Solutions Engineer

About MiddeskFounded in 2018, Middesk is redefining business identity verification, turning a traditionally manual process into a modern, digital solution. Our platform provides accurate, timely data, empowering financial institutions and fintechs to onboard businesses faster and with confidence. Supported by Y Combinator, Sequoia Capital, and Accel Partners—and featured on the Forbes Fintech 50 List—Middesk is setting a new industry standard.The Role: Solution EngineerAs a Solution Engineer at Middesk, you will be the trusted advisor to top U.S. banks and fintechs, helping them navigate complex regulatory and risk challenges. By understanding each client’s unique use cases—such as KYB, KYC, AML, and third-party risk management—you will design and implement tailored solutions that showcase Middesk’s value. You’ll work across the full sales lifecycle, partnering with Account Executives and Managers to deliver an optimal experience from technical discovery to deployment, ensuring projected ROI and an accelerated time-to-value.Beyond direct client impact, your expertise will influence Middesk’s product direction as you collaborate with cross-functional teams to shape our roadmap and GTM strategies. Reporting to the Solutions Engineering Manager, you’ll work closely with Product, Marketing, and Sales teams to drive revenue growth and enhance our customer experience.Key ResponsibilitiesSolution Development: Design custom solutions that integrate seamlessly with client systems and compliance frameworks, addressing critical challenges like fraud detection, regulatory compliance, and risk management.Revenue Growth: Drive revenue by securing new logos and identifying expansion opportunities within existing accounts, collaborating with Sales to deepen Middesk’s impact across customer organizations.Client Engagement: Partner with Account Executives and Managers to lead discovery and solution presentations, establishing credibility and building trust with executive-level stakeholders.Deployment & Execution: Create and execute deployment plans that align with customer expectations, ensuring fast and effective implementation for maximum ROI.Customer Advocacy: Build and maintain strong customer relationships, providing insights and feedback to influence Middesk’s product roadmap and advocating for client needs.Foundational Ownership: As the first Solutions team hire in a rapidly growing Series B company, take ownership in building and refining team processes, contributing to Middesk’s ambitious growth with an entrepreneurial, early-stage mindset.What We’re Looking For:Experience: 3+ years in a Solution Engineering or similar technical role, ideally in SaaS or B2B technology, with a background in financial services, banking, or fintech.Regulatory Knowledge: Deep understanding of KYB, KYC, AML, CDD regulations and U.S. compliance standards; experience designing solutions that support regulatory needs.Technical Expertise: Expertise in API-based solutions, application stacks, and infrastructure relevant to financial institutions. Proficiency with Python, SQL, JSON files, Webhooks, and API integration, along with hands-on experience in cloud platforms (AWS, Azure) and automation tools to optimize workflows.Sales Lifecycle Expertise: Demonstrated ability to support end-to-end sales, from initial discovery to implementation, delivering solutions that meet customer objectives and exceed expectations.Strategic Communication: Skilled in building relationships and communicating value across technical and executive teams, advocating for customer success at every stage.Adaptability & Initiative: Comfort in a dynamic, early-stage GTM environment with a proactive approach to problem-solving and learning.Value Selling: Proven experience in value-based selling, not only scoping and addressing customer needs but understanding and articulating the broader business impact.Nice to Haves:CAMS Certification: Certified Anti-Money Laundering Specialist or equivalent certification.Value Engineering: Experience with value engineering models and approaches.