2 months ago
Remote, United States or San Francisco, CA, USAMid Level / Senior
Responsibilities
- Lead technical discovery with prospective customers, including analysis of call center workflows, existing systems, integration requirements, operational pain, and AI readiness.
- Identify technical fit, ROI opportunities, and the technical win strategy for each sales opportunity in partnership with account executives.
- Design and run workflow-specific product demos and configure custom voice agent demonstrations.
- Scope and manage Proofs of Value around clear success criteria, timelines, milestones, stakeholder expectations, and buying decisions.
- Partner with forward-deployed engineers and Engineering on deeper technical needs while maintaining efficient sales evaluations.
- Drive evaluation urgency by defining next steps, owners, decision points, and commercially relevant milestones.
- Act as a technical representative for buyers, operators, InfoSec teams, procurement, and executives.
- Explain Bland’s architecture, in-house voice stack, integration approach, and data and security posture.
- Support RFIs, security questionnaires, technical due diligence, and enterprise procurement processes.
- Collaborate with account executives, forward-deployed engineers, Product, and Engineering on deal execution, handoffs, feasibility, customer feedback, and product gaps.
- Contribute to demo assets, POV templates, technical documentation, and repeatable pre-sales materials.
- Help establish Solutions Engineering practices and standards as the team scales.
Requirements
- 4–8+ years of Solutions Engineering, Sales Engineering, or technical pre-sales experience at a B2B SaaS company.
- Experience running technical discovery and supporting enterprise sales cycles.
- Experience owning or meaningfully contributing to technical POVs, POCs, pilots, or evaluations.
- Strong ability to define POV success criteria, manage scope, and keep technical evaluations on track.
- Technical ability to configure demos, understand APIs, work with prompts, reason through integrations, and engage with customer engineering or IT teams.
- Commercial ability to partner closely with account executives and connect technical work to deal progression.
- Comfort operating in ambiguity at an early-stage or high-growth company.
- Genuine interest in AI, LLMs, voice automation, and enterprise workflow transformation.
- Preferred experience with horizontal platforms, developer infrastructure, APIs, automation, workflow products, voice AI, conversational AI, CPaaS, CCaaS, contact center technology, or customer support automation.
- Preferred experience selling into regulated or operationally complex industries such as healthcare, financial services, insurance, logistics, or enterprise support.
- Preferred experience building demo environments, POV frameworks, SE playbooks, or technical evaluation processes.
- Startup experience where the pre-sales motion was still being defined is preferred.
Benefits
- Significant equity in a high-growth, well-funded AI company.
- Full benefits package.
- San Francisco-based role with a strong in-person culture; 3–5 days in the office preferred, with remote work available.
Categories
Solutions Engineering
About Bland
Bland builds AI phone agents for enterprises, providing APIs and infrastructure to automate inbound and outbound calls, route conversations, and integrate with CRMs and contact-center systems. Its platform combines speech-to-text, large language models, neural audio, and text-to-speech to handle customer interactions end to end. Founded in 2023 and privately held, the company targets telecom and enterprise software use cases such as support, scheduling, and sales operations.