Senior Solutions Engineer

Burq, Inc. · Remote · Canada

Base: Not disclosed
OTE: Not disclosed
Posted: 4mo ago

Still open · checked 1h agoon Burq, Inc.'s careers page

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The job

What you'd do: Technical closer who runs discovery, demos, and proof-of-concept integrations with engineering and ops buyers alongside AEs, from first call through first live orders. Sells Burq's delivery API and Pulse AI.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 128 days. Ask why it's been hard to fill.
Company hiring: 2 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Burq, Inc.? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

About Burq Burq started with an ambitious mission: to turn the complex process of offering delivery into a simple, turnkey solution. It’s a big mission, and now we want you to join us in making it even bigger. 🚀 We’re proud to be recognized as one of Fast Company’s Best Workplaces for Innovators and a 2025 Inc. Magazine Power Partner, awards that highlight how we’re redefining the future of logistics while empowering our partners to grow. Backed by leading Silicon Valley investors like Village Global, the fund whose investors include Bill Gates, Jeff Bezos, Mark Zuckerberg, Reid Hoffman, and Sara Blakely, we’ve built a world-class team across the globe. We operate at scale but remain small enough for every person to have a massive impact. There’s a lot of important work ahead, and joining Burq means the opportunity to grow faster than ever while doing the most meaningful work of your career. The Role The Senior Solutions Engineer is Burq’s technical closer. You own the technical side of every deal — from first discovery call through signed contract — partnering closely with Account Executives to demonstrate the power of Burq’s platform to engineering and operations buyers. You translate complex logistics workflows into compelling, tailored demos and proofs-of-concept that make CTOs, VPs of Engineering, and operations leaders trust Burq before they’ve written a line of integration code. Because we move fast and our customers run real operations, this role doesn’t stop at signature. You stay hands-on through the early proof-of-concept and initial integration — guiding a customer’s engineering team to first live orders — before handing off a clean, welldocumented build to our post-sales and forward deployed teams. You’re equally comfortable in a boardroom mapping ROI and in a Slack channel debugging a webhook. What You’ll Do • Lead technical discovery with prospects to understand their existing delivery stack, carrier relationships, OMS/WMS/TMS integrations, and operational pain points. • Build and deliver tailored demos of Pulse AI and the full API — adapted to each prospect’s vertical (restaurant, grocery, retail, pharmacy, parcel, and more). • Scope and run proof-of-concept integrations, guiding prospects’ engineering teams through Burq’s API from webhook setup through live order flow. • Stay hands-on through the initial implementation on key deals — driving the first production orders before a clean handoff to post-sales and the forward deployed team. • Architect end-to-end delivery solutions for multi-stakeholder enterprise deals, spanning a customer’s engineering, operations, and procurement teams. • Respond to RFPs, security questionnaires, and technical due-diligence requests with clarity and speed. • Produce clean, detailed integration specs and handoff documentation for post-sales and engineering. • Surface prospect feedback and recurring objections to product and engineering to shape the roadmap — you are a primary voice of the customer in the pre-sales motion. Requirements - 3–6 years in a technical, customer-facing role — Solutions Engineer, Sales Engineer, Forward Deployed Engineer, Implementation Engineer, or Developer Relations. - Experience in logistics, supply chain, transportation, delivery, or an adjacent industry. This is not a role we’ll teach the domain to — you already understand how delivery and fulfillment work. - Comfortable reading and writing code — you can walk a prospect’s engineering team through a REST API integration hands-on. Python, JavaScript, or similar. - Familiarity with TMS, OMS, and WMS platforms, and how they connect across an enterprise tech stack. - Strong commercial instinct — you can qualify a deal, navigate a multi-stakeholder buying process, and know when to accelerate versus slow down. - Excellent at translating technical capability into business value. You speak both API and P&L. - Experience with parcel, last-mile, or multi-carrier environments is highly valued. - Self-directed and energized by a fast-moving startup environment where you’ll help define how the function is run. Nice to Have - Background in marketplace, on-demand, or gig-economy platforms. - Experience with delivery management platforms, route optimization tools, or carrier aggregators. - Familiarity with EDI, carrier APIs, label generation, or tracking event streams. - Exposure to enterprise retail, grocery, or pharmacy logistics at scale. Benefits Investing in you 🙏 - Fully Remote - Medical, Vision and Dental Insurance - Reimbursement for educational courses At Burq, we value diversity. We are an equal opportunity employer: we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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