Solutions Specialist

cloud software group • Washington, DC

4d • $128,001 - $218,881

About The Position

The Solutions Specialist supports net-new customer acquisition across the Americas and International markets, partnering with Sales and Solutions Architects throughout the opportunity lifecycle. The role brings Compliance, FinTech, and RegTech expertise to customer conversations and connects regulatory and business challenges to Arctera technology solutions.

The specialist conducts discovery with business and technology stakeholders, translates requirements into use cases and solution narratives, and delivers tailored product demonstrations. The role also designs and executes trials and Proofs of Concept (POCs), supports technical evaluations and RFP/RFI responses, addresses objections, and helps customers understand Arctera’s differentiation in competitive opportunities. The Solutions Specialist serves as a subject-matter expert in compliance and surveillance, archiving, eDiscovery, investigations, information governance, and related workflows, while partnering with Solutions Architects on complex opportunities.

The position contributes to Net New ARR growth by improving technical engagement quality, opportunity progression, technical win rates, and conversion of qualified pipeline. It also develops reusable sales and enablement materials, shares competitive and customer feedback with Product Management and Engineering, and maintains knowledge of regulations, industry trends, Arctera products, and emerging technologies such as AI.

Compensation ranges are generally $145,921–$218,881 in California and $128,001–$192,001 in other locations. Some roles may be eligible for annual bonuses and sales incentives, subject to the applicable plan, role, and individual performance. U.S.-based employees are typically offered access to healthcare, life insurance and disability benefits, and a 401(k) plan with company match; benefits vary by employment circumstances and country.

Requirements

• At least 8 years of experience in enterprise SaaS, FinTech, RegTech, compliance technology, financial services technology, Sales Engineering, Solutions Consulting, or a comparable customer-facing technical role.
• Demonstrated experience in Compliance, FinTech, and/or RegTech, with understanding of the regulatory and technology challenges faced by financial institutions and other highly regulated organizations.
• Practical knowledge of regulatory compliance, communications compliance/surveillance, information governance, eDiscovery, archiving, investigations, or data governance.
• Understanding of financial-services compliance use cases, including capture, retention, supervision, surveillance, discovery, and investigation of electronic communications.
• Experience engaging stakeholders across Compliance, Legal, Risk, Information Governance, IT, Security, and business functions, and translating their requirements into technology solutions.
• Proven pre-sales experience supporting net-new customer acquisition, including technical discovery, solution demonstrations, workshops, trials, POCs, technical evaluations, and RFP/RFI responses.
• Ability to translate regulatory and business challenges into compelling business and technical use cases rather than relying only on feature-based demonstrations.
• Strong understanding of SaaS and cloud technologies, enterprise integrations, APIs, data sources, identity and security concepts, and modern enterprise architectures.
• Experience demonstrating and positioning technology solutions in competitive sales situations, articulating differentiation, and addressing technical objections.
• Strong presentation and storytelling skills, with the ability to communicate effectively with technical audiences and senior Compliance, Legal, Risk, and Technology stakeholders.
• Ability to partner effectively with Account Executives, Solutions Architects, and Partners while providing product, industry, and compliance expertise throughout the sales cycle.
• Ability to manage multiple concurrent opportunities and work effectively in a fast-paced, growth-oriented pre-sales environment.

Nice To Haves

• Experience supporting geographically distributed sales organizations and customers across the Americas and International markets.
• Strong understanding of emerging technologies, particularly AI and its application to compliance, surveillance, investigations, and risk management.

Responsibilities

• Support net-new customer acquisition across the Americas and International markets in partnership with Sales and Solutions Architects.
• Conduct discovery with Compliance, Legal, Risk, Surveillance, Information Governance, and Technology stakeholders to understand requirements, regulatory challenges, existing processes, and desired outcomes.
• Translate customer requirements into Arctera use cases and solution narratives that demonstrate business and compliance value.
• Deliver tailored product demonstrations that address customer workflows, regulatory requirements, and business outcomes.
• Design, configure, and execute trials and Proofs of Concept (POCs) with defined objectives, success criteria, and outcomes.
• Serve as a subject-matter expert in communications compliance and surveillance, archiving, eDiscovery, investigations, information governance, and related workflows.
• Partner with Solutions Architects on complex opportunities, contributing domain and product expertise while the architect owns broader technical architecture and solution strategy.
• Identify and address product, workflow, compliance, and technical objections that could impede an opportunity.
• Support competitive opportunities by explaining Arctera’s capabilities, differentiation, and value against customer requirements.
• Support RFP/RFI responses involving product capabilities, compliance use cases, workflows, regulatory requirements, and technical functionality.
• Engage with stakeholders from practitioners through senior leaders, including Compliance Officers, Heads of Surveillance, Legal, Risk, CIO/CTO organizations, and technology teams.
• Support partner-led net-new opportunities through solution expertise, demonstrations, technical enablement, and customer evaluations.
• Maintain knowledge of financial-services regulations, compliance practices, FinTech/RegTech trends, and emerging technologies, including AI applications in compliance, surveillance, investigations, and risk.
• Maintain deep knowledge of the Arctera portfolio and develop expertise in new capabilities, integrations, use cases, and product innovations.
• Capture competitive intelligence and field feedback, and provide structured input to Product Management and Engineering on customer requirements, market trends, product gaps, and competitive capabilities.
• Develop reusable demo scenarios, industry use cases, POC frameworks, technical content, competitive playbooks, and enablement materials.
• Collaborate across Sales, Solutions Architecture, Product, Engineering, Marketing, Partners, and other teams to improve net-new opportunity development and wins.
• Contribute to Net New ARR growth by improving technical engagement quality, opportunity progression, technical win rates, and conversion of qualified pipeline into new customers.

Benefits

• Access to healthcare for U.S.-based employees (availability may vary).
• Life insurance and disability benefits for U.S.-based employees (availability may vary).
• 401(k) plan and company match for U.S.-based employees (availability may vary).
• Certain roles may be eligible for annual bonuses and sales incentives, subject to plan terms, role, and individual performance.

What This Job Offers

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