UserGems 💎

• Own SOC 2 - keep Drata green and audits clean. • Lead ISO 27001 implementation, then ISO 42001. • Run the customer security questionnaire process. • Drata-driven AWS remediation.

• Own end-to-end commercial outcomes for your book: renewals, multi-year conversions, and expansion • Architect and execute success plans and mutual action plans that align sponsors, operators, and executives on measurable outcomes and ROI • Build executive relationships and deliver strategic business reviews connecting UserGems capabilities to pipeline, revenue, and team productivity • Go deep on the product and each customer’s GTM stack. Diagnose adoption and performance issues (from campaign configuration to signal routing to data hygiene) and partner with the customer to resolve them • Navigate technical and commercial ambiguity. Build the structure that isn’t there yet, and bring it back to the team so others benefit • Serve as the voice of your customers internally, translating feedback into prioritized, actionable inputs for Product, Engineering, Marketing, and Sales • Contribute to the team: playbooks, process improvements, customer stories, and enablement that raise the bar for everyone

• You will manage the sales cycle from prospecting to close • You will be able to clearly articulate and demonstrate our value proposition, and influence buying decisions • You'll own the entire buyer relationship and build your book of business • You'll sell to buyers that are just like you - sales and marketers • You'll partner with the marketing team to effectively target accounts - top, middle, bottom of the funnel - to close deals quicker. Sales and marketing get along very well here - both are measured by revenue.

UserGems is the AI command center for go-to-market teams (think of it as an AI brain for sales and marketing). Powered by best-in-class contact data, its AI agents (Gem-E) automatically surface high-intent buyers, prioritize them, deploy personalized outbound, create ad audiences and ABM to drive more pipeline. We’re backed by top Silicon Valley VCs (Craft Ventures, Uncork Capital, Battery Ventures, Tiger Global, and more) and have hundreds of happy customers from startups to public enterprises. We are looking for a Solutions Engineer to own the technical win in every deal. This is a founding role- you’ll be the first dedicated SE and have an outsized impact on how we sell and win. You’ll run end-to-end proof of concepts, build data-driven use cases that prove ROI in our prospects’ own numbers, and maintain a world-class demo environment. This is a high-impact, high-visibility role for someone who is equal parts strategist, analyst, and technical advisor—and wants to be directly rewarded when we win. As a Solutions Engineer: - You will own the entire POC process—scoping, configuring, executing, and closing technical evaluations that win the deal - You will build and maintain our demo environment with real-world data scenarios, coordinating tightly with Product on feature gaps, technical issues, and roadmap needs - You’ll analyze prospect data to create custom use cases and proof-of-value stories that quantify the revenue impact of UserGems—in their own numbers - You’ll partner with AEs on deal strategy, serving as the technical voice in every sales cycle and helping shape discovery, qualify technical fit, and build business cases that get deals over the line - You’ll deliver tailored demos and technical presentations to audiences from RevOps managers to CROs, translating our AI agents, scoring models, and signal intelligence into language that resonates with each stakeholder - You’ll be the voice of the field to Product—surfacing feature requests, technical blockers, and competitive intel that shapes our roadmap - You’ll create scalable technical content: demo scripts, competitive battlecards, integration guides, and POC playbooks that make the whole team better How you’ll ramp: …within your first week… - You’ll get deep into the product, our demo environment, and the sales process end-to-end - You’ll shadow AE calls and active POCs to see how deals move - You’ll meet with Product and Engineering to understand the technical architecture and integration points …day 30… - You’ll run your first demos and POC kickoffs independently - You’ll own the demo environment and have a plan for keeping it sharp - You’re fluent in the product, our competition, and the most common technical objections …day 60… - You’ll be actively managing multiple POCs in parallel across the pipeline - You’ll deliver your first custom data analysis and proof-of-value for a live deal - You’ll start building the technical content library—battlecards, demo scripts, POC playbooks …day 90… - You’ll be an integral part of every deal strategy conversation, trusted by AEs to lead the technical win - You’ll provide ongoing feedback to Product based on what you’re hearing in the field - You’ll recommend ways to improve our POC process and demo experience based on what’s working and what isn’t What you’ve accomplished so far: - At least 3–5 years in a pre-sales, solutions engineering, solutions consulting, or adjacent technical role (technical customer success, sales/marketing operations, or implementation consulting all count) - You have deep working knowledge of the B2B SaaS revenue tech stack—CRM (Salesforce, HubSpot), marketing automation, and sales engagement platforms - Experience owning POCs or technical evaluations end-to-end—you’ve run them, not just participated in them - You’re analytical—comfortable working with data, building business cases, and telling a story with numbers - You can translate complex technical capabilities into business outcomes for both a RevOps analyst and a CRO in the same room - Selling into or supporting sales to sales, marketing, or RevOps leaders is a plus - You’ve demonstrated low-ego collaboration—partnering with sellers without worrying about who gets credit - You are comfortable leading “business value” and “ROI” conversations backed by real data - SQL or data querying skills are a plus - Familiarity with APIs, webhooks, and integration architectures is a plus - Experience in the sales intelligence, ABM, or revenue tech space is a plus Why you should join: - You’ll be the first dedicated SE—a foundational role with outsized impact on how we sell and win - Customers love us! (see our Customers page and G2 Reviews) - We’re a remote-first company with employees across the Americas and Europe - We have Weekly Standups, virtual celebrations, and in-person off-sites around the world so that everyone stays connected - We believe strongly in being customer-focused and data-driven in everything we do - We value individual differences in the workforce and strive to make everyone feel welcomed and accepted, regardless of their skin color, gender or sexual orientation - Health benefits & competitive salary Compensation information— target OTE for this role is $185,000–$200,000 annually, with a 70/30 base/variable split. Variable compensation is a hybrid of revenue-linked quota (tied to paired AE or team bookings) and MBO objectives (POC win rate, technical content, demo-to-close ratios), with uncapped accelerators above 110% attainment. Equity (stock options, 4-year vesting) Final compensation package will be determined based on commensurate experience, qualifications, and demonstrated ability to perform in the role. Why you should join: - You’ll be part of a fast-growing startup as it scales from 60 employees to 100+ - Customers love us! (see our Customers page and G2 Reviews). They see ROI in Closed Won revenue generated - Employees love us! (see our Glassdoor & RepVue page) - We're a remote-first company with employees across the Americas and Europe - We have weekly standups, virtual happy hours, and in-person off-sites around the world so that everyone stays connected - We are customer-focused and data-driven in everything we do - We value individual differences in the workforce and strive to make everyone feel welcomed and accepted, regardless of their skin color, gender, or sexual orientation - We offer a competitive salary and benefits

• Manage the sales cycle from prospecting to close, focusing on the mid-market space • Source 20%-30% of your own revenue by focusing on outbound sourcing efforts • Articulate, present and demonstrate our value proposition to prospects and customers • Partner with the marketing team to effectively target accounts to close deals quicker

• You'll manage all top-of-funnel outbound sales activities: confidently hitting the phones, testing new lead gen channels, and social selling in a consultative approach • You'll work closely with Campaign specialists and AEs on target accounts every month, and manage hand-offs • You'll execute outreach tasks for all target prospects (email, call, LinkedIn, and other channels) to book qualified meetings. • You'll always multi-thread accounts to drive internal conversations before the demo call • You'll measure, optimize and templatize prospecting sequences to improve positive response rates • You'll become a product expert because we actually use UserGems for prospecting