Director of Solutions Engineering

TwelveLabs

1d • Remote

About The Position

TwelveLabs is seeking a Head of Solutions Engineering to lead a global team responsible for the successful deployment of their video understanding APIs for developers and enterprises. This role is crucial for accelerating the sales process by articulating technical value, designing proofs-of-concept, and demonstrating how the TwelveLabs platform solves critical business challenges. The position is a player-coach role, requiring the individual to manage their own deals while also building the systems, playbooks, and team to scale the pre-sales function. The Head of Solutions Engineering will own the technical sales motion end-to-end, acting as a liaison between Sales, Product, and Engineering. This role reports to the Head of Field Engineering and is remote-friendly within the US, with up to 30% travel.

Requirements

• 8+ years in technical pre-sales, solutions engineering, or sales engineering, including at least 2 years managing or leading a pre-sales team, ideally with experience operating across multiple regions.
• Sold or built on top of AI/ML platforms, APIs, or developer infrastructure, and can credibly engage with both a machine learning engineer and a Chief Data Officer in the same meeting.
• Deep familiarity with LLMs, multimodal AI, REST APIs, and modern cloud architectures, with a strong grasp of video workflows and the enterprise buying process around AI.
• A track record of building repeatable pre-sales motions from scratch — playbooks, tooling, hiring profiles, onboarding programs — not just inheriting them.
• A real point of view on the video market — who the buyers are, where budgets are shifting, and what's actually broken in how enterprises handle video today. Whether it's media and entertainment, sports, security, or content moderation, you can tell a customer not just what TwelveLabs does, but where it fits in their existing stack.
• Built joint go-to-market motions with cloud and ISV partners — AWS, GCP, Azure, or category-defining ISVs — and know how to turn a marketplace listing or co-sell program into actual pipeline.
• An exceptional communicator who can translate complex technical capabilities into business outcomes, and who makes both customers and internal teams better by being in the room.
• Thrive in environments where the product, market, and team are all evolving at once, and where leadership means making decisions before all the information is in.
• Know how to balance the immediate pressure of closing deals with the longer-term work of building a team and function that scales.
• A 0-to-1 builder, a ferocious learner, and a kind and energizing leader who makes the people around you better.

Responsibilities

• Hire, develop, and manage a global team of Solutions Engineers, building a high-performance pre-sales function that scales with the business.
• Define and continuously improve our technical sales methodology, from discovery frameworks and qualification criteria to POC playbooks and the handoff to post-sales.
• Partner closely with Account Executives across regions to prioritize opportunities, set technical win strategies, and close high-value deals.
• Roll up your sleeves on strategic accounts: lead discovery sessions, design proof-of-concepts, and deliver executive-level presentations that tie back to measurable business value.
• Build a library of reusable assets — demo environments, reference architectures, integration templates, competitive battle-cards — that multiply the team's effectiveness and reduce time-to-value for prospects.
• Serve as the authoritative technical voice in the sales cycle for our most complex enterprise opportunities, including architecture reviews, security assessments, and compliance conversations.
• Represent the voice of the market to Product and Engineering: turn prospect feedback, competitive intelligence, and common objections into actionable input that shapes the roadmap.

Benefits

• An open and inclusive culture and work environment.
• Work closely with a collaborative, mission-driven team on cutting-edge AI technology.
• Full health, dental, and vision benefits
• Extremely flexible PTO and parental leave policy.
• Office closed the week of Christmas and New Years.
• VISA support where applicable

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed