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A Solutions Engineer (SE) is the technical backbone of enterprise sales — partnering with account executives to demonstrate product value, overcome technical objections, and accelerate deal velocity at VC-backed startups.
A Solutions Engineer (also called a Pre-Sales Engineer or Sales Engineer) is the technical partner in enterprise sales cycles. They run live product demonstrations, answer deep technical questions from engineering and IT stakeholders, own proof-of-concepts, and work alongside Account Executives to close the largest contracts. A great SE pays for themselves in a single deal.
An SE is pre-sale — their job is to get the contract signed. An FDE is post-sale — their job is to make the customer successful after signing. Some companies have both; early-stage startups often look for someone who can bridge both phases.
SEs become necessary when the product requires technical validation before purchase — typically at Series A when enterprise deals exceed $50K ACV and involve IT/security reviews. Before an SE, founders or engineers typically handle technical sales conversations.
RFS sources from passive networks at enterprise SaaS and AI companies where SEs are embedded in high-velocity sales teams. We send 3–5 pre-vetted SE candidates per search. Average time from kickoff to first candidates: 48 hours. Contingency — no hire, no fee.
Tell us about your open roles and we'll start sourcing within 48 hours.
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