Manager, Solutions and Presales

Do you get restless when a deal is running but nobody can tell you why it's winning? Given a pile of discovery notes, can you spot the one thing that should shape the whole solution, before anyone's started writing it? Can you look at a live account and see the next deal sitting inside it, before Delivery even mentions it?

You Own The Deal, Not Just The Deck:

You're accountable for the solution side of every deal, whether or not you personally build the artifact. You decide who works a lead, assign the solution architect before the first call is booked, make sure the lead research is good enough to walk in with, and stay on top of deal status long after the proposal goes out even though Sales owns follow-up.

You Name The Reason We Win:

Following process is the floor here, not the job. On every deal, you name the one reason this client should pick us over whoever else is in the room, based on what discovery actually surfaced then you make sure the proposal, the demo, and the calls all carry that theme. Win rate on your deals is how this role gets measured, not clean paperwork on a loss.

You Work In AI, Not Around It:

Drafts lead research, proposals, and RFP responses with Claude, using skills already built for each. This isn't something you reach for when a deadline is tight it's the job. You get better output from those skills than the team gets today, flag where a skill needs to change, and hold the team to working this way.

You Build The Team That Builds The Deals:

This is the larger half of the job. You assess each person on technical depth, client presence, and written work then coach against their specific gap instead of running generic training. You assign work so no account depends on one person's memory, review everything before it reaches a client, and run the appraisal cycle, including the calls on who's ready for more.

You Show Up For Delivery Too:

This isn't a presales-only seat. You work with delivery leads to name the right people for a project before it's sold, step in yourself (or lend someone from your team) when a delivery architect needs extended support, and help delivery leads size and write up the next phase of a live account.

You Own The Process, Not Just Follow It:

You enforce the presales process even when a deadline is tight, but you also track what's actually working, retire the steps that add nothing, and bring changes to the founder with the evidence behind them.

Role and Responsibilities:

- Have led a presales or solution consulting team at a senior level, owning the outcome and not just the process.

- Have run deals end-to-end, from the first call through proposal and statement of work.

- Have owned RFP or RFI responses the bid decision, the section assignments, and the winning theme.

- Have scoped and estimated consulting engagements, and then defended that estimate when someone pushed back.

- Have Salesforce knowledge deep enough to challenge a design and catch a bad estimate before it goes out (this one's non-negotiable).

- Can judge whether discovery actually produced enough to price and scope the work, rather than just enough to move to the next stage.

- Have managed people set standards, given hard feedback, run appraisals, made the call on who's ready for more.

- Can hold a real pipeline conversation with sales leadership, backed by a view of your own from being on the calls.

- Speak English a US client follows without effort, with a neutral accent (this one's non-negotiable).

- Write clean enough that a proposal goes out the door without a rewrite.

- Have worked across a founder, sales, a presales team, and delivery at the same time, without losing track of any of them.

More awesome, if you have:

- Hands-on Salesforce architecture experience.

- Nonprofit, healthcare, housing, education, or public sector exposure.

- Some sales instinct already forming this role will sharpen it, but a head start doesn't hurt.