• Own the technical pre-sales motion for ENS enterprise clients • Lead discovery workshops to understand customer business objectives, current-state processes, technical environment, and success criteria across ENS stakeholders • Design and deliver compelling product demonstrations tailored to ENS industry use cases • Translate customer requirements into solution architectures • Partner with Professional Services and Product to shape implementation approach and scope • Enable internal teams (Sales, CSM, Partners) through knowledge sharing, best-practice playbooks, and coaching on product positioning

• Own the technical customer relationship • Serve as the primary technical counterpart for strategic enterprise accounts across the customer lifecycle. • Lead technical discovery with customers to understand workflows, systems, constraints, data environments, and success criteria. • Translate ambiguous business problems into clear solution architectures and implementation approaches. • Build credibility with both executive and technical stakeholders by clearly articulating how Wand works and where it creates differentiated value. • Partner closely with Sales on strategic deals and with Customer Success on long-term customer success and expansion. • Architect solutions and guide execution • Design scalable solution architectures for enterprise deployments using Wand’s platform, including workflows, agents, integrations, and governance requirements. • Define the technical approach for proofs of concept, pilots, and production rollouts. • Ensure solution designs are realistic, robust, measurable, and aligned with customer environments. • Work with Solutions Engineers and Engineering teams to guide implementation and resolve design trade-offs. • Help customers navigate integration, security, reliability, and operationalization considerations. • Lead technical validation and POCs • Define technical proof strategies for enterprise opportunities, including what needs to be validated for a customer to move forward. • Establish clear POC success criteria and benchmarks across dimensions such as accuracy, latency, coverage, usability, reliability, and business impact. • Ensure technical evaluations are structured, credible, and repeatable rather than ad hoc. • Support high-priority customer engagements by shaping benchmark methodology, evaluation logic, and demo-to-pilot progression. • Help create a consistent “proof-to-contract” standard across the organization. • Build the SE playbook and demo lab • Help define and evolve the Solutions Engineering playbook, including discovery frameworks, pilot design standards, technical qualification criteria, and customer engagement best practices. • Develop reusable assets such as reference architectures, benchmark templates, workflow patterns, and technical validation frameworks. • Own and improve the demo lab strategy so demos and prototype environments are believable, reusable, and aligned with real enterprise use cases. • Ensure the team has strong technical materials and repeatable methods for demonstrating Wand’s differentiators across industries and use cases. • Turn field learning into clear documentation and scalable internal standards. • Act as a guild lead for the Solutions function • Raise the quality bar across the Solutions Engineering organization through coaching, standard-setting, and technical leadership. • Mentor Solutions Engineers and other customer-facing technical team members on architecture quality, customer communication, and technical rigor. • Help drive consistency in how the team runs POCs, technical discovery, benchmarks, and demo preparation globally. • Identify gaps in tools, process, enablement, and internal documentation, and help close them. • Contribute to the long-term operating model of the Solutions organization. • Partner cross-functionally • Work closely with Product and Engineering to bring field feedback into roadmap discussions, architecture decisions, and platform improvements. • Surface recurring implementation patterns and customer requirements that should become product capabilities. • Collaborate with Customer Success to support adoption, scale, and technical expansion within strategic accounts. • Support internal alignment across Sales, Solutions, Product, and Engineering on what should be sold, how it should be validated, and what good deployment looks like.

About Onboarded At Onboarded, we're building the AI-powered infrastructure for onboarding and compliance. Companies across staffing, gig work, and franchising trust us to onboard thousands of employees each month—securely, compliantly, and efficiently. We believe the future of onboarding isn't just forms and checklists. It's intelligent agents, dynamic workflows, and automation that adapts to regulatory complexity. Our stack powers the most critical, high-stakes moments of employment—like verifying work authorization, collecting withholdings, and guiding candidates through industry-specific training. We're backed by top investors and growing fast. Now we're hiring a Solutions Engineer to own the end-to-end customer journey from technical evaluation to implementation through ongoing relationship management. What you'll doYou'll be the technical owner driving customer success—from pre-sales technical discussions through long-term partnership. You'll build integrations, solve complex problems, manage multi-month implementations, and translate customer needs into product evolution. Specifically, you will: - Communicate value pre-sale: Lead technical discovery to deeply understand customer challenges and formulate a strong solutions hypothesis. Architect and deliver compelling product demonstrations that showcase unique platform value and directly address business objectives. - Own enterprise implementations: Lead technical onboarding for complex customers, managing integrations across ATS, HRIS, payroll, and compliance platforms. Manage multi-month timelines with multiple stakeholders. Accountable for successful go-lives—not just handoffs. - Manage strategic relationships: Serve as the primary technical contact for key accounts. Build trust through reliable delivery and proactive communication across HR, IT, and operations teams. Navigate escalations while maintaining forward momentum. - Build custom integrations: Develop integrations using Workato, APIs, and webhooks to connect customer systems with Onboarded. Build POCs that close deals and production integrations that deliver value. Collaborate with engineering to prioritize product gaps based on real customer pain. - Drive product evolution: Translate customer requirements into actionable product feedback. Work directly with product and engineering to influence roadmap priorities based on patterns you see across implementations. - Document and scale: Build runbooks, integration guides, and best practices that help the team scale. Share learnings that improve how we implement and support customers. What we're looking for - Integration depth and troubleshooting: 3+ years managing enterprise integrations between complex systems. You understand APIs and databases, can debug logs in tools like Datadog, and can diagnose webhook failures, rate limits, and data flow problems. You don't need to be a developer, but you should be comfortable diving into technical details to understand what's broken and what needs to be built. - Customer facing: 3+ years working in a customer facing role including experiences such as: support engineering, pre-sales consulting, solutions architect, consulting, customer success, etc. - Low-code / no-code platforms: You've built production workflows in Workato, Zapier, or similar iPaaS tools. Comfortable using AI tools to build quickly and solve problems independently. - Regulated environments: You work effectively in compliance-driven spaces and can research regulations impacting customer operations—like FCRA, E-Verify, or payroll withholding requirements. You know when regulatory requirements affect technical decisions. - Managing concurrent implementations: You juggle several enterprise implementations simultaneously while maintaining quality and responsiveness. You prioritize effectively, communicate proactively, and navigate escalations without losing customer trust. - Full ownership mindset: Accountable from kickoff through go-live and beyond. You translate requirements into clear engineering documentation, synthesize feedback into product priorities, and stay with problems until they're fully resolved. - Bonus: Experience with staffing, franchising, or high-volume hiring. Familiarity with WOTC processes, background check workflows, or state-specific employment regulations. What we offer - Competitive salary and equity in a fast-growing startup - Health, dental, vision, and 401k options - Remote-first culture with in-person offsites - Direct collaboration with founders and high autonomy in how you solve problems - High ownership, high impact, zero bureaucracy - A critical role in scaling Onboarded's customer base and defining how enterprise implementations work

• We are looking for a talented Solutions Engineer / Pre-Sales to join the security revolution! In this role you will play a critical role in establishing technical credibility and confidence with our prospective clients leveraging your experience and drive to envision, position and sell Yubico’s products. You will work closely with sales reps and channel partners to define and communicate how we can best achieve our customers goals with Yubico solutions.