Overview
You partner with Account Executives to sell Worth's onboarding and underwriting platform to banks, credit unions, and fintechs. You run product demos, answer technical questions about APIs and integrations, and help prospects understand how the platform fits into their existing systems. You're the technical expert proving the product can do what the AE promises.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Pre-sales Solutions Engineer |
| Sales Motion | Outbound-heavy enterprise deals |
| Deal Complexity | Enterprise - complex integrations, security reviews |
| Sales Cycle | 6-12 months (you're involved throughout) |
| Deal Size | $100K-500K+ ACV |
| Quota (est.) | Support $2-3M in AE bookings/year |
Company Context
Stage: Early-growth (61 employees, backed by Stax Payments unicorn founders)
Size: 61 employees
Growth: Hiring SEs to support expanding sales team
Market Position: Challenger - you're convincing IT teams to trust a newer vendor over legacy systems
GTM Reality
Pipeline Sources:
- You support AE-sourced opportunities (mostly outbound)
- Some partner-referred deals where integration questions come up early
- Rarely involved in inbound (those usually don't get to technical eval)
SDR/AE Structure: AEs own the business case, you own technical validation. You join after initial discovery when buyer wants to see the product.
SE Support: You're the only SE on calls - no junior SEs to delegate to. You support 2-4 AEs depending on deal flow.
Competitive Landscape
Main Competitors: Legacy onboarding vendors, homegrown systems at larger banks, point solutions for KYC/fraud
How They Differentiate: Consolidated platform, modern APIs, proprietary small business database
Common Objections: "Our core banking system doesn't support that integration", "Security won't approve cloud vendors", "Too expensive vs building internally", "What if your data is wrong?"
Win Themes: Faster integration than legacy vendors, better API documentation, pre-built connectors to common core banking systems
What You'll Actually Do
Time Breakdown
Customer Calls (40%) | Demo Prep (25%) | Internal (20%) | Documentation (15%)
Key Activities
- Running product demos: You're in 3-5 calls per day showing Worth's platform to ops, risk, and IT stakeholders. You walk through onboarding workflows, KYC checks, fraud detection, and case management. Demos are customized to their use case (bank vs fintech vs lender).
- Answering integration questions: IT teams ask how Worth connects to their core banking system, where data is stored, what APIs are available, and how authentication works. You spend time in technical deep-dives explaining architecture, data flows, and security controls.
- Writing technical documentation: You create integration guides, data mapping documents, security questionnaires, and API specs for prospects evaluating the platform. Compliance teams want everything documented before they'll approve.
- Troubleshooting POC/trials: Some deals require proof-of-concept integrations. You work with prospects to set up sandbox environments, test API calls, and validate data accuracy. When things break, you're debugging with their IT team.
The Honest Reality
What's Hard
- Deals move slowly. You'll do a demo in month 1, then not hear from the prospect for 2 months while they're in internal reviews. Then they come back with 50 technical questions.
- Every financial institution has unique systems. One bank uses Jack Henry, another uses Fiserv, another built their own core banking platform. You're constantly researching integrations and figuring out custom solutions.
- Security reviews are painful. IT security teams send 100-question spreadsheets about encryption, data residency, SOC 2 compliance, and disaster recovery. You're chasing down answers from engineering.
- Stakeholders are skeptical. IT teams have been burned by vendors who overpromised and underdelivered. They'll test edge cases and try to break the product in demos to see if it holds up.
What Success Looks Like
- Your demos convert to next steps (technical eval, POC, security review) at 60-70%
- Deals you're on close at higher rates than deals without SE support
- You become the go-to expert on integrations with major core banking platforms
Who You're Selling To
Primary Stakeholders:
- CTO, VP Engineering, or IT Directors at banks and fintechs (evaluate technical fit)
- Solutions Architects or Integration Engineers (hands-on technical evaluation)
- IT Security teams (approve vendors, run security audits)
- Operations leaders (validate product solves their workflow problems)
What They Care About:
- Integration complexity - how hard is it to connect Worth to their core banking system?
- Data accuracy - is Worth's small business database reliable? What happens if it's wrong?
- Security and compliance - is the platform SOC 2? Where is data stored? How is PII handled?
- Scalability - can the system handle their transaction volume?
Requirements
- 3-5+ years as Solutions Engineer or Sales Engineer in B2B SaaS, preferably fintech
- Technical background - can understand APIs, data integrations, system architecture
- Experience with financial services tech (core banking systems, KYC/AML, lending platforms)
- Comfortable explaining complex technical concepts to non-technical buyers
- Willingness to travel occasionally for onsite demos or customer workshops