Solutions Engineer, Enterprise

ABOUT MIDDESK: Middesk is building the data and intelligence infrastructure that helps businesses work together with confidence. We started by creating a comprehensive platform for understanding businesses, bringing together authoritative and proprietary data to help customers verify business identities, onboard customers faster, and manage risk throughout the customer lifecycle. Today, Middesk is used by more than 700 banks and fintechs, and in 2025 we verified more than 7 million companies. We've also expanded beyond business verification to help companies form, register, manage, and maintain their businesses, supporting more than 50,000 companies in setting up over 100,000 accounts required to hire employees, run payroll, and stay compliant. Middesk came out of Y Combinator, and is backed by Sequoia Capital, Accel, Insight Partners, and Canapi. We're proud to be named on the Forbes Fintech 50 and Best Startup Employers lists. THE ROLE We’re looking for an Enterprise Solutions Engineer to own the technical win on Middesk’s largest and most complex opportunities: banks, large fintechs, payment platforms, lenders, and other regulated institutions where business verification sits in the critical path of onboarding, underwriting, or ongoing risk management. You’ll act as a trusted advisor to the prospect: understanding their compliance program and risk appetite, their onboarding and decisioning architecture, and the vendors and internal systems Middesk will need to fit alongside or replace. You’ll design integration architectures that hold up at enterprise scale, lead technical diligence through security and vendor risk reviews, and build the business case for executive sponsors. Beyond individual deals, you’ll shape Middesk’s product direction by translating enterprise requirements and competitive intelligence into roadmap input, and you’ll strengthen the Solutions Engineering team through reusable assets and mentorship. Reporting to the Director of Solutions Engineering, this is a highly visible role in a high-growth, execution-driven environment. We’re looking for someone equally comfortable whiteboarding resilient integration architecture with a bank’s engineering team, defending data quality results in front of a model risk reviewer, and presenting the business case to a Chief Compliance Officer. WHAT YOU’LL DO Own the technical win on enterprise deals by partnering with Enterprise Account Executives across multi-month sales cycles. You’ll map the evaluation committee, build the technical close plan, remove objections, develop champions inside engineering and compliance, and keep the technical track aligned with the commercial one. Design and run structured evaluations by scoping proofs of concept with defined success criteria, supporting large-scale data evaluations against the prospect’s own portfolio, and running competitive bake-offs against incumbent and challenger vendors. You’ll translate results into a clear, defensible case for Middesk and present it to the decision committee. Design enterprise integration architectures that fit high-volume, regulated environments: real-time and batch patterns, event-driven and webhook flows, orchestration across multiple Middesk products, resilience and failover, monitoring, data retention and residency, environment strategy, and migration paths from incumbent providers. You’ll advise on how Middesk fits within the prospect’s broader onboarding and risk decisioning architecture. Build the business case for executive sponsors by translating technical findings and evaluation results into the language of Chief Compliance Officers, Heads of Risk, CTOs, and steering committees. Ensure a clean handoff to post-sales by documenting solution designs, technical commitments, contractual obligations, and the stakeholder map so Solutions Architecture and Implementation can take enterprise customers to production without surprises. Champion the voice of the enterprise prospect internally by synthesizing requirements patterns, feature gaps, and competitive intelligence, and working with Product, Engineering, and Marketing to inform roadmap priorities and positioning. Build enterprise capability across the Solutions Engineering team by creating reusable assets such as reference architectures, evaluation frameworks, and a security and diligence answer library, and by mentoring other SEs on enterprise deal execution. WHO YOU ARE - 6+ years in a pre-sales or customer-facing technical role (Solutions Engineer, Sales Engineer, Solutions Architect, Solutions Consultant, or similar), including 3+ years working primarily on enterprise deals - Proven track record of technical wins with large financial institutions or regulated enterprises (banks, large fintechs, payment platforms, lenders, or insurers), with sales cycles of six months or more and evaluation committees spanning multiple functions - Experience selling or supporting B2B SaaS products with API-first or data-centric integrations at enterprise scale - Deep fluency with APIs, webhooks, data workflows, and SQL. You can read and debug integrations, explore and evaluate datasets, and design architecture credibly with a prospect’s engineering and architecture teams, including conversations about scale, latency, failover, and data handling - Experience leading formal proofs of concept and competitive bake-offs with defined success criteria, and defending results in front of technical and compliance reviewers - Experience owning large RFP responses, security reviews, and third-party risk management assessments for enterprise buyers - Working knowledge of KYB, CIP, BSA/AML, beneficial ownership, sanctions screening, and ongoing monitoring requirements, or a closely related compliance domain - Executive presence. You can present to C-level sponsors and steering committees, build a business case, and hold your position under scrutiny - Able to run a small number of complex, high-value deals in parallel with rigor, rather than a high volume of fast-moving cycles - Competitive problem solver with a bias toward action. You’re motivated by winning hard deals, resolving ambiguous requirements, and finding the path to yes NICE TO HAVE - Prior experience at a business identity, KYB/KYC, fraud, or risk data vendor - Familiarity with bank third-party risk management, model risk management, and regulatory expectations for vendor due diligence - Experience with the onboarding, case management, or core platforms common at banks and large fintechs - Experience building enterprise sales enablement: reference architectures, evaluation frameworks, and repeatable technical sales processes - Willingness to travel for on-site workshops and executive meetings