Solution Engineer

Summary

Ottimate is an AI-powered AP automation platform that helps finance teams cut costs, prevent overpayments, detect fraud, and enforce policy from invoice to payment. The Solutions Engineer owns the technical side of sales deals by leading discovery, building tailored demos, scoping ERP integrations, addressing technical objections, and connecting sales, onboarding, and product.

Responsibilities

• Partner with AEs on discovery: pain points, current workflow, desired outcomes, and the metrics the buyer cares about
• Build and deliver demos that show the customer their own workflow, not a generic product tour
• Scope ERP integrations (Sage Intacct, Restaurant365, Dynamics GP, QuickBooks, NetSuite, and others): GL structure, dimensions, vendor data, and how invoices get into the ERP
• Work hands-on with APIs: read the docs, test calls, and work out how a customer's ERP or POS will connect to Ottimate
• Build lightweight tools and prototypes when a deal needs them, like file converters, integration scripts, and small web apps, often with AI doing much of the coding
• Review customer data (vendor lists, charts of accounts, item catalogs) to flag complexity and risk before we commit
• Map the customer's current AP process and show how it changes with Ottimate
• Write the scope and client notes that hand a deal cleanly to onboarding
• Handle technical objections and win the technical decision in complex, multi-entity deals
• Support upsell and expansion with existing customers
• Bring customer feedback to the product as the voice of the customer
• Use AI tools to prep calls, analyze conversations, and build demo assets faster
• Help improve the demo environment, the SE playbooks, and team process
• Present at trade shows and customer events as needed

Skills

• 3+ years as a SaaS Solutions Engineer or Sales Consultant, ideally in AP automation, payments, or ERP integration
• Hands-on experience scoping or leading ERP integrations
• Comfortable with core technical concepts: REST APIs, authentication (API keys, OAuth), JSON and CSV data, and basic SQL
• Hands-on use of AI and LLMs in your daily work (Claude, ChatGPT, Copilot, or similar), from call prep to building small tools and automations
• Working knowledge of accounting: GL coding, the AP workflow, month-end close
• You can explain technical concepts clearly to a controller and an IT lead, and you hold the room with C-level buyers
• You solve problems and can design a workable answer when the standard one doesn't fit
• You're organized and self-directed, and you can run several active deals at once
• Bachelor's degree or equivalent experience
• An accounting, finance, or CPA background is preferred
• Demo2Win training or experience
• Hands-on with GitHub and deployment platforms like Vercel or Railway. You've shipped something, even something small
• Scripting experience in Python or JavaScript
• Experience mentoring other SEs or helping build SE processes
• Background in hospitality, grocery, healthcare, or accounting firm operations

Qualifications

Must Haves

• 3+ years as a SaaS Solutions Engineer or Sales Consultant, ideally in AP automation, payments, or ERP integration
• Hands-on experience scoping or leading ERP integrations
• Comfortable with core technical concepts: REST APIs, authentication (API keys, OAuth), JSON and CSV data, and basic SQL
• Hands-on use of AI and LLMs in your daily work (Claude, ChatGPT, Copilot, or similar), from call prep to building small tools and automations
• Working knowledge of accounting: GL coding, the AP workflow, month-end close
• You can explain technical concepts clearly to a controller and an IT lead, and you hold the room with C-level buyers
• You solve problems and can design a workable answer when the standard one doesn't fit
• You're organized and self-directed, and you can run several active deals at once
• Bachelor's degree or equivalent experience

Nice to Haves

• An accounting, finance, or CPA background is preferred
• Demo2Win training or experience
• Hands-on with GitHub and deployment platforms like Vercel or Railway. You've shipped something, even something small
• Scripting experience in Python or JavaScript
• Experience mentoring other SEs or helping build SE processes
• Background in hospitality, grocery, healthcare, or accounting firm operations

Benefits

• Compensation: $100k-$120K OTE
• Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.
• Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.
• Employer sponsored 401(k) with company match.
• Paid Time Off (and the encouragement to use it).
• Annual company retreats.
• Promote from within philosophy.
• The freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.
• There's room to grow with it into a team lead role.