• Project migration lead • Technical project scoping with the firm (source software, data volume, business-specific requirements). • Governance: Coordinate internal stakeholders (PSS, AE, PRM, Partners) and external stakeholders (accounting firms, firm IT, Ambassadors). • Deadlines: Ensure data cutover within the allotted 5-day timeframe. • Hypercare: Support the client post-migration to ensure frictionless adoption. • Technical expertise & industrialization • Quality audit: Identify and correct data anomalies upstream to minimize production failures. • Technical point of contact (internal to Pennylane): Provide answers to firms' technical needs (implementing SSO, consuming APIs…) • Innovation (internal to Pennylane): Develop tools, scripts (Python/SQL) or documentation to automate repetitive tasks within the team. • Advisory & stance • Scope management: Keep projects within scope and propose alternatives for complex cases. • Teaching: Explain technical issues in plain language so accounting profiles can understand. • Continuous improvement (internal to Pennylane): Relay field feedback to product teams to influence the technical roadmap.

• Design and ship production RAG systems for enterprise customers — chunking strategy, embeddings, hybrid retrieval, reranking, query rewriting, citation grounding, the works. • Own retrieval evaluation end-to-end — define golden sets, build eval pipelines (Ragas, TruLens, LangSmith, or custom), and drive measurable quality wins (think context precision 0.65 → 0.90, not "looks good to me"). • Architect agentic systems layered on top of RAG — multi-step retrieval, tool use, MCP integrations, guardrails, output validation. • Embed directly with customer engineering teams — pair on whiteboards, write code in their repos, debug their data, present to their CTO. • Technically lead a distributed team of FDEs across time zones — set the quality bar, review architecture, mentor engineers, own customer outcomes. • Close the loop with our product org — what breaks in the field shapes what we build next.

Role Description Atlassian is looking for a Pre-Sales Solutions Engineer for our enterprise business that’s passionate about being a product expert in the sales cycle, solving our enterprise customer’s hardest business problems with our products and solutions, and helping close our enterprise deals. Your future team focuses on value selling, helping customers understand how our products combine to create enterprise solutions that transform their business outcomes. We approach everything we do through our value of ‘play as a team,' supporting each other, celebrating our wins together, and sharing knowledge. In this job, you will: - Partner with account teams and channel partners with Fortune 500 customer accounts, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success. - Participate in customer discovery to understand the customer's current state and business problems, mapping back to Atlassian products, platforms, and solutions. - Probe for and identify additional opportunities for cross-product/solution expansion. - Investigate, discover, and assess client pain points. - Be a product expert of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software. - Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together. - Lead compelling value-based demonstrations, both standard and customized. - Understand, lead, and guide the customer's technical needs in the sales process. - Proactively forge strong partnerships with aligned account executives, discussing pipeline and opportunities. - Understand, track, and document product feedback and competitive intelligence from customers. - Continuously learn, develop, and refine your pre-sales and product knowledge. Qualifications - 5+ years of experience interacting with enterprise customers in a pre-sales capacity. - Excellent communication and strong presentation skills to multi-level audiences. - Creative problem solver who can interpret complex business problems. - Comfortable in both business and technical contexts. - Passionate about making customers and Atlassian successful. - Customer-centric mindset with a proven track record in building executive relationships. Requirements - Go-getter attitude with a willingness to learn and teach. - Ability to collaborate with prospects, partners, and the Atlassian sales team. - Open to giving and receiving feedback, and passionate about continuous growth. Benefits - Wide range of perks and benefits designed to support you and your family. - Health and wellbeing resources. - Paid volunteer days.

• Serve as the technical lead for mid-market and enterprise evaluations, driving solution alignment and successful technical outcomes throughout the sales process. • Lead technical discovery sessions to understand customer workflows, business requirements, integration needs, and operational constraints. • Advise customers on LTI (1.3/Advantage), SSO (SAML/OAuth/Azure Entra ID), APIs, and third-party integrations within complex enterprise environments. • Partner directly with IT, security, and operational stakeholders to design scalable solutions aligned to customer goals and technical requirements. • Troubleshoot technical blockers across evaluation and implementation phases, coordinating closely with Product and Engineering to drive resolution. • Guide customers through organizational configuration, reporting structures, and platform setup to support successful adoption and long-term scalability. • Support technical discussions related to APIs, data flows, reporting, interoperability standards, and external system connectivity. • Lead technical responses for RFPs, RFIs, and security reviews, ensuring clear, accurate, and strategically positioned responses. • Clearly communicate technical risks, dependencies, tradeoffs, and recommended next steps to both technical and non-technical stakeholders. • Articulate CYPHER’s security and compliance posture, including GDPR, SOC 2, encryption standards, and enterprise security practices. • Develop reusable technical assets, solution documentation, and architectural diagrams to improve scalability and efficiency across the sales cycle. • Stay current on AI, automation, and agentic learning trends, helping customers understand practical applications for workforce enablement and learning transformation. • Perform other related duties as assigned.