Role Description Worth AI is looking for a Senior Solutions Engineer to be a key technical partner throughout the pre-sales and post-sales lifecycle. In this role, you'll bridge the gap between complex customer requirements and Worth's AI-powered KYB, KYC, AML, and identity verification platform working closely with Sales, Customer Success, and Engineering to drive successful outcomes for financial institutions and fintechs of all sizes. - Partner with the sales team as a technical expert during discovery, scoping, and solution design while owning the technical narrative from first call through close. - Lead and deliver tailored product demonstrations and proof-of-concept engagements that map Worth's capabilities directly to a prospect's compliance, onboarding, and underwriting workflows. - Develop and execute detailed implementation plans, timelines, and success criteria for new client deployments, ensuring smooth handoffs and a fast time-to-value. - Serve as the primary technical point of contact during onboarding, coordinating across internal engineering, product, and data teams to resolve integration questions and unblock client teams. - Design and deliver customer training programs and technical documentation to drive platform adoption and self-sufficiency. - Capture and synthesize client feedback post-implementation, partnering with Product to translate real-world use cases into roadmap input. - Collaborate with Customer Success Managers to identify expansion opportunities, close training gaps, and build enablement materials that support long-term account health. - Stay current on FinTech, RegTech, and AI trends particularly in KYB/KYC, AML, fraud detection, and SMB lending and bring that context into client conversations and internal strategy discussions. Qualifications - Bachelor's degree in Computer Science, Engineering, or a related field. - 5+ years in a Solutions Engineering, Sales Engineering, or Technical Implementation role within FinTech, RegTech, or a B2B SaaS platform serving financial institutions; startup or high-growth software environment experience is a strong plus. - Hands-on technical skills in SQL, Node.js, and React; comfortable working directly with developer teams on integration scoping, troubleshooting, and technical validation. - Working knowledge of AI technologies and their applications in FinTech; experience with KYB, KYC, AML, or fraud/identity verification workflows is a significant advantage. - Demonstrated ability to lead complex, multi-stakeholder implementations with competing timelines and technical requirements. - Exceptional communication skills able to translate technical concepts clearly for compliance officers, operations leaders, and C-suite stakeholders alike. - Strong problem-solving aptitude and a customer-first mindset; you treat client outcomes as your own. - Proven ability to operate both collaboratively and independently in a fast-paced environment. - Familiarity with project management methodologies and tools (Jira, Monday.com, or similar). Benefits - Health Care Plan (Medical, Dental & Vision) - 401 (k) - Life Insurance - Flexible Paid Time Off - 9 paid Holidays - Work From Home - Free Food & Snacks (for those in Orlando, FL)

• Lead technical discovery, demos, and validation to show how GitLab's AI-powered DevSecOps platform meets customers' technical and business needs across the full lifecycle. • Drive the technical evaluation process as the directly responsible individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments. • Collaborate with Account Executives and regional sales teams across Italy to shape and execute account strategies that support new customer acquisition and expansion. • Build and deepen relationships with technical practitioners and business leaders, guiding them through GitLab-driven transformation and enabling them to become GitLab advocates. • Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices, challenging existing approaches to improve return on investment. • Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap and positioning. • Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral for customers and partners. • Invest in your own growth and development through ongoing learning, mentorship, and knowledge sharing to continuously improve the impact of the Solutions Architect team.

• Develop account penetration strategies for key target accounts and provide management with quarterly reports of progress • In partnership with Sales, develop & maintain relationships with all key buying influences in each account, including clinical, administrative, and C-suite • Develop & maintain comprehensive knowledge of each account’s current & long-term challenges & goals, keeping management and colleagues in Sales informed of all key opportunities, including changes in plans, objectives, and key buying influences. • Confirm that the technologies & software licensing quoted by sales address all customer objectives. • Develop Scopes of Work (SOWs) that detail the deployment of Professional Services to meet customers’ goals, including timelines. • Work with Sales to quote Professional Services & Clinical Services & actively drive opportunities to close.

Company Description It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone. Job Description About the Role ServiceNow is seeking a CRM Architect Director with deep telecommunications industry expertise to join our Customer & Industry Workflows Expert Services team. This role is designed for a seasoned CRM architect who brings both the technical depth to lead complex ServiceNow implementations and the industry fluency to speak credibly about telco-specific business challenges, operational models, and transformation priorities. You do not need prior experience with ServiceNow's telecom product portfolio - we will invest in building that expertise. What matters is that you bring a genuine understanding of how telecommunications companies operate: from network and service management to customer lifecycle, revenue assurance, and the operational complexity unique to carriers, CSPs, and infrastructure providers. This industry knowledge, paired with your CRM architecture skills, will enable you to drive exceptional outcomes for some of the world's most complex telco customers. What You Will Do - Lead ServiceNow CRM implementations for telecommunications customers, applying industry knowledge to accelerate adoption and drive measurable business outcomes - Translate telco-specific business challenges - such as customer churn, order fallout, service assurance, and B2B/B2C complexity - into effective CRM solution designs - Serve as a trusted advisor to telco customers, connecting their operational priorities to ServiceNow platform capabilities - Demonstrate empathy for the customer and genuine passion in helping them succeed in a highly competitive industry - Engage and collaborate with ServiceNow R&D teams on escalated technical issues, including telco-specific product gaps and enhancements - Provide thought leadership to telco sponsors and stakeholders in solving business process and technology problems - Review customer architecture, design processes, and system integrations, with sensitivity to legacy telco environments and OSS/BSS landscapes - Configure solution environments to address customer requirements and business issues - Contribute to pre-sales campaigns by sharing telco-specific implementation strategies and best practices - Mentor field resources on telco industry context and delivery best practices for CRM applications in telecommunications - Collaborate with Product Management to surface telco customer needs and inform the ServiceNow product roadmap - Share industry insights and lessons learned with internal teams and the broader ServiceNow community Qualifications Our ideal candidate: - 10+ years of experience in customer-facing implementation and delivery roles such as Solution Architect, Technical Consultant, or developer - ideally in professional services or consulting - 10+ years in the CRM technology industry - Significant experience working with or within telecommunications companies - including carriers, CSPs, cable/broadband providers, or telco infrastructure firms - Deep understanding of telco business models, customer lifecycle management, and operational challenges (e.g., churn, order management, B2B/enterprise sales, network-driven service delivery) - Familiarity with OSS/BSS architecture and how CRM systems interact with broader telco technology stacks - Comfort learning new technology platforms quickly - prior ServiceNow experience helpful but not required - Ideally ServiceNow CSA and CSM certified, or willingness to certify upon hire - Ability to perform deep architectural advisory work - Excellent verbal and written communication skills, including ability to present to executives, chair workshops, and facilitate complex stakeholder sessions - Highly data-driven with commitment to driving customer engagement toward business outcomes and value realization - Fanatical about customer success and tenacious at driving long-term customer value - Must be able to travel up to 25% annually, when applicable Additional Information Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance. Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.