Solution Engineer

Excerpt from the original posting

Location : Remote, USA
Travel : The job involves 25% travel

About Ottimate: 
Ottimate is an AI-powered AP automation platform. Finance teams use it to cut costs, prevent overpayments, detect fraud, and enforce policy from invoice to payment.

The Role: 
The Solutions Engineer owns the technical side of the deal. You run discovery with the AE, build demos around what the customer told us, scope the ERP integration, and make sure what we sell is what we can deliver. You work across hospitality, grocery, healthcare, and accounting firms, and you connect sales, onboarding, and product.

Responsibilities: 
- Partner with AEs on discovery: pain points, current workflow, desired outcomes, and the metrics the buyer cares about.
- Build and deliver demos that show the customer their own workflow, not a generic product tour.
- Scope ERP integrations (Sage Intacct, Restaurant365, Dynamics GP, QuickBooks, NetSuite, and others): GL structure, dimensions, vendor data, and how invoices get into the ERP.
- Work hands-on with APIs: read the docs, test calls, and work out how a customer's ERP or POS will connect to Ottimate.
- Build lightweight tools and prototypes when a deal needs them, like file converters, integration scripts, and small web apps, often with AI doing much of the coding.
- Review customer data (vendor lists, charts of accounts, item catalogs) to flag complexity and risk before we commit.
- Map the customer's current AP process and show how it changes with Ottimate.
- Write the scope and client notes that hand a deal cleanly to onboarding.
- Handle technical objections and win the technical decision in complex, multi-entity deals.
- Support upsell and expansion with existing customers.
- Bring customer feedback to the product as the voice of the customer.
- Use AI tools to prep calls, analyze conversations, and build demo assets faster.
- Help improve the demo environment, the SE playbooks, and team process.
- Present at trade shows and customer events as needed.

- 3+ years as a SaaS Solutions Engineer or Sales Consultant, ideally in AP automation, payments, or ERP integration.
- Hands-on experience scoping or leading ERP integrations.
- Comfortable with core technical concepts: REST APIs, authentication (API keys, OAuth), JSON and CSV data, and basic SQL.
- Hands-on use of AI and LLMs in your daily work (Claude, ChatGPT, Copilot, or similar), from call prep to building small tools and automations.
- Working knowledge of accounting: GL coding, the AP wor…

→ Ottimate · Workable