Solutions Architects Lead

Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.

Federato’s AI/ML-driven platform leverages deep reinforcement learning to help insurance companies optimize the portfolio of risks they insure, allowing them to continue to provide fair and equitable pricing in difficult-to-price areas. Our category-defining ‘RiskOps’ solution drives better underwriting decisions by operationalizing underutilized data investments and surfacing real-time risk and portfolio insights. We focus on putting insurance underwriters back in the driver’s seat, helping them meet their goals while providing an important service to society.

Role Overview

As a Founding Lead of Pre-Sales (Sales Engineering / Solutions Architects) at Federato, you’ll be the cornerstone of our pre-sales motion — operating both as an individual contributor and the functional architect of the entire SE discipline.This is a rare opportunity to shape a high-impact, technical GTM function from day one. You’ll own key enterprise deals, work shoulder-to-shoulder with Sales, Product, and Engineering, and lay the foundations for a world-class SE team.

What You'll Be Doing:

• Act as lead technical expert in live sales cycles: discovery, architecture, demos and RFPs
• Own high-impact client engagements, including presentations to line-of-business, product, IT and Executive stakeholders
• Translate prospect requirements into scalable solution designs, including rating logic, post-bind workflows, RiskOps orchestration, and system integrations (API, PAS, data ingestion)
• Build the Sales Engineering function from the ground up
  • Define the pre-sales lifecycle and engagement model, in conjunction with GTM and FDE Leadership
  • Collaborate and design pre- and post-sales handoff processes, including scoping, documentation, and kickoff plans
  • Collaborate with Product Marketing and Product to build solution messaging, battlecards and assets
• Create and maintain a demo environment library showcasing key workflows (submission triage, form rating, cancellations, endorsements, etc.)
• Partner with Engineering and implementation teams to develop reusable templates, configuration kits, sample data, and mock customer scenarios
• Development, ownership and accountability of SE KPIs
• Define SE hiring criteria, interview, and mentor/lead new hires as the team scales
• Coach SEs in technical storytelling, demo delivery, and consultative discovery
• Build onboarding SE onboarding and playbook content for future hires
• Partner cross-functionally with Sales, Implementation, Product, and Customer Success

Who We Hope You Are:

• 8–10+ years in pre-sales, sales engineering, or solution architecture for B2B enterprise software
• 4+ years leading or mentoring SEs (formally or informally), ideally in early-stage or startup environments, along with experience in a larger scale company
• Deep technical understanding of:
  • SaaS and cloud-native architectures
  • APIs and data integrations
  • Programming languages
  • Insurance systems (desirable)
• Strong communication and executive presentation skills — able to speak fluently to both underwriting execs and technical buyers
• Entrepreneurial mindset: excited to build systems, not just execute them
  Hands-on experience creating demo environments and technical sales tools
• Up-to 30% Travel
• (Bonus) Experience in insurance technology, InsurTech, or RiskOps platforms
• Coding competence in Javascript and SQL

Our base salary range for this role is $175,000 to $217,000, with on-target earnings (OTE) ranging from $250,000 to $310,000. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package does include stock options, benefits and additional perks. 

Here at Federato, your capabilities are important, but culture fit is quintessential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you! 

We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at [email protected]