1 day ago
Base Salary
$180k - $220k/yr
Responsibilities
- Own the technical win for complex enterprise deals in partnership with Enterprise Account Executives.
- Map evaluation committees, create technical close plans, remove objections, develop champions, and align technical and commercial sales tracks.
- Scope and run proofs of concept, large-scale data evaluations, and competitive vendor bake-offs with defined success criteria.
- Design enterprise integration architectures covering real-time and batch patterns, event-driven and webhook flows, orchestration, resilience, failover, monitoring, data retention, residency, environment strategy, and migration paths.
- Advise prospects on how Middesk fits within their onboarding and risk decisioning architecture.
- Build executive business cases for compliance, risk, technology, and steering committee stakeholders.
- Lead technical diligence, including RFP responses, security reviews, vendor risk reviews, and third-party risk assessments.
- Document solution designs, technical commitments, contractual obligations, and stakeholder maps for post-sales implementation.
- Translate enterprise requirements, feature gaps, and competitive intelligence into roadmap and positioning input.
- Create reusable enterprise sales assets and mentor other Solutions Engineers.
Requirements
- At least 6 years of experience in pre-sales or customer-facing technical roles, including at least 3 years primarily focused on enterprise deals.
- Proven technical wins with large financial institutions or regulated enterprises through sales cycles of six months or more and cross-functional evaluation committees.
- Experience selling or supporting B2B SaaS products with API-first or data-centric enterprise integrations.
- Deep fluency with APIs, webhooks, data workflows, and SQL, including debugging integrations, evaluating datasets, and discussing scale, latency, failover, and data handling with technical teams.
- Experience leading formal proofs of concept and competitive bake-offs and defending results to technical and compliance reviewers.
- Experience owning enterprise RFP responses, security reviews, and third-party risk management assessments.
- Working knowledge of KYB, CIP, BSA/AML, beneficial ownership, sanctions screening, ongoing monitoring, or a closely related compliance domain.
- Ability to present to C-level sponsors and steering committees, build business cases, and operate effectively under scrutiny.
- Ability to manage a small number of complex, high-value deals in parallel.
- Preferred experience with business identity, KYB/KYC, fraud, or risk data vendors.
- Preferred familiarity with bank third-party risk management, model risk management, and regulatory expectations for vendor due diligence.
- Preferred experience with onboarding, case management, or core platforms used by banks and large fintechs.
- Preferred experience building enterprise sales enablement, reference architectures, evaluation frameworks, and repeatable technical sales processes.
- Willingness to travel for on-site workshops and executive meetings.
Tech Stack
Categories
Solutions Engineering
About Middesk
Middesk builds business identity intelligence and KYB infrastructure—APIs and data services that verify entities, assess risk, and automate onboarding for B2B platforms, banks, and fintechs. It also offers tools for business formation, registration, and employer compliance that integrate into operations and compliance workflows. Founded in 2019 and headquartered in San Francisco, it is privately held and YC-backed, with investors including Sequoia Capital, Accel, Insight Partners, and Canapi.