioritize opportunities, set technical win strategies, and close high-value deals. • Roll up your sleeves on strategic accounts: lead discovery sessions, design proof-of-concepts, and deliver executive-level presentations that tie back to measurable business value. • Build a library of reusable assets — demo environments, reference architectures, integration templates, competitive battle-cards — that multiply the team's effectiveness and reduce time-to-value for prospects. • Serve as the authoritative technical voice in the sales cycle for our most complex enterprise opportunities, including architecture reviews, security assessments, and compliance conversations. • Represent the voice of the market to Product and Engineering: turn prospect feedback, competitive intelligence, and common objections into actionable input that shapes the roadmap. • Have 8+ years in technical pre-sales, solutions engineering, or sales engineering, including at least 2 years managing or leading a pre-sales team, ideally with experience operating across multiple regions. • Have sold or built on top of AI/ML platforms, APIs, or developer infrastructure, and can credibly engage with both a machine learning engineer and a Chief Data Officer in the same meeting. • Bring deep familiarity with LLMs, multimodal AI, REST APIs, and modern cloud architectures, with a strong grasp of video workflows and the enterprise buying process around AI. • Have a track record of building repeatable pre-sales motions from scratch — playbooks, tooling, hiring profiles, onboarding programs — not just inheriting them. • Have a real point of view on the video market — who the buyers are, where budgets are shifting, and what's actually broken in how enterprises handle video today. Whether it's media and entertainment, sports, security, or content moderation, you can tell a customer not just what TwelveLabs does, but where it fits in their existing stack. • Have built joint go-to-market motions with cloud and ISV partners — AWS, GCP, Azure, or category-defining ISVs — and know how to turn a marketplace listing or co-sell program into actual pipeline. • Are an exceptional communicator who can translate complex technical capabilities into business outcomes, and who makes both customers and internal teams better by being in the room. • Thrive in environments where the product, market, and team are all evolving at once, and where leadership means making decisions before all the information is in. • Know how to balance the immediate pressure of closing deals with the longer-term work of building a team and function that scales. • Even if there are a few checkboxes that aren't ticked through your prior experience, we still encourage you to apply! If you are a 0-to-1 builder, a ferocious learner, and a kind and energizing leader who makes the people around you better, you will find a home at TwelveLabs. • We welcome applicants from all walks of life and are committed to equal-opportunity employment. We cherish and celebrate diversity not just because it is the right thing to do, but because it makes our company much stronger.