Head of Solutions Architects

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 OverviewAs a Founding Head 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 RFPsOwn high-impact client engagements, including presentations to line-of-business, product, IT and Executive stakeholdersTranslate 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 upDefine the pre-sales lifecycle and engagement model, in conjunction with GTM and FDE LeadershipCollaborate and design pre- and post-sales handoff processes, including scoping, documentation, and kickoff plansCollaborate with Product Marketing and Product to build solution messaging, battlecards and assetsCreate 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 scenariosDevelopment, ownership and accountability of SE KPIsDefine SE hiring criteria, interview, and mentor/lead new hires as the team scalesCoach SEs in technical storytelling, demo delivery, and consultative discoveryBuild onboarding SE onboarding and playbook content for future hiresPartner cross-functionally with Sales, Implementation, Product, and Customer SuccessWho We Hope You Are:8–10+ years in pre-sales, sales engineering, or solution architecture for B2B enterprise software4+ years leading or mentoring SEs (formally or informally), ideally in early-stage or startup environments, along with experience in a larger scale companyDeep technical understanding of:SaaS and cloud-native architecturesAPIs and data integrationsProgramming languagesInsurance systems (desirable)Strong communication and executive presentation skills — able to speak fluently to both underwriting execs and technical buyersEntrepreneurial mindset: excited to build systems, not just execute themHands-on experience creating demo environments and technical sales toolsUp-to 30% Travel(Bonus) Experience in insurance technology, InsurTech, or RiskOps platformsCoding competence in Javascript and SQLHere 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 talent@federato.aiOriginally posted on Himalayas Apply To this Job