Solutions Engineer, GTM at Laurel

Laurel is on a mission to return time. As the leading AI Time platform for professional services firms, we’re transforming how organizations capture, analyze, and optimize their most valuable resource: time. Our proprietary machine learning technology automates work time capture and connects time data to business outcomes, enabling firms to increase profitability, improve client delivery, and make data-driven strategic decisions. We serve many of the world's largest accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and process over 1 billion work activities annually that have never been collected and aggregated before Laurel’s AI Time platform. Our team comprises top talent in AI, product development, and engineering—innovative, humble, and forward-thinking professionals committed to redefining productivity in the knowledge economy. We're building solutions that empower workers to deliver twice the value in half the time, giving people more time to be creative and impactful. If you're passionate about transforming how people work and building a lasting company that explores the essence of time itself, we'd love to meet you. ABOUT THE ROLE Laurel is looking for an experienced technical pre-sales solutions engineer (SE) to join the go-to-market (GTM) team. The role spans multiple disciplines including, but not limited to performing demos, providing subject matter expertise in security and data protection, responding to customer questionnaires, scoping implementations including API and on-premise integrations, and providing deep dive "under the hood" walkthroughs for customers and prospects. Additionally, the Solutions Engineer will construct proof of value (POV) exercises and support the sales team with technical objection handling and defining technical differentiation. Improving the platform's time to value (TTV) through technical integrations on the pre-sales side is an important part of this role. Additionally, as this is a senior SE position, you will also be responsible for identifying opportunities for automation and writing code to implement your ideas. At Laurel we pride ourselves on having the fastest implementation of any timeops product in the industry and offering full white-glove service to get our customers fully up and running. You should have a passion for collaborating with engineers and helping customers deploy complex systems. This will be a technical role that will work closely with both account managers and product teams. CORE RESPONSIBILITIES PRE-SALES TECHNICAL LEADERSHIP - Product Demonstrations: Conduct tailored product demonstrations for prospects across law firms, accounting firms, and professional services organizations, showcasing Laurel's time tracking, AI capabilities, and integrations - Technical Discovery: Lead technical discovery sessions to understand prospect architecture, existing tech stacks, integration requirements, and security/compliance needs - Proof of Value (POV) Design: Design, scope, and execute POV exercises that demonstrate measurable business outcomes and validate Laurel's value proposition within prospective customer environments - RFP & Security Questionnaire Management: Own responses to technical components of RFPs, security questionnaires, vendor onboarding forms, and compliance documentation (SOC 2, HIPAA, GDPR, etc.) TECHNICAL EXPERTISE & POSITIONING - Security & Compliance SME: Serve as subject matter expert on information security, data protection, encryption, data residency, and privacy regulations - Integration Scoping: Assess and document integration requirements with practice management systems, ERP systems, SSO providers, and other enterprise applications - Competitive Differentiation: Articulate Laurel's technical advantages over competitors, particularly around security architecture, integrations and AI/ML capabilities - Deep Dive Technical Sessions: Conduct "under the hood" architecture sessions explaining Laurel's platform, data flows, AI models, API capabilities, and infrastructure IMPLEMENTATION SUPPORT & ENABLEMENT - Pre-Sales to Implementation Handoff: Ensure seamless transition from pre-sales to implementation teams with comprehensive technical documentation and scoping - Demo Environment Management: Maintain and continuously improve demo environments, ensuring they reflect current product capabilities and meet quality standards - Sales Enablement: Develop and deliver training for Account Executives on technical positioning, demo flows, and common technical objections PROCESS IMPROVEMENT & AUTOMATION - Identify Automation Opportunities: Proactively identify repetitive processes in the pre-sales and implementation workflow that can be automated - Optimize Time-to-Value: Continuously work to reduce implementation and POV timelines through better pre-sales technical discovery, scoping accuracy, and handoff processes CROSS-FUNCTIONAL COLLABORATION - Sales Partnership: Work directly with Account Executives throughout the sales cycle, providing technical support on calls, strategizing on deals, and handling objections - Product Feedback Loop: Collaborate with Product and Engineering teams to communicate customer requirements, competitive insights, and feature requests - Customer Success Alignment: Partner with implementation and customer success teams to ensure technical commitments made during pre-sales are delivered post-sale REQUIRED EXPERIENCE TECHNICAL BACKGROUND - 5+ years in a Solutions Engineering, Sales Engineering, or Technical Consulting role in B2B SaaS - Strong understanding of enterprise software architectures and integration patterns - Strong understanding of cloud infrastructure (AWS, Azure) and familiarity with concepts like VPCs, encryption at rest/in transit, and data residency - Working knowledge of security and compliance frameworks such as SOC 2, ISO 27001, GDPR, HIPAA, CCPA - Experience scoping and supporting technical implementations including integrations with third-party enterprise systems - Proficiency in at least one programming language (Python, JavaScript, or similar) for scripting and automation - Some experience with data analytics (Tableau, ThoughtSpot, BI tooling) and data engineering (ETL/ELT, SQL, APIs, JSON) - Experience with common enterprise authentication and SAML SSO (AD, Okta, Auth0) INDUSTRY & DOMAIN KNOWLEDGE - Experience selling or implementing software for professional services organizations (law firms, accounting firms, consulting firms) strongly preferred - Familiarity with practice management systems (e.g., Elite 3E, SAP, Aderant, Clio) and related ecosystems - Understanding of time tracking, billing, and financial management workflows in professional services contexts PRE-SALES CAPABILITIES - Proven track record of supporting complex enterprise sales cycles from discovery through close - Experience designing and executing proof of value (POV) or proof of concept (POC) programs - Skilled at responding to RFPs, security questionnaires, and technical diligence requests - Ability to translate complex technical concepts into business value for both technical and non-technical audiences - Exceptional demonstration and presentation skills, comfortable presenting to C-level executives and technical teams - Technical presales qualification experience using MEDDIC/MEDPICC frameworks NICE TO HAVE SPECIALIZED AND DOMAIN SPECIFIC SKILLS - Experience with AI/ML concepts and implementations - including training, AI security - Track record of building internal tools or automation that improved team efficiency - Previous experience at a high-growth B2B SaaS company - Experience with legal technology (LegalTech), consulting or accounting technology ecosystems - Deep knowledge of data privacy and data sovereignty regulations - Understanding of law or accounting firm economics, billing models, and profitability metrics Experience with change management and adoption strategies for enterprise software rollouts WHY JOIN LAUREL: - To date, we've secured significant funding from renowned venture capitalists (Google Ventures, IVP, Anthos, Upfront Ventures), as well as notable individuals like Marc Benioff, Gokul Rajaram, Kevin Weil, and Alexis Ohanian - A smart, fun, collaborative, and inclusive team - Great employee benefits, including equity and 401K - Bi-annual, in-person company off-sites, in unique locations, to grow and share time with the team - An opportunity to perform at your best while growing, making a meaningful impact on the company's trajectory, and embodying our core values: understanding your "why," dancing in the rain, being your whole self, and sanctifying time We encourage diverse perspectives and rigorous thinkers who aren't afraid to challenge the status quo. Laurel is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are not able to support visa sponsorship or relocation assistance.  If you think you'd be a good fit for this role, we encourage you to apply, even if you don’t perfectly match all the bullet points in the job description. At Laurel, we strive to create an inclusive culture that encourages people from all walks of life to bring their unique, diverse perspectives to work. Every day, we aim to build an environment that empowers us all to do the best work of our careers, and we can't wait to show you what we have to offer!