laurel - Solutions Engineer, GTM
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Requirements
• This will be a technical role that will work closely with both account managers and product teams. • TECHNICAL BACKGROUND • 5+ years in a Solutions Engineering, Sales Engineering, or Technical Consulting role in B2B SaaS • Strong understanding of enterprise software architectures and integration patterns • Strong understanding of cloud infrastructure (AWS, Azure) and familiarity with concepts like VPCs, encryption at rest/in transit, and data residency • Working knowledge of security and compliance frameworks such as SOC 2, ISO 27001, GDPR, HIPAA, CCPA • Experience scoping and supporting technical implementations including integrations with third-party enterprise systems • Proficiency in at least one programming language (Python, JavaScript, or similar) for scripting and automation • Some experience with data analytics (Tableau, ThoughtSpot, BI tooling) and data engineering (ETL/ELT, SQL, APIs, JSON) • Experience with common enterprise authentication and SAML SSO (AD, Okta, Auth0) • INDUSTRY & DOMAIN KNOWLEDGE • Experience selling or implementing software for professional services organizations (law firms, accounting firms, consulting firms) strongly preferred • Familiarity with practice management systems (e.g., Elite 3E, SAP, Aderant, Clio) and related ecosystems • Understanding of time tracking, billing, and financial management workflows in professional services contexts • PRE-SALES CAPABILITIES • Proven track record of supporting complex enterprise sales cycles from discovery through close • Experience designing and executing proof of value (POV) or proof of concept (POC) programs • Skilled at responding to RFPs, security questionnaires, and technical diligence requests • Ability to translate complex technical concepts into business value for both technical and non-technical audiences • Exceptional demonstration and presentation skills, comfortable presenting to C-level executives and technical teams • Technical presales qualification experience using MEDDIC/MEDPICC frameworks • Experience with AI/ML concepts and implementations - including training, AI security • Track record of building internal tools or automation that improved team efficiency • Previous experience at a high-growth B2B SaaS company • Experience with legal technology (LegalTech), consulting or accounting technology ecosystems • Deep knowledge of data privacy and data sovereignty regulations • Understanding of law or accounting firm economics, billing models, and profitability metrics • Experience with change management and adoption strategies for enterprise software rollouts
Responsibilities
• PRE-SALES TECHNICAL LEADERSHIP • Product Demonstrations: Conduct tailored product demonstrations for prospects across law firms, accounting firms, and professional services organizations, showcasing Laurel's time tracking, AI capabilities, and integrations • Technical Discovery: Lead technical discovery sessions to understand prospect architecture, existing tech stacks, integration requirements, and security/compliance needs • Proof of Value (POV) Design: Design, scope, and execute POV exercises that demonstrate measurable business outcomes and validate Laurel's value proposition within prospective customer environments • RFP & Security Questionnaire Management: Own responses to technical components of RFPs, security questionnaires, vendor onboarding forms, and compliance documentation (SOC 2, HIPAA, GDPR, etc.)
Benefits
• $182K – $230K • Offers Equity • The salary range provided represents base compensation and does not include potential equity, which is available for qualifying positions. At Laurel, we are committed to the well-being of our team by offering a comprehensive benefits package. From health and wellness programs to paid time off and retirement planning options, we provide a range of benefits for qualified employees. For detailed information on the benefits specific to this position, please consult with your recruiter. • Autofill from resume • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • Telephone Number: • or drag and drop here • Where are you located? • Are you legally authorized to work in the United States? • Will you now, or in the future, require sponsorship to gain work authorization in the United States? • Why are you interested in working at Laurel? • Reference Check Policy • I acknowledge that Laurel will conduct business reference checks before extending a formal offer of employment. These checks may include informal references obtained through various sources. • Interview Recording Acknowledgement • I acknowledge that Laurel may select to record this interview session for quality and evaluation purposes. I also acknowledge that I have the right to request that the interview not be recorded, and this request will be honored without any impact on my candidacy. • Submit Application • Laurel may use Artificial Intelligence with this application. Learn more.
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