Head of Solutions Engineering

TwelveLabs

1d • Remote

About The Position

We're hiring a Head of Solutions Engineering to lead the global team that helps the world's most ambitious companies understand what video AI can actually do for them. This is a player-coach role. You'll carry your own deals while building the systems, playbooks, and people that scale our pre-sales function as TwelveLabs grows. You'll own the technical sales motion end-to-end, from how we qualify opportunities to how we demonstrate ROI, and you'll be the connective tissue between Sales, Product, and Engineering. The best pre-sales leaders we've met don't just run demos. They shape how a product is sold, what gets built next, and which markets we win. That's this job. You'll report to the Head of Field Engineering. The role is global and remote-friendly, with travel up to 30% to be on the ground with prospects, customers, and your team across the Americas, EMEA, and APAC.

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.
• 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.
• 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.

Nice To Haves

• If you are a 0-to-1 builder, a ferocious learner, and a kind and energizing leader who makes the people around you better, you will find a home at TwelveLabs.

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