Airtable - Chicago, IL
posted 5 months ago
About the position
At Airtable, we are passionate about our platform's ability to democratize software creation and empower anyone to 'create anything.' As a Solutions Engineer, you'll leverage your product and technical expertise to support prospective Enterprise customers as they evaluate Airtable as a solution for their organization. Partnering closely with Account Executives, you'll qualify opportunities, gather key requirements, speak to our platform capabilities, and advise decision makers on how Airtable can be configured to support their business needs. In this role, you will partner with Account Executives to identify, qualify, and pursue new revenue opportunities from new and existing Enterprise customers. Building relationships with and serving as a trusted advisor to a prospect or customer's technical teams will be crucial. You will also be responsible for building and demonstrating custom prototypes that allow prospects to understand and evaluate Airtable's capabilities within the context of their own data, technical requirements, team workflows, and business process needs. Managing the technical relationship with Airtable's pre-revenue Enterprise organizations will involve overseeing proof-of-concept work and pre-sales implementation as needed. You will speak to Airtable's platform and integration capabilities, and any solution strategies that may be required to successfully implement them using Airtable best practices. Supporting multiple Account Executives and deals simultaneously, you will proactively communicate with stakeholders to ensure on-time solution delivery. Additionally, you will develop processes and workflows that allow us to build and scale a best-in-class Sales Engineering organization. Identifying and sharing our most valuable use cases and user stories with our Engineering and Customer Engagement teams will help inform the product roadmap and market potential. You will also work closely with Airtable's Security and Compliance Teams to advise on questions related to Airtable's security posture. Note that during peak times, this role may be expected to work outside of standard work hours to fulfill time-sensitive responsibilities.
Responsibilities
- Partner with Account Executives to identify, qualify and pursue new revenue opportunities from new and existing Enterprise customers
- Build relationships with and serve as trusted advisor to a prospect or customer's technical teams
- Build and demonstrate custom prototypes that allow prospects to understand and evaluate Airtable's capabilities within the context of their own data, technical requirements, team workflows, and business process needs
- Manage technical relationship with Airtable's pre-revenue Enterprise organizations, overseeing proof-of-concept work and pre-sales implementation as needed
- Speak to Airtable's platform and integration capabilities, and any solution strategies that may be required to successfully implement them using Airtable best practices
- Support multiple Account Executives and deals simultaneously, proactively communicating with stakeholders to ensure on-time solution delivery
- Develop processes and workflows that allow us to build and scale a best-in-class Sales Engineering organization
- Identify and share our most valuable use cases and user stories to our Engineering and Customer Engagement teams to inform the product roadmap and market potential
- Work closely with Airtable's Security and Compliance Teams to advise on questions related to Airtable's security posture
Requirements
- 4+ years of experience in a sales engineering or solution consulting role in a SaaS environment, ideally in the data visualization or productivity space
- 10+ years of overall professional experience
- Excellent communication skills, comfortable presenting to individual contributor stakeholders and VP-Level decision makers
- Understanding of the fundamentals of database design and a passion for creating unique solutions to complex business problems
- History of managing multiple assignments simultaneously and ability to work independently to drive projects to completion with a high level of attention to detail
- Keen technical mind with a deep understanding of enterprise integration methodologies, best practices and API architecture
- Comfort writing and understanding JavaScript is a plus
