Lead Solutions Engineer

Pre-Sales Solutions Engineering

• Partner with BD to support late-stage deals and technical evaluations.
• Lead technical discovery with customers, especially around complex legacy payments systems, fund flows, and compliance constraints.
• Map customer business models (tradfi, fintech, platforms, embedded finance, global payments) to scalable payments architectures.
• Translate customer business and system requirements into concrete implementation approaches.
• Design and explain integrations involving wallets, payments APIs, KYC/KYB, onboarding, risk and compliance services, widgets, SDKs, hosted components, and embedded payment experiences.
• Create reference architectures, integration diagrams, payment flow documentation, and technical walkthroughs.
• Act as the technical authority in customer conversations when sales or product cannot go deep enough.
• Demonstrate deep expertise in payment authorization rates, conversion optimization, and transaction success metrics.
• Use AI tools daily to accelerate the creation of demos, prototypes, and technical documentation during active sales cycles.

Integration and Deal Shaping

• Identify gaps between current product capabilities and customer requirements.
• Clearly distinguish between what already exists, what is on the roadmap and can be accelerated, and what would require bespoke or speculative development.
• Translate ambiguous customer asks into crisp, sellable technical scopes.
• Negotiate tradeoffs with customers to land deals even when requirements are not a perfect fit.
• Partner with Sales to unblock deals by de-risking payments integrations early.
• Work closely with Product and Engineering to shape roadmap decisions based on real customer demand.
• Influence commercial structure (pricing, limits, launch phases) based on technical realities.

Technical Execution

• Build lightweight prototypes, middleware, or example implementations where helpful.
• Use AI-assisted development, including code generation tools and AI-driven prototyping, to rapidly build and iterate on demos, proof-of-concept systems, and integration examples.
• Read and reason about customer codebases, API specs, and architecture diagrams.
• Help customers understand how to integrate with modern systems when their internal infrastructure is outdated or rigid.
• Anticipate scale, failure modes, and operational complexity in production payments systems.
• Identify where AI tooling can accelerate a customer's own integration process and recommend specific approaches.
• Apply AI tools to compress timelines on documentation, diagram generation, and implementation guides.

Post-Sales

• Support initial customer implementations and early production issues.
• Act as a technical escalation point when integrations hit complexity.
• Help define what scalable post-sales support looks like over time.
• Ensure clean handoff to Support, Account Management, or Professional Services.

What You'll Need

• Strong background in payments, fintech, or financial infrastructure.
• Hands-on familiarity with fund flows, settlement, reconciliation, disputes, and money movement.
• Deep familiarity with legacy payment systems and real-world integration constraints.
• Prior experience in Solutions Engineering, Sales Engineering, or highly technical pre-sales roles at payments companies.
• Proven ability to operate independently with minimal guidance.
• Strong customer empathy and the ability to explain complex systems clearly.
• Active, daily use of AI tools, including code generation assistants, AI-driven prototyping environments, and LLM-based documentation tools, to increase personal output and speed.
• Ability to use AI to build working demos and proof-of-concept integrations quickly, without waiting on engineering resources.
• Comfort coding and building small technical solutions or prototypes, with or without AI assistance.
• Solid understanding of APIs, webhooks, payment integrations, and system architecture.

Preferred Qualifications

• Experience working with wallets, on-chain payments, or blockchain-based infrastructure.
• Knowledge of global payment regulations (PSD2, SCA, Open Banking).
• Exposure to regulated environments and compliance-driven system design.
• Experience working across time zones and with globally distributed teams.
• Distributed systems experience.
• Web3 experience.