• Confidently articulate the business and technical value of Neo4j to customers and prospects as a key technical advisor and advocate for our products and services • Actively drive and run the technology evaluation stage of the sales cycles • Work across a number of opportunities in parallel and manage day-to-day activities such as opportunity qualification, technical discovery, presentations, platform and use case demonstrations, proof of value, sizing, and documentation of technical decision criteria • Build and nurture rapport with customer stakeholders at all levels and be the trusted advisor to them to help them understand what they can achieve with Neo4j • Co-create reference and solution architectures with our customers, including integrating Neo4j with their existing architecture and applications within a public cloud (AWS, Azure, or GCP) or on-premise environment • Stay current on latest Neo4j capabilities, including usage and integration with third-party tools and services • Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales • Help drive demand through the participation in account-based marketing events as well as industry-known conferences and trade shows • Lead by example and actively foster an environment of teamwork, transparency, creativity, and continuous improvement • Travel as needed to assist in deal creation and closure, and provide support to your team as required.

• Lead architecture reviews, workshops, and technical design sessions with engineering teams and executive stakeholders. • Design end-to-end platform architectures integrating Airflow with cloud infrastructure, compute frameworks, and data platforms. • Review delivery work to ensure high standards for scalability, observability, security, and operational excellence. • Diagnose and resolve issues, guide customers through deployments, migrations, and platform modernization. • Build reusable tools, frameworks, reference architectures, and best practices that improve delivery quality across the organization.

• Partner with Account Executives and Regional Directors to manage complex, multi-stakeholder opportunities from discovery through to close, and progress those opportunities through evaluation, shortlist, and proof-of-concept stages to support win rate and quota attainment across your supported cohort. • Develop and deliver tailored product demonstrations that are simple but engaging, across Higher Education, K12, further education, government, and corporate learning. • Discover and analyse individual customer goals and pain points, looking beyond the immediate requirement to design solutions that fit the customer's wider ecosystem and long-term objectives. • Analyse and respond to technical requirements in RFIs and RFPs, determining which Instructure solutions, services, and partners are needed to meet client needs. • Address integration and deployment requirements including SIS interoperability, SSO and identity, APIs, data residency, hosting, security reviews, and compliance frameworks. • Document customer requirements to support a successful evaluation, proof of concept, and implementation, and facilitate a clean handoff to post-sales teams. • Partner closely with our customer experience teams to ensure an outstanding customer experience, for life. • Share your expertise across the EMEA SE team, mentoring colleagues, contributing to enablement and professional development, and maintaining an organised, current, and instructionally relevant demo environment and technical toolkit. • Be a lifelong learner, developing your own and your team's skills continuously, and stay informed on regional education trends, procurement policies, and digital transformation initiatives across EMEA.

• Your goal will be to build and lead a world-class, AI-native Solutions Engineering organisation that enables n8n to win, deploy, and expand increasingly complex enterprise customers. • Build upon and own the global Solutions Engineering strategy, organisational design, and roadmap for the next stage of n8n’s growth. • Build a clear vision for how the organisation should evolve across mid-market, enterprise, partner, and post-sales motions. • Translate that vision into a practical sequence of priorities that balances immediate business needs with where n8n needs to be in the short-medium term future. • Design scalable and AI-native ways of working that increase the team’s impact without relying solely on additional headcount. • Establish differentiated playbooks for scaled mid-market engagements, complex enterprise sales cycles, strategic accounts, partner-led opportunities, and post-sales deployments. • Raise the quality of technical discovery, validation, pilots, and solution design so customers are ready to reach production successfully after signing. • Create repeatable one-to-many experiences that allow Solutions Engineers to focus their time on the highest-value and most technically complex opportunities. • Ensure partners and global systems integrators have the technical enablement, materials, and support they need to deliver successful customer outcomes. • Lead a global Solutions Engineering organisation of approximately 15 people (including 2 Team Leads) and prepare the team to scale significantly as n8n grows. • Coach and develop our existing frontline leaders, helping them become stronger people managers, technical leaders, and strategic business partners. • Define what great performance looks like across each Solutions Engineering motion and equip the team with the training, tools, and feedback needed to achieve it. • Stay close enough to the work to coach through complex engagements, remove obstacles, and help the team execute while the organisation continues to mature. • Represent Solutions Engineering as a senior member of the global sales leadership team, bringing a clear technical and customer perspective to strategic decisions. • Act as a key connection between go-to-market and Product, translating field insights into technically credible and actionable feedback. • Partner closely with Sales, Customer Success, Partnerships, Product, Product Marketing, and Engineering to improve the full customer lifecycle. • Help prioritise the capabilities required to make new products and features demonstrable, deployable, and production-ready for global enterprises.