Manager, Solutions Engineering

About the Role

Factory is hiring a Solutions Engineering Manager to build the Mid-Market Solutions Engineering team. Our Mid-Market Solutions Engineers own the full customer lifecycle, pre-sales and post-sales: discovery, demos, proofs of concept, security and architecture reviews, pilot delivery, and the ongoing adoption and expansion of Factory once a customer is live. You will help build out the team, define how it runs, and own both the technical win and the production outcome for our fastest-growing mid-market accounts.

You will hire and coach the people who do this work, set the standard for how it is done, and stay close enough to the accounts to do it yourself when it matters. You will work directly with Mid-Market Sales leadership, and closely with Product and Engineering. This is a hands-on, zero-to-one leadership role at the intersection of Sales, Product, and Engineering. It suits someone who combines real technical fluency, strong people leadership, and sound judgment under deal pressure.

What you will do and achieve

• Build the Mid-Market Solutions Engineering team: define the hiring profile, recruit and close the founding Solutions Engineers, and grow the team with the Mid-Market pipeline

• Design and iterate the team's operating playbook across the full lifecycle: discovery, pilot scoping, success metrics, security and compliance reviews, production rollout, and ongoing adoption and expansion

• Own the team's technical win rate, time-to-technical-win, pilot-to-production conversion, and post-sales adoption and expansion; report them to GTM leadership and use them to coach the team

• Partner with Sales leadership and Account Executives to run high-quality technical discovery, demos, and proofs of concept that tie directly to customer outcomes

• Carry accounts directly while the team ramps, and serve as the escalation point for complex evaluations, at-risk deployments, and high-stakes mid-market deals, including CTO, VP Engineering, and Security stakeholders

• Onboard, coach, and develop Solutions Engineers; set clear expectations, career paths, and performance standards, and shorten ramp time with structured enablement

• Act as the voice of the field internally, feeding customer and prospect insight back to Product and Engineering

Qualifications

You do not need to meet every requirement to be a strong candidate. If this role excites you and you have related experience, we encourage you to apply.

• 2+ years leading Solutions Engineering, Field Engineering, Solutions Architecture, or customer engineering teams in enterprise software, spanning pre-sales and post-sales, including at least one team you built or scaled from a small starting point

• A strong hiring track record: you know how to source, assess, and close senior technical customer-facing talent

• A strong technical foundation and fluency in modern software development workflows, developer tooling, CI/CD, and AI coding tools

• Proven ability to partner with Sales while protecting technical integrity and customer trust

• Comfort in high-pressure, customer-facing environments; you can take over a stalled evaluation or a struggling deployment and move it forward

• Operational discipline: you track technical win rates and pilot outcomes and run a team on the numbers, not on anecdotes

• Executive presence and clear communication with developers, architects, and CTOs alike

• A builder mindset: you thrive in a fast-moving startup and create structure where little exists

Nice to have

• Hands-on experience with agentic coding tools, LLM-based products, or developer platform sales

• Background as a software engineer or in a technical consulting role

• Experience standing up a new team or function for a high-growth company

This is an in-office position (5 days/week) in San Francisco. Expect travel to customer sites as needed.