• Support Strategic Deals Directly. Lead discovery, demos, architecture deep-dives, and POCs for our largest prospects. • Build the team. Hire, develop, and retain a bar-raising SE team. Set the standard for technical storytelling, discovery rigor, and demo craft. • Own the technical win. Partner with Sales Leadership on deal strategy. Translate CXP’s capabilities into outcomes that resonate with customer executives. • Engineer repeatability. Design demos, reference architectures, and POC frameworks that scale without diluting quality. • Close the loop with Product. Convert competitive signals, gaps, and breakthrough wedges into clear input that shapes the roadmap. • De-risk the handoff. Set Implementation up to deliver in weeks, not quarters. • Run the function. Own SE metrics, forecasting inputs and capacity planning.

• 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.