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Sales at TRACTIAN
The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.
What you'll do
As Vice President of Solutions Engineering at TRACTIAN, you will own the technical pre-sales and commercial engineering strategy that enables revenue growth across mid-market and enterprise customers. You will lead and scale the Solutions Engineering organization, set the technical sales standard, and act as a critical partner to Sales, Product, and Engineering in winning complex, high-value deals. Reporting into the CRO and working closely with the VP of Engineering, you will bridge customer needs, product capabilities, and commercial execution—ensuring Tractian’s solutions are positioned, architected, and deployed to deliver measurable operational impact for industrial customers.
Responsibilities
- Own and scale the Solutions Engineering function, setting the technical pre-sales strategy that enables consistent success across mid-market and enterprise deals.
- Define the technical sales motion, including discovery standards, solution architecture, demonstrations, pilots, and proof-of-value frameworks.
- Serve as the executive technical authority in complex, high-value customer engagements, supporting strategic deals, executive briefings, and escalations.
- Partner closely with Sales leadership to align technical strategy with pipeline priorities, deal stages, and revenue targets.
- Establish enterprise-grade processes for technical evaluations, RFP/RFI responses, security reviews, and architectural validation.
- Build strong, operating-level partnerships with Product and Engineering to translate customer needs into roadmap influence, product feedback, and scalable solution design.
- Develop and enforce standards for solution architecture, deployment models, and integration patterns to ensure repeatability, scalability, and customer success.
- Own Solutions Engineering enablement, including training, certification, tooling, and best-practice documentation for technical selling excellence.
- Lead, hire, and develop high-performing Solutions Engineering leaders and individual contributors, building depth, succession, and technical credibility.
- Establish performance metrics and inspection rigor across the Solutions Engineering organization, including win rates, deal velocity, technical conversion, and customer outcomes.
- Stay deeply informed on industry trends, competitive technologies, and customer operational challenges to ensure Tractian remains technically differentiated in the market.
Requirements
- Bachelor’s degree in Engineering (Mechanical, Electrical, Industrial, or related field); advanced technical or business education strongly preferred.
- 10+ years of progressive experience in solutions engineering, sales engineering, or technical pre-sales roles within complex B2B technology environments.
- 5+ years of leadership experience building, leading, and scaling Solutions Engineering or technical pre-sales teams.
- Proven track record of supporting and winning complex, high-value deals, including enterprise or multi-site customer engagements.
- Deep technical fluency across industrial systems, IoT, software, and hardware integrations, with the ability to translate complexity into business value.
- Demonstrated ability to partner effectively with Sales leadership, influencing deal strategy, pipeline execution, and revenue outcomes.
- Strong experience shaping product feedback loops, influencing roadmap priorities, and collaborating closely with Product and Engineering teams.
- Executive-level communication, presentation, and negotiation skills, with experience engaging senior customer and internal stakeholders.
- Highly fluent in CRM-driven sales processes and technical evaluation workflows (HubSpot preferred), with a strong bias toward inspection and accountability.
- Strategic, structured, and execution-oriented leader with a passion for building scalable technical selling motions.
Compensation
Competitive Salary
Premium Medical, Dental, and Vision Coverage
Paid Time Off (PTO): 15 Days
401(k) Retirement Plan
Language Learning Opportunities - Take advantage of optional, fully funded Portuguese or Spanish courses to enhance your skills and global reach.
Gympass Membership - Access a wide range of gyms and training programs.
Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities.
Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
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