Solutions Engineer, Mid Market
About the role
Solutions Engineer to own the technical win across Middesk's mid-market sales cycles, acting as the technical authority to map customer needs to Middesk's platform, deliver demos, run technical evaluations, and design integration architectures in collaboration with Account Executives and cross-functional teams.
Responsibilities
- Own the technical win by partnering with Account Executives throughout the sales cycle—leading technical discovery, qualifying requirements, and driving deals to close by removing technical objections and building champion confidence.
- Run discovery and solution design by understanding each prospect's onboarding workflows, risk and compliance requirements, and technical environment, then mapping those needs to Middesk's APIs, data products, and verification workflows.
- Deliver compelling demos and presentations by tailoring product demonstrations to each audience—from hands-on API walkthroughs for engineers to business-impact narratives for risk, compliance, and executive stakeholders.
- Lead technical evaluations and proofs of concept by scoping success criteria, supporting prospects through sandbox testing and data evaluations, and translating results into a clear case for Middesk.
- Design integration architectures by advising prospects on scalable, resilient implementation approaches that fit their compliance, risk, and operational needs, especially in high-volume or regulated environments.
- Handle technical diligence by owning responses to RFPs, security questionnaires, and technical deep-dives, and coordinating with internal teams on complex requirements.
- Ensure a clean handoff to post-sales by documenting solution designs, requirements, and commitments so implementation teams can take new customers to production quickly and without surprises.
- Champion the voice of the prospect internally by synthesizing feedback, feature gaps, and competitive intelligence, and collaborating with Product, Engineering, and Marketing to sharpen our roadmap and positioning.
Qualifications
- 3+ years in a pre-sales or customer-facing technical role such as Solutions Engineer, Sales Engineer, Solutions Consultant, Solutions Architect, or similar
- Experience selling or supporting B2B SaaS products with API-first or data-centric integrations
- Strong familiarity with APIs, data workflows, and SQL—comfortable reading and debugging requests/responses, exploring data, and demonstrating technical products credibly to engineering audiences
- Proven track record supporting mid-market and enterprise sales cycles, ideally including fintechs, financial institutions, or other regulated companies with complex evaluations
- Comfortable managing multiple active deals at once—prioritizing effectively, context-switching across opportunities, and keeping deals moving
- Excellent communicator who can translate between technical details and business impact for different audiences (engineers, product managers, risk/compliance, and executives)
- Competitive problem solver with a bias toward action—motivated by winning deals, digging into ambiguous requirements, and finding the path to yes
Skills
About Middesk
We make it easier for B2B companies to transact with one another
Middesk's mission is to enable every business to access the products and services they need to grow and thrive. We believe that if we can make it easy for a business to access financial products, hire new employees, and transact with other businesses, that we increase the odds of success for that business to contribute to its community and the broader economy. Our Identity provides accurate, complete information that financial services companies need to make efficient onboarding decisions. Our Agent product makes it easy for employers to file with the state and federal agencies needed to establish their business across the country. Our customers include Affirm, Brex, Plaid, Mercury, Divvy, Rippling, Gusto, and others. Based in San Francisco, CA, Middesk is backed by Sequoia Capital, Accel Partners, and Y Combinator.
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