Position Overview:
We're looking for a Head of Solutions Engineering to lead our Solutions Engineering team.
Solutions Engineering sits at the intersection of Sales, Product, and Engineering. The team runs the technical side of every deal that matters: demos, proof of concepts, and the detailed answer to whether the Lobster Data Platform can actually do what a prospect needs. Technical credibility at that stage shortens deal cycles and increases both close rates and deal size.
You'll lead a team of 7 Solutions Engineers working hybrid across our Tutzing and Amsterdam offices.
You’ll get to take ownership of:
- Building and leading the Solutions Engineering team: hiring, onboarding, performance, and career development
- Setting the team's operating standards — demo assets, POC frameworks, and deal qualification approach (e.g. MEDDPICC)
- Owning the end-to-end technical sales cycle, and stepping in personally on the most complex or highest-value deals
- Identifying and developing technical champions within prospect organizations
- Designing and presenting tailored solution concepts for prospective customers
- Developing implementation approaches that carry cleanly from sales into delivery
- Planning headcount and capability needs for the team as Lobster grows
- Working closely with Sales, Engineering, and Professional Services, and representing Solutions Engineering in cross-functional planning
What You’ll Bring:
- 8+ years of experience in technical pre-sales or Solutions Engineering, including at least 3 years leading or building a team
- Real-world experience with several forms of data integration (APIs, EDI, IoT, ETL, EAI, message bus) and the business processes behind them
- A solid understanding of customer processes and core systems in retail/wholesale, manufacturing, and logistics
- Confidence running technical needs assessments and uncovering the business requirements underneath a stated ask
- Experience mapping the personas in a buying committee, tailoring the story to each one, and building technical champions
- Working knowledge of a B2B sales qualification framework such as MEDDPICC
- Comfort delivering technical presentations, demos, and proof of concepts to both business and technical audiences
- Bachelor's, Master's, or a comparable degree
- Fluent English; German is a plus
- Willingness to travel multi-day for company events and team meetings
You can look forward to:
- Modern offices in Germany and the Netherlands
- A personal Learning & Development budget
- Up to 30 days of remote work per year from any EU country
- 2 additional paid days off on Christmas Eve and New Year's Eve
- Company Pension plan
- 30 vacation days a year
- Location-specific benefits packages (your recruiter will be happy to provide more details during your first chat)
- Company-sponsored business travel
If you're excited about this role but don't meet every qualification, we encourage you to apply! Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions.
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