Head of Solutions Architecture, Orb
Offers equity investing
Purpose-built platform for flexible pricing models
Open for applications
Purpose-built platform for flexible pricing models
21-100 employees
Open for applications
Offers equity investing
21-100 employees
Company mission
To provide every business with the infrastructure to unlock their revenue.
Role
Who you are
- 3+ years of experience in a leadership capacity in a highly complex technical SA/SE organization
- 3+ years of experience in a technical role, preferably in SaaS, cloud infrastructure, or billing technology
- Previous experience partnering with sales, product management, customer success to build process and repeatable motions
- Demonstrated ability to design and implement technical solutions that address complex business challenges through a value-selling lens
- Excellent ability to translate technical concepts into non-technical language and vice versa, tailored to the audience
- Strong empathy and understanding of customer needs, with a proven track record of building and maintaining strong customer relationships
- Experience working with cross-functional teams to drive successful outcomes
- A continuous learner who stays curious about new technologies and methodologies
- Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities
- Previous Sales Methodology training (e. g. MEDDIC, SPIN, Challenger Sales) is a plus
- Not afraid to take calculated risks and innovate while balancing pragmatism
- Ability to act as a thought leader by sharing best practices through forums such as Webinars, Orb blogs, whitepapers, reference architectures, and public-speaking events
What the job involves
- We’re looking for a Head of our Solution Architect team who is passionate about solving complex business challenges through innovative technical solutions
- As the leader of the Solution Architect team at Orb, you will play a critical role in bridging the gap between technology and business strategy, helping our customers navigate their most challenging and complex billing and monetization issues
- You will have the opportunity to directly influence Orb’s product and go-to-market strategies and significantly impact our company's trajectory
- Solution Architecture team program building: Design and execute strategic initiatives aimed at founding and evolving the SA programs at Orb, with a focus on predictably increasing revenue, and net new logo acquisition
- Solution Architecture team building: Hire and manage a team of technical SAs to build a best-in-class prospect/customer experience that builds trust every step of the way
- Shape our pre-sales culture that communicates thoughtfully with our customers’ engineering and finance teams. Develop the required internal infrastructure & processes to deliver differentiated prospect experiences focused on measurable business impact
- Develop, automate, and scale customer lifecycle events including discovery & POC workflows, partnering with our customer success teams to ensure continuity, and contractual capacity planning
- Through the use of the Command of the Message framework, drive value and measurable customer outcomes
- Consult with technical ICs, champions, and customer leadership to drive an effective multi-stakeholder collaboration
- Learn and communicate technical and domain-specific product concepts fluently
- Help to maintain a high bar for product mastery
- Generate high-quality content including trainings, talks, blog posts, and product documentation
- Partner with our Product and Engineering teams to strategically surface insights from the field with a focus on predictable & repeatable processes
- Identify and surface broad customer trends and data in internal meetings. Partner with Sales, Customer success, and Marketing to ensure the full customer lifecycle is cohesive, thoughtful, and measured
- Collaborating with customers to understand their business challenges and design effective technical solutions
- Translating complex technical concepts into business-friendly language and vice versa, ensuring all stakeholders have a clear understanding
- Working closely with Orb’s Product, GTM, and Customer Experience teams to provide feedback and insights that drive product improvements and customer success
- Leading technical discussions and presentations with CTOs, Engineering, Product, and Finance leaders, as well as technical and business end users
- Developing and maintaining a deep understanding of Orb’s products and services to effectively communicate their value to customers
- Identifying and mitigating potential risks in customer implementations to ensure successful project outcomes
- Contributing to the development of best practices and reusable assets for the Solution Architecture team
Our take
Orb founders Morales and Grover worked together as engineering leaders at Asana for five years, and during their time at the company they witnessed a plethora of changes to pricing and packing. The major changes were a burden not only for the financing team, but for the engineers themselves.
Realizing they wanted more flexibility over how software-as-a-service (SaaS) products are billed and monetized, the pair developed Orb. It's a cloud-based software platform helping businesses create and manage pricing models, with a specific focus on helping businesses that are seeking flexible pricing options for their customers, such as subscription-based services or pay-as-you-go models.
Orb is backed by a number of investment organizations as well as founders and executives at the forefront of enterprise software. It expanded its team in 2023 and is now well-equipped to fulfil its vision of leveraging software so companies can be at their most effective.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 3 rounds)
Sep 2024
$25m
SERIES B
Mar 2023
$14m
SERIES A
Total funding: $44m
Company benefits
- Medical insurance - 100% coverage for you and dependents
- Dental, vision, and life insurance
- Unlimited PTO, with 15 days minimum encouraged
- 401k plan
- 16-week paid parental leave with equity vesting
- Commuter stipend
- Catered lunches in the office
Company HQ
SoMa, San Francisco, CA
Articles
Leadership
Alvaro Morales
(CEO)Previously a Software Engineer and Engineering Manager at Asana. Graduated from the Massachusetts Institute of Technology with a Master in Computer Science.
Kshitij Grover
(CTO)Began their career as a Software Engineer Intern at Apple and Facebook before becoming a Software Engineer at Asana.
Salary benchmarks
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