企业解决方案工程经理
Enterprise Solutions Engineering Manager
作为Ashby的企业解决方案工程师经理，你将领导并发展一支高绩效的解决方案工程师团队，他们负责我们最重要的战略性和复杂交易。你的团队将与企业客户经理紧密合作，确保技术和商业上的胜利——引导大型组织进行深入的技术评估，并展示Ashby如何从根本上改变他们的招聘方式。
你将负责塑造和扩展Ashby的企业解决方案工程师体系：招聘优秀人才，指导他们走向精通，实现卓越运营，并优化帮助团队和业务更频繁、更高效地获胜的流程。
这是一个具有高度战略意义的角色，对收入、产品方向和客户价值有直接影响。
### **为什么在Ashby领导企业解决方案工程师？**
#### **产品市场契合度让团队的工作更容易**
你的团队将支持一个被潜在客户真正喜爱的产品——常常在演示结束前就要求购买。这创造了一个专注于技术卓越和交易策略的辅导环境，而不是说服怀疑者。
#### **产品深度奖励真正的解决方案设计**
Ashby是一个高度可配置的产品，企业客户通常有高度具体且复杂的招聘流程。你的团队不会进行通用演示——他们会诊断每个组织的招聘方式，并构建将Ashby功能映射到这些流程的解决方案。这里的辅导机会丰富：涵盖整个产品的广度，在定制解决方案上的深度，以及展示潜在客户未曾想到的可能性的创造力。
#### **一个为建造者设计的领导角色**
你将继承一个已经有效运作的企业解决方案工程师体系，并将其提升到更高水平。你主导的举措——从POC框架到RFP库再到竞争策略手册——将定义企业解决方案工程师团队未来数年的运作方式。
#### **参与产品决策的席位**
你将与产品和工程团队紧密合作，直接将企业现场洞察转化为路线图输入。你的团队发现的问题将塑造Ashby下一步要构建的内容。
### **你将做什么**
#### **领导并发展一支高绩效的企业解决方案工程师团队**
- 招聘、入职和发展世界级的解决方案工程师，使他们成为企业客户的信任技术顾问。
- 指导工程师掌握企业特定技能：与复杂采购委员会进行发现，设计和执行POC，进行安全和合规对话，API集成等。
查看英文原文
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.
### **Why Lead Enterprise SE at Ashby?**
#### **Product-Market Fit That Makes Your Team’s Job Easier**
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.
#### **Product Depth That Rewards Real Solutioning**
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.
#### **A Leadership Role Designed for Builders**
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.
#### **A Seat at the Product Table**
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.
### **What You’ll Do**
#### **Lead & Grow a High-Performing Enterprise SE Team**
- 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.
#### **Drive Excellence in Enterprise Deal Execution**
- 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.
#### **Build Scalable Systems, Processes & Enablement**
- 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.
#### **Drive Strategic Initiatives from Diagnosis to Impact**
- 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 could be a great fit if:**
🎯 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.
### **Bonus Points For**
🤝 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.
### **Reasons You Shouldn’t Apply**
- 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._