Ashby · San Francisco
Software EngineeringSalesRemoteFullTime
As the Enterprise Solutions Engineering Manager at Ashby, you’ll lead and grow a high-performing team of Solutions Engineers who own our most strategic, complex deals. Your team partners closely with Enterprise Account Executives to secure both the technical and commercial win—guiding large organizations through deep technical evaluations and showing them how Ashby can fundamentally transform the way they hire.
You’ll be responsible for shaping and scaling the enterprise SE motion at Ashby: hiring exceptional talent, coaching them toward mastery, operationalizing excellence, and refining the processes that help the team—and the business—win more often and more efficiently.
This is a highly strategic role with direct impact on revenue, product direction, and customer value.
Your team will support a product that prospects genuinely love—and often ask to buy before the demo ends. This creates a coaching environment focused on technical excellence and deal strategy, not convincing skeptics.
Ashby is a deeply configurable product, and enterprise prospects come with highly specific, nuanced hiring processes. Your team won’t be running generic demos—they’ll be diagnosing how each organization hires and architecting solutions that map Ashby’s capabilities to those workflows. The coaching opportunity here is rich: breadth across the full product, depth in custom solutioning, and the creativity to show prospects something they didn’t know was possible.
You’ll inherit an enterprise SE motion that works and level it up. The initiatives you lead—from POC frameworks to RFP libraries to competitive playbooks—will define how the enterprise SE team operates for years to come.
You’ll work in tight collaboration with Product and Engineering, translating enterprise field insights directly into roadmap input. The problems your team uncovers shape what Ashby builds next.
Hire, onboard, and develop world-class Solutions Engineers who become trusted technical advisors to enterprise prospects.
Coach SEs on enterprise-specific skills: discovery with complex buying committees, POC design and execution, security and compliance conversations, API-level technical fluency, and executive-level storytelling.
Create a culture of ownership, rigor, and continuous improvement.
Partner with Enterprise sales leadership to align on pipeline and priorities, with SEs leading the technical track alongside AEs on the commercial.
Oversee the team’s involvement in demos, POCs, trials, security reviews, and RFPs across 3–5 stakeholder buying groups—including IT, Legal, HR, Finance, and executive sponsors.
Review and elevate team execution, stepping in as a technical expert when the deal demands it.
Refine and evolve the existing enterprise SE motion—improving demo workflows, POC frameworks, trial structures, RFP processes, and internal knowledge bases.
Build enablement for complex, long-horizon deals: competitive positioning, security questionnaire libraries, integration playbooks, and value frameworks.
Identify patterns from the field and translate them into product feedback, roadmap insights, and internal process improvements in close partnership with Product and Engineering.
Partner cross-functionally with CS, Product, Marketing, and Implementation to ensure seamless handoffs and consistent enterprise messaging.
Identify high-leverage problems across the enterprise SE motion—through data, field observation, and stakeholder input—and develop a clear point of view on what to solve and why.
Validate your hypotheses with the right stakeholders, write crisp proposals, and earn executive buy-in by connecting your recommendations to business outcomes.
Own implementation end-to-end—managing change, aligning stakeholders, and driving adoption—with little oversight and a high bar for follow-through.
Operate as a strategic contributor beyond your team—your projects will shape how Ashby scales, not just how the SE org runs.
🎯 You have experience managing or mentoring Solutions Engineers in complex, multi-stakeholder enterprise SaaS sales motions.
👥 You thrive in hiring, growing, and developing people—your success comes from your team’s success.
🧭 You think strategically about process, enablement, and operational excellence—not just individual deal execution.
🤝 You partner naturally with Sales Leadership and cross-functional stakeholders (CS, Product, Implementation) and can influence with clarity and conviction.
🧠 You have strong business and technical acumen and can guide your team on connecting Ashby’s capabilities to measurable enterprise outcomes.
📣 You’re a clear communicator who can simplify complex concepts—and coach others to do the same, whether in a security review or an exec boardroom.
⚙️ You love building—POC frameworks, RFP libraries, competitive playbooks, demo environments—and you do it with intentionality.
💙 You have empathy for enterprise Talent teams and are energized by solving their real, nuanced challenges.
🤝 Experience with Applicant Tracking Systems or deep familiarity with enterprise TA workflows.
🧩 Experience building POC frameworks, value engineering models, or technical trial structures for enterprise deals.
📈 Experience leading cross-functional projects in rapidly scaling organizations.
🔧 A background as a technical IC (SE, Solutions Architect, or similar) before moving into management.
You’d rather execute deals yourself than enable a team around you to excel.
You’re uncomfortable refining a motion that’s already partially built—you want either a blank slate or a fully finished playbook.
Multi-stakeholder enterprise complexity—security reviews, procurement, legal, executive sponsors—feels like friction rather than the core of the job.
You’re uncomfortable coaching people through feedback, growth, and evolving expectations.
Fast-paced, high-change environments feel overwhelming rather than exciting.
Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.
Ashby is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing vacancy within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position.