Job Description
The company
One of our clients is a high-growth, engineering-led software company whose product has become critical infrastructure for tens of thousands of organisations worldwide. Their open source API Gateway is trusted by some of the world's most demanding engineering teams, from fast-scaling startups to global enterprises. They are a small, founder-led team with a disproportionate footprint: millions of servers running their technology, across more than twenty countries, and a product that generates inbound demand week after week without a formal sales machine behind it.
They compete against some of the largest technology companies in the world, and they win on performance, simplicity, and technical credibility. This is a company where engineers are the audience, quality is non-negotiable, and every person on the team has real visibility and real impact.
The role
They are looking for a Solutions Engineer to own the technical dimension of their sales motion. This is a new role, built from scratch. You will be the person prospects turn to when the conversation gets serious: when they need to understand how the product fits their architecture, whether it can replace their existing gateway, and what a real migration looks like.
You will report directly to the CTO and work in a close loop with the sales team and engineering. This is not a support role. It is not a demo-runner role. You will work with enterprise engineering and architecture teams, influence deal outcomes, and feed product direction with what you learn in the field.
What you will do
- Run technical discovery with prospects: understand their current stack, pain points, and constraints before proposing anything
- Design and deliver proof-of-concept implementations tailored to each prospect's environment
- Answer technical questions during evaluations: configuration, performance benchmarking, plugin architecture
- Design architecture migration diagrams and guide clients through complex transitions
- Build and maintain demo environments, technical sales documentation, and reusable assets
- Translate field insights (objections, blockers, competitor comparisons) into actionable input for product and content
- Write and maintain clear technical documentation
- Sync with the engineering team on emerging patterns and client needs that could shape the product roadmap
What is on offer
- Competitive base salary, discussed openly based on experience and location. As a market reference, similar roles typically range between 90,000 and 120,000 EUR, though this is not a ceiling. For the right profile, the company is flexible
- Small performance-related variable on top of the base
- No stock options
- 100% remote, async-first culture
- Flexible hours and unlimited holidays
- Direct access to founders and leadership
- The chance to build this function from scratch at a company with proven global traction
If you have a strong technical background, commercial instincts, and you are looking for a role where your work is genuinely visible, we would like to hear from you.
Professional Requirements
What we are looking for
Technical
- Hands-on experience with API Gateways, reverse proxies, or middleware (Kong, Nginx, Envoy, AWS API Gateway, or similar)
- Prior coding or architecture background: you must be able to get your hands dirty
- Solid understanding of microservices, distributed systems, load balancing, and cloud-native deployments
- Strong knowledge of REST, GraphQL, gRPC, and service-to-service communication patterns
- Comfortable with Docker and Kubernetes
- Able to read and write configuration, scripts, or lightweight code (Go, JavaScript, Lua, or similar)
- Familiar with auth and networking patterns: OAuth2, JWT, OpenID Connect, Circuit Breaker, rate-limiting
Commercial and communication
- You can run a discovery call, find the real problem behind the stated one, and connect it to business impact
- You can position technical trade-offs in terms that a CTO or engineering director will act on
- You have been involved in enterprise sales cycles and understand how technical validation moves deals
- You write clearly: proposals, briefs, and follow-ups that are direct and useful
Mindset
- Comfortable with high autonomy and low process
- You can move between a whiteboard architecture session and a contract discussion in the same afternoon
- You care about being right, not about being agreeable
Nice to have
- Experience at an API management, developer tooling, or infrastructure company
- Spanish, French, German, or Italian fluency
- Experience in channel-assisted or partner-led sales models