Solution Architect

Kipu Systems • US,

2d • Remote

About The Position

At Kipu Health, we're passionate about creating better paths to better patient care. Join us in our work to advance behavioral health care in our communities. Our innovative solutions support providers in treating addiction, eating disorders and many other behavioral health conditions. Our EMR, CRM and revenue cycle solutions help behavioral health facilities succeed in managing their patients' entire care journey, but it's through our people that we truly make a difference.

The Solution Architect is a technical and domain solution expert: you bring deep, demonstrable expertise in a major product domain (RCM, Compliance/GRC, EMR, or CRM/Alumni Engagement), working knowledge of at least one minor domain, and the consultative skills to support deal advancement across the full sales cycle.

You will team-sell alongside Account Executives across New Logo and Existing Business segments, acting as the trusted technical and domain advisor from first discovery call through contract close and handoff to Implementation. This is not an individually quota-carrying role; your variable compensation is tied to the performance of the full sales team you support against the bookings plan and company scorecard.

Requirements

• 2+ years of experience in Sales Engineering, Solutions Consulting, or specialist sales support within healthcare SaaS; behavioral health technology strongly preferred.
• Demonstrated product depth in at least one of Kipu's platform domains (RCM, Compliance/GRC, EMR, or CRM/Alumni Engagement), with proven ability to build working knowledge in a second domain.
• Comfortable presenting live, technical, and consultative demonstrations to a range of audiences, from clinical and billing end users to technical and executive buyers.
• Working understanding of APIs, system integrations, and data flows; familiarity with healthcare interoperability standards (HL7, FHIR) is a plus.
• Business acumen sufficient to discuss revenue cycle, compliance, or clinical outcomes credibly with financial, operational, and clinical leaders.
• Experience supporting deal advancement as part of a team-selling motion; familiarity with the Challenger Sales methodology is a plus.
• Experience or familiarity with the Addiction Treatment and Behavioral Health industry strongly preferred; familiarity with AveaOffice, Kipu EMR, or other behavioral health platforms considered an asset.
• Comfortable using AI tools to drive personal productivity and able to speak to the efficiency gains and measurable impact AI can create within a customer's own environment.
• Proficiency with Microsoft Office Suite, Salesforce, and standard sales enablement tools; Bachelor's degree or equivalent experience; willingness to travel up to 25%.

Nice To Haves

• Healthcare interoperability knowledge (e.g., HL7, FHIR) is a plus.
• Familiarity with the Challenger Sales methodology is a plus.
• Familiarity with AveaOffice, Kipu EMR, or other behavioral health platforms considered an asset.

Responsibilities

• Serve as the primary technical and domain resource supporting Account Executives through the full sales cycle, in your assigned major domain and at least one minor domain.
• Lead consultative discovery and workflow analysis with prospects and clients at all levels (end user, director, C-suite) to uncover pain points and translate insights into tailored value propositions.
• Deliver compelling, customized product demonstrations - live and via maintained demo environments, scripts, and playbooks - connecting Kipu's platform to measurable outcomes.
• Act as the first line of defense on technical, integration/API, and compliance/regulatory questions raised during the sales cycle, reducing hand-offs to Product and Engineering and improving deal velocity.
• Support deal advancement alongside Account Executives across your domain(s), including cross-sell opportunities within Kipu's existing customer base.
• Support RFP responses, security questionnaires, and requirements documentation within your domain(s) of expertise, partnering with Engineering and Product on sign-off where needed.
• Maintain and grow expertise in your major domain while building working knowledge in your minor domain, participating in ongoing enablement led by the VP of Sales Engineering & Solution Architecture.
• Partner with Implementation and Customer Success to ensure a seamless technical and domain hand-off from sale to onboarding.
• Capture field and market insight to inform Kipu's product roadmap and sales enablement content, and use AI tools day-to-day to prepare for discovery and tailor demonstrations.

Benefits

• Highly competitive salary based on your local market's compensation data
• Expandable PTO
• 11 paid holidays
• Health, Dental, Vision, Disability, and Life Insurance
• Parental Leave
• Pet Insurance
• 401(K) with Company Match

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree