Solutions Engineer
Translates your technical product into customer value: demos, POCs, and answers to pre-sales technical questions.
Why this hire matters.
On a technical product, the Account Executive alone hits a ceiling: they can't answer a customer CTO's architecture objections or build the POC that unlocks an enterprise deal. The Solutions Engineer is that two-way translator — engineer enough to be credible with the prospect's technical teams, commercial enough to steer the demo toward business value. Their impact shows in technical-deal conversion rates and shortened sales cycles. Without one, your best deals die in technical evaluation or drain your product engineers (at the roadmap's expense). They're also your best field sensor: nobody surfaces product gaps more precisely than the person confronting them in demos every week.
Key missions.
- Run technical demos and scoping workshops
- Design and execute POCs/pilots
- Answer technical and security questionnaires (RFPs)
- Design integration architectures at the customer
- Train AEs on technical arguments
- Feed product gaps back to R&D
- Hand over cleanly to delivery/CS
Skills.
Technical skills
- Understanding of software architectures and APIs
- Ability to code POCs (Python, JS)
- Expert-level product mastery
- Security and compliance basics
Expected qualities
- Technical storytelling
- Active listening
- Objection handling
- Customer presence
Common stack
Salaries 2025-2026
| Level | Experience | Annual gross base | Annual gross package |
|---|---|---|---|
| Junior | 0-2 yrs | 50–60 k€ | 65–80 k€ |
| Mid-level | 2-5 yrs | 60–80 k€ | 85–110 k€ |
| Senior | 5-8 yrs | 70–95 k€ | 90–130 k€ |
| Lead / Director | 8+ yrs | 90–120 k€ | 130–180 k€ |
Paris market ranges, 2025-2026.
Outside the Paris region, expect 10 to 15 % less.
Sources : Lity 2026 · Glassdoor France 2026
Hiring this profile.
Typical background
Developer or technical consultant who moved into pre-sales, or a highly technical sales engineer. The dual culture is the key to the role.
When to hire
As soon as deals stall on technical questions AEs can't cover — often when moving upmarket (mid-market/enterprise), Series A/B.
Career path
Senior SE → Lead/Director Solutions Engineering → VP Presales, or a move to product/technical CSM.