Note: The job is a remote job and is open to candidates in USA. Opine is hiring a Solutions Consultant to support enterprise account acquisition in high-tech industries. The role owns the technical sales process from discovery and solution design through evaluation and close, while partnering with account executives and cross-functional teams to advance complex deals and shape the company’s sales motion.
Responsibilities
- Partner with Enterprise AEs to win net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, owning the technical sales process from discovery through close
- Lead technical discovery with sophisticated buyers — understand their systems, workflows, data, requirements, and pain deeply enough to design a solution rather than simply demo features
- Build and deliver buyer-specific demos and POVs that connect Opine's capabilities directly to the customer's environment, use cases, and success criteria — not a generic product tour
- Run tight, success-criteria-based technical evaluations with clear scope, defined milestones, Mutual Action Plans, and measurable outcomes rather than open-ended pilots
- Navigate complex organizational structures alongside the AE — build credibility with technical buyers, security teams, operators, and champions while helping multi-thread the opportunity
- Own technical validation across integrations, architecture, security, data, AI, and workflow requirements, bringing in product and engineering when deeper expertise is required
- Give champions the technical evidence, documentation, and internal narrative they need to sell Opine when you're not in the room
- Collaborate with AEs, product, engineering, CX, and leadership to remove technical blockers, move deals forward, and ensure a clean handoff post-close
- Feed field intel back to product and leadership — what's resonating, what's blocking deals, where customers are stretching the product, and what should influence the roadmap
Skills
- 5+ years of Solutions Consulting, Sales Engineering, or equivalent customer-facing technical experience in enterprise B2B SaaS, with clear examples of helping close complex deals into complex organizations — not just delivering demos, but owning the technical path to a decision
- Track record supporting enterprise sales cycles, including 6-figure ACV deals and sophisticated technical evaluations
- Experience working with Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred
- Previous experience with technical SaaS, with the ability to quickly learn a complex product and credibly explain, demo, and defend it with sophisticated buyers
- A disqualification mindset — you identify technical risk early, define what needs to be proven, and push back on evaluations that don't have a credible path to a decision
- Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — clear success criteria, named technical plays, and structured execution rather than an ad hoc evaluation process
- Comfort in an early-stage environment — evolving and changing dynamics
- Experience working cross-functionally with AEs, product, engineering, CX, and executives to move deals forward
- Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus
- US-based remote role with travel as needed for customer meetings, evaluations, and company events
- Familiarity with APIs, integrations, enterprise SaaS architecture, security reviews, or data workflows is strongly preferred
- Familiarity with security tooling, SOC workflows, or GRC platforms is a plus
Benefits
- Equity
- Health, vision, dental, PTO, etc.
- Direct access to the CRO and CEO — your input shapes the technical sales motion, not just executes it.
- A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.
- US-based remote role with travel as needed for customer meetings, evaluations, and company events.
Company Overview