Solutions Engineer, Mid Market

ABOUT MIDDESK: Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List. ABOUT THE ROLE: We're looking for a Solutions Engineer to own the technical win across Middesk's sales cycles. In this role, you'll partner with Account Executives from first discovery call through signed contract, serving as the technical authority that gives prospects the confidence to build their business on Middesk. You'll serve as a trusted technical advisor to prospects: understanding their business and compliance requirements, mapping their needs to Middesk's platform, running compelling demos and technical evaluations, and designing integration architectures that de-risk the buying decision. Beyond direct deal impact, your expertise will influence Middesk's product direction as you synthesize prospect feedback and competitive intelligence to shape our roadmap and GTM strategies. Reporting to the Director of Solutions Engineering, this is a highly visible, customer-facing role in a high-growth, execution-driven environment. We're looking for someone equally comfortable whiteboarding API architecture with a prospect's engineering team as they are building the business case with a Chief Compliance Officer. WHAT YOU'LL DO: - Own the technical win by partnering with Account Executives throughout the sales cycle—leading technical discovery, qualifying requirements, and driving deals to close by removing technical objections and building champion confidence. - Run discovery and solution design by understanding each prospect's onboarding workflows, risk and compliance requirements, and technical environment, then mapping those needs to Middesk's APIs, data products, and verification workflows. - Deliver compelling demos and presentations by tailoring product demonstrations to each audience—from hands-on API walkthroughs for engineers to business-impact narratives for risk, compliance, and executive stakeholders. - Lead technical evaluations and proofs of concept by scoping success criteria, supporting prospects through sandbox testing and data evaluations, and translating results into a clear case for Middesk. - Design integration architectures by advising prospects on scalable, resilient implementation approaches that fit their compliance, risk, and operational needs, especially in high-volume or regulated environments. - Handle technical diligence by owning responses to RFPs, security questionnaires, and technical deep-dives, and coordinating with internal teams on complex requirements. - Ensure a clean handoff to post-sales by documenting solution designs, requirements, and commitments so implementation teams can take new customers to production quickly and without surprises. - Champion the voice of the prospect internally by synthesizing feedback, feature gaps, and competitive intelligence, and collaborating with Product, Engineering, and Marketing to sharpen our roadmap and positioning. WHO YOU ARE: - 3+ years in a pre-sales or customer-facing technical role such as Solutions Engineer, Sales Engineer, Solutions Consultant, Solutions Architect, or similar - Experience selling or supporting B2B SaaS products with API-first or data-centric integrations - Strong familiarity with APIs, data workflows, and SQL—you're comfortable reading and debugging requests/responses, exploring data, and demonstrating technical products credibly to engineering audiences - Proven track record supporting mid-market and enterprise sales cycles, ideally including fintechs, financial institutions, or other regulated companies with complex evaluations - Comfortable managing multiple active deals at once—prioritizing effectively, context-switching across opportunities, and keeping deals moving - Excellent communicator who can translate between technical details and business impact for different audiences (engineers, product managers, risk/compliance, and executives) - Competitive problem solver with a bias toward action—you're motivated by winning deals, digging into ambiguous requirements, and finding the path to yes NICE TO HAVE: - Familiarity with identity verification, fraud, compliance, or onboarding workflows in regulated industries (e.g. banking, fintech, insurance) - Early-stage startup experience building demo environments, sales enablement assets, and repeatable technical sales processes