Solutions Engineer

About this roleAs a Solutions Engineer at Ashby you'll be at the forefront of our sales efforts with Mid-Market customers, partnering closely with Account Executives to secure both the technical and commercial win. Your goal with each customer is to show how Ashby supports their unique needs, and highlight how our platform can transform the way they hire. To do this effectively, you'll develop deep expertise in our product, gain insights into our competitors, and have a deep understanding of the challenges Talent Acquisition teams face.You'll play a crucial role in mid-market sales cycles, where you will deliver personalized product demonstrations, facilitate well-structured product trials, and coordinate comprehensive and insightful RFP responses. Success in this role means using your discovery skills, empathy for our customers, and product knowledge to clearly articulate the transformative impact Ashby can have on their business.As an SE, you want to be selling a product that customers fall in love with. There's nothing better than seeing a prospect's jaw literally drop in the middle of a demo, and it only happens when you have a solution that solves real pain for someone. At Ashby it happens daily.When prospects are eager to buy—something that happens often because our product truly stands out—you'll know you're hitting the markYou could be a great fit if: You have experience as a Sales Engineer / Solutions Consultant supporting complex, multi-stakeholder SaaS sales cycles in a team-selling motion. You have spent time with HR or Talent teams, and you have a high level of empathy for the work they do day to day—their pain is our pain. You have developed deep product expertise across a suite of solutions. You're well regarded as a subject-matter expert by your peers today. You love to learn, and can quickly connect the dots between new concepts, product capabilities, and business outcomes. You demonstrate mastery of clear communication. You ask questions with precision and listen for nuance in answers. You explain complex concepts in simple terms and can articulate the business impact of features. You're a builder - you get energy from digging into problems and finding unique solutions, and you love working in a fast paced organization. You're adept at creating and delivering tailored demos that span a broad range of product capabilities. You are comfortable adapting on the fly based on customer questions. You proactively engage AEs to distribute the work of progressing deals towards a commercial win. You are a partner to the product org, translating customer feedback into requirements that have resulted in product enhancementsBonus points for: Familiarity with recruiting workflows & data in Applicant Tracking Systems Demo infrastructure or demo engineering experience Value engineering / consulting experience, building bespoke and quantifiable business casesExamples of things you'll work on: Help win new marquee accounts Our buyers have nuanced and detailed requirements that you'll address in a systematic way to maintain deal momentum. Build upon our existing demo environments to craft compelling narratives to showcase product capabilities Design repeatable processes to make the solutions engineering team a well oiled machine as we scaleWhy become an SE at Ashby?Ashby is a unique place to work as a Solutions Engineer - we're not just keeping pace with industry standards; we're setting them. Each time we speak with customers, our platform enables us to show truly novel ways to improve their TA strategy. Here's why:Incredible Product-Market Fit: Our solutions are not just products; they address critical pain points in the talent and recruiting ecosystem. The challenges our clients face aren't merely operational; they stem from a sector that has historically struggled to keep up with the evolving needs of global talent teams. Ashby stands out by offering not just answers but transformation.Revolutionizing an Under-served Market: The gap between what talent teams need and what traditional software offers is wide, but Ashby is bridging it. We bring to the table an exceptional product endowed with versatility and innovative capabilities. Our solutions are designed for teams strive for hiring excellence through efficiency, agility, and continuous improvement.A Canvas for Creativity and Impact: At Ashby, Solutions Engineers have the unique opportunity to sculpt our offerings across a vast spectrum of product capabilities. Our platform empowers you to get creative and solutions that continuously exceed expectations. Here, your work directly contributes to reshaping how companies around the world attract, hire, and retain talent.Becoming a Solutions Engineer at Ashby means being at the forefront of a transformation in the talent acquisition landscape. Here, your contributions have the power to make a tangible impact on our clients' success and the industry at large.Reasons you shouldn't apply:If iteration and innovation makes you anxious, and you're more about sticking to the tried-and-true, this role may not be the right fit.Our team works on a wide range of deals - from hundreds to thousands of employees. Each customer has unique challenges, and it's important that you're excited by the complexity of the issues, not the size of the deal.You are not comfortable combining both deep technical expertise and business acumen to build powerful justifications for purchase.If a fast-paced and ever-evolving work setting makes you uncomfortable, the dynamic environment at Ashby could be more challenging than rewarding.Should you see feedback more as a critique than a catalyst for growth, the collaborative and improvement-driven culture at Ashby may not suit your style.Interview ProcessOur interview process is thorough — we aim to ensure each person that joins the team is the right fit for Ashby and will provide ample information for you to assess if Ashby is the right fit for you. The process for this role is as follows:Recruiter Interview: 30 minutesHiring Manager Interview: 60 minutesRole Play Exercise: 60 minutesFinal Panel:GTM Team Member: 30 minsSales Leadership: 30 minsWorking with Product: 30 minsClosing Questions: 15 minsBenefitsYou'll get the time to do things the right way; we put a lot of emphasis on high quality work and avoid quick hacks as much as possible.Sell a product that our customers are truly excited about.Generous equipment, software, and office furniture budget. Get what you need to be happy and productive10-year exercise window for stock options. You shouldn't feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.$100/month education budget with more expensive items (like conferences) covered with manager approval.About AshbyWe're building the next generation of recruiting software and we're starting with a suite of products that helps talent leaders, recruiters, and hiring managers run an efficient and data-driven hiring process.We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have thousands of amazing customers including Snowflake, OpenAI, Shopify, Ramp, Notion, and Zapier (and many others who we cannot name). Our growth and retention metrics are best-in-class among our peers: we have tens of millions in ARR, growing >100% year over year, very low churn, and many years of runway. We'll share more details once we meet. In short, it's the perfect time to join We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.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.