Senior Solutions Engineer

Dossier · Remote · US

Full health. Just posted.

Base: Not disclosed
OTE: Not disclosed
Posted: 6h ago

Still open · checked 2h agoon Dossier's careers page

Apply on Dossier →

The job

What you'd do

Partner with sales reps to run demos and technical discovery for large groups of hospitals, meeting with nursing leaders and IT teams. You'd work remotely from within the U.S.

What you'd sell

Helps hospitals track and verify staff skills in real time

When a hospital has to prove its nurses and lab staff are still qualified, it has to track every skill and sign-off for each person. The problem is, one missed check can put the hospital's accreditation at risk. Dossier is software that checks and tracks staff skills in real time, so the hospital always knows who is qualified.

In plain English, from their own job posts. Something wrong? Tell me · More Industry-specific software companies →

Who you'd sell to

Nursing leaders, training heads, IT heads, and HR teams at big companiesIn their words: “lead technical and clinical discovery with CNOs, nursing directors, clinical education leaders, CIOs and HR”

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.
Time on market: Brand new.
Company hiring: This is their only open sales role.

Red lights

Pay. No pay listed at all.

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.
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.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
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 Dossier? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Senior Solutions Engineer, Healthcare (U.S.) Dossier is the competency management platform built only for healthcare. For 25 years we have helped health systems turn evidence-based practice into measurable improvement across nursing, pharmacy, lab, respiratory and imaging. More than half a million healthcare professionals across the U.S. and Europe use our platform to manage and validate competencies in real time, and we are now building a high-performing enterprise sales team across the United States. The Role We are hiring a Senior Solutions Engineer to own the demo and the technical win on our largest enterprise deals. This is a true pre-sales role: you partner with our Enterprise Account Executives from first discovery through close, lead technical and clinical discovery with CNOs, nursing directors, clinical education leaders, CIOs and HR, and deliver demos built around how each health system actually runs competency today. Along with the demo itself, you help qualify opportunities, set demonstration criteria, build proof-of-concept environments and shape the plan that takes a deal from evaluation to signature. This role is remote within the U.S. Central or Eastern time zone working hours are preferred. Some travel to conferences and on-site demos. What You'll Do - Lead discovery alongside the AE and translate pain points, current processes and the ideal future state into demonstration criteria for each deal - Deliver tailored demos, executive presentations, workshops and proof-of-concept builds on enterprise opportunities ($100K+ ACV, multi-facility health systems), built around the prospect's own clinical workflows in demo environments you maintain - Lead technical discovery: current-state systems, HRIS and LMS integrations, single sign-on, data flows and compliance requirements - Partner with the AE on the business case: clinical and quality outcomes, educator time, accreditation readiness and ROI - Own the technical, integration and security sections of RFIs, RFPs and questionnaires, and resolve technical questions during the sales cycle so deals do not stall - Own the demo playbook and certify AEs to demo smaller deals on their own - Document the agreed solution at close for a clean handoff to implementation, bring field insight back to product, and keep demo activity logged in HubSpot How We Hire A 30-minute first conversation with Rachael Roche, CRO. A live demo working session where you run a discovery-to-demo exercise on a real Dossier scenario. Final conversations with the leadership team. Compensation Competitive compensation made up of a base salary plus a variable component, set according to experience. We share specifics early in the process. Requirements Requirements - 5+ years in a pre-sales, solution consulting or sales engineering role at an enterprise SaaS company, with domain expertise in healthcare workforce, clinical education, learning or human capital management applications - Experience selling into health systems or hospitals, with a working understanding of how nursing, clinical education and HR operate - Proven track record owning discovery-to-demo on $100K+ ACV deals, including executive presentations and RFP responses - Outstanding discovery, presentation and influencing skills with C-level executives, specifically the office of the CNO and CHRO, as well as hospital IT and security teams - Working knowledge of HRIS and LMS integrations, single sign-on and data flows - Experience building demo environments, demo flows and enablement for sellers - Ability to work under pressure on multiple opportunities at once, and disciplined in HubSpot or a similar CRM - U.S. based and authorized to work in the U.S.; comfortable with some travel to conferences and on-site demos Nice to Have - Clinical background (RN, MSN, nursing informatics, nursing professional development) - Experience with competency management, clinical education or healthcare workforce platforms - Familiarity with accreditation and regulatory requirements for clinical staff - Enough understanding of AI and analytics to design demos and proofs of concept around a prospect's business challenges Probably not a fit if: your experience is implementation or training rather than pre-sales; you have only demoed to end users, not to executive buyers; or you want to run deals rather than win the technical side of them. Benefits We work hard and take care of our people. As a U.S.-based, full-time team member you will get: - Flexible paid time off, no accruals, no caps, no forms - Paid U.S. federal holidays - Medical, dental and vision insurance - 401(k) with company match - A real learning culture: we regularly bring in global subject-matter experts and invest in your development Dossier is an equal-opportunity employer. We are committed to building a diverse team and an inclusive workplace where the best person for the job thrives.

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