About this role.
Zip is seeking a pre-sales Solution Engineer to partner with account executives and guide prospective enterprise customers through discovery, demos, technical questions, RFx responses, and security questionnaires. The role combines consultative selling with technical solution design for procurement, finance, and technology stakeholders. The successful candidate will translate customer needs into a compelling Zip solution and ensure a smooth handoff to post-sales consultants. Relevant experience includes B2B SaaS solutioning, enterprise integrations, APIs, middleware, and procurement or finance systems such as ERPs and AP automation platforms.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I begin by clarifying the business objective, current process, stakeholders, and success metrics. I then explore pain points, technical constraints, existing systems, and decision criteria before summarizing the findings and aligning on a tailored solution path.
For a CFO, I would focus on spend visibility, policy compliance, operational efficiency, and measurable savings. For an IT leader, I would emphasize security, integration architecture, data flow, administration, scalability, and implementation risk.
I would first understand the systems involved, required data flows, workflow triggers, security requirements, and desired outcomes. I would then map those needs to supported APIs, middleware or iPaaS options, identify any gaps or dependencies, and communicate a realistic implementation approach with the appropriate technical and post-sales partners.
I coordinate with subject-matter experts, use approved source materials, and provide clear, evidence-based responses. Where a requirement is conditional or unavailable, I state that directly, explain viable alternatives when appropriate, and document follow-up items rather than making unsupported commitments.
I would isolate the underlying concern, confirm its business impact and urgency, and gather the facts needed to evaluate it. Then I would work with internal technical and sales partners on a transparent response, demonstrate the relevant capability or workaround where possible, and ensure expectations are captured for a clean post-sale transition.
About Zip
Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before.
The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA.
Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company’s Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.
Your Role
As a Zip Solution Engineer, you are the primary pre-sales technical point of contact for the Zip solution suite. Your role is to be a champion for Zip, helping our prospects understand how our application will deliver value to their organization, and where Zip fits with their procurement, finance and technology landscape. You are a partner in selling, fostering collaborative relationships with account executives and sales managers to drive deals to closure.
You are a trusted advisor to our prospective customers, giving them confidence that Zip can address their pain points, and helping translate their needs to our post-sales solutions consultants to ensure a successful deployment. You are a subject matter expert on our solution’s capabilities and our roadmap. You funnel customer feedback to influence our product development efforts and help our sales partners understand how our newly developed solutions or enhancements are most effectively communicated.
You are an innovative problem solver – applying that skill to both developing solutions for our customers as well as driving the growth of our Pre-Sales organization. You provide input and feedback to adapt and improve our sales motion as it evolves with our growth.
You Will
Actively contribute to Zip’s sales efforts by supporting prospective customer-facing conversations, conducting discovery, demonstrating our solutions, handling questions, and overcoming objections to help our prospects see the value in choosing Zip.
Own responsibility for responding to customer asks, including follow-up questions, demos, RFx and IT security questionnaires.
Partner with the Sales team to deliver on our sales objectives.
Partner with the Post-Sales Solutions Consultants to ensure our customers experience a seamless transition from sale to onboarding – communicating their needs and objectives with proper expectations set for successful delivery.
Deliver feedback to help us grow and evolve – ranging from ZIP’s internal processes to the actual product as well as competitive insights and positioning.
Qualifications
At least 3 years of mid-market B2B solutioning experience in a fast paced organization
Ability to appeal and tailor messaging to cross functional audiences of varying organization levels, ranging from individual contributors to C-level executives
Business and process acumen
Strong solution selling skills – able to articulate the value of software solutions to customers, with messaging focused on how a solution addresses customers’ core pain points in a way that differentiates the solution
Excellent discovery skills – able to lead customers through focused conversations to uncover pain, value, and our path to sales success
Knowledge of key principles of software integration, including iPaaS and APIs
Has a strong solutioning mindset – focused on how to help customers envision how our solution meets their needs
Skilled in troubleshooting technical issues
Self-starter and quickly able to grasp new technology
Nice to Haves
Experience demoing, implementing or administering key applications such as ERPs (NetSuite, Sage, Workday, Oracle), CLMs, GRC, procurement or AP automation platforms
Industry and / or solutioning experience with P2P / Fin-tech tools related to procurement, AP automation or payments
Domain and / or educational background in procurement, accounting or computer information systems
CPA, a plus
Integration or development experience – especially with using REST APIs and middleware tools.
The salary range for this role is $140,000 – $170,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.
Perks & Benefits
At Zip, we’re committed to providing our employees with everything they need to do their best work.
📈 Start-up equity
🦷 Full health, vision & dental coverage
🚍 Commuter benefit
🚠 Team building events & happy hours
🌴 Unlimited PTO
💻 Apple equipment plus home office budget
💸 401k plan
We’re looking to hire Zippers and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn’t exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!
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