A Leadership Role Designed for Builders
You’ll inherit an enterprise SE motion that works and level it up. The initiatives you lead—from POC frameworks to RFP libraries to competitive playbooks—will define how the enterprise SE team operates for years to come.
A Seat at the Product Table
You’ll work in tight collaboration with Product and Engineering, translating enterprise field insights directly into roadmap input. The problems your team uncovers shape what Ashby builds next.
What You’ll Do
Lead & Grow a High-Performing Enterprise SE Team
Hire, onboard, and develop world-class Solutions Engineers who become trusted technical advisors to enterprise prospects.
Coach SEs on enterprise-specific skills: discovery with complex buying committees, POC design and execution, security and compliance conversations, API-level technical fluency, and executive-level storytelling.
Create a culture of ownership, rigor, and continuous improvement.
Drive Excellence in Enterprise Deal Execution
Partner with Enterprise sales leadership to align on pipeline and priorities, with SEs leading the technical track alongside AEs on the commercial.
Oversee the team’s involvement in demos, POCs, trials, security reviews, and RFPs across 3–5 stakeholder buying groups—including IT, Legal, HR, Finance, and executive sponsors.
Review and elevate team execution, stepping in as a technical expert when the deal demands it.
Build Scalable Systems, Processes & Enablement
Refine and evolve the existing enterprise SE motion—improving demo workflows, POC frameworks, trial structures, RFP processes, and internal knowledge bases.
Build enablement for complex, long-horizon deals: competitive positioning, security questionnaire libraries, integration playbooks, and value frameworks.
Identify patterns from the field and translate them into product feedback, roadmap insights, and internal process improvements in close partnership with Product and Engineering.
Partner cross-functionally with CS, Product, Marketing, and Implementation to ensure seamless handoffs and consistent enterprise messaging.
Drive Strategic Initiatives from Diagnosis to Impact
Identify high-leverage problems across the enterprise SE motion—through data, field observation, and stakeholder input—and develop a clear point of view on what to solve and why.
Validate your hypotheses with the right stakeholders, write crisp proposals, and earn executive buy-in by connecting your recommendations to business outcomes.
Own implementation end-to-end—managing change, aligning stakeholders, and driving adoption—with little oversight and a high bar for follow-through.
Operate as a strategic contributor beyond your team—your projects will shape how Ashby scales, not just how the SE org runs.
You could be a great fit if
🎯 You have experience managing or mentoring Solutions Engineers in complex, multi-stakeholder enterprise SaaS sales motions.
👥 You thrive in hiring, growing, and developing people—your success comes from your team’s success.
🧭 You think strategically about process, enablement, and operational excellence—not just individual deal execution.
🤝 You partner naturally with Sales Leadership and cross-functional stakeholders (CS, Product, Implementation) and can influence with clarity and conviction.
🧠 You have strong business and technical acumen and can guide your team on connecting Ashby’s capabilities to measurable enterprise outcomes.
📣 You’re a clear communicator who can simplify complex concepts—and coach others to do the same, whether in a security review or an exec boardroom.
⚙️ You love building—POC frameworks, RFP libraries, competitive playbooks, demo environments—and you do it with intentionality.
💙 You have empathy for enterprise Talent teams and are energized by solving their real, nuanced challenges.
Bonus Points For
🤝 Experience with Applicant Tracking Systems or deep familiarity with enterprise TA workflows.
🧩 Experience building POC frameworks, value engineering models, or technical trial structures for enterprise deals.
📈 Experience leading cross-functional projects in rapidly scaling organizations.
🔧 A background as a technical IC (SE, Solutions Architect, or similar) before moving into management.
Reasons You Shouldn’t Apply
You’d rather execute deals yourself than enable a team around you to excel.
You’re uncomfortable refining a motion that’s already partially built—you want either a blank slate or a fully finished playbook.
Multi-stakeholder enterprise complexity—security reviews, procurement, legal, executive sponsors—feels like friction rather than the core of the job.
You’re uncomfortable coaching people through feedback, growth, and evolving expectations.
Fast-paced, high-change environments feel overwhelming rather than exciting.
Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.
Ashby is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing vacancy within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position.
